Secrets of Persuasion Meet Connected Influence

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Do you ever feel frustrated trying to convince others to take action, even when that action is beneficial to them?  I know I do!

The hardest seems to be convincing people to invest their time in activities that will strengthen the core of their character and personality, helping them become more effective in all areas of their life.

What can be done to move from connection – a worthy and sometimes challenging pursuit in itself – to connected influence?  It may be worthwhile to learn a bit from the science of persuasion.

Secrets from the Science of Persuasion

 

The video describes six “secrets” from the science of persuasion:

  • reciprocation
  • consistency
  • consensus
  • liking
  • authority
  • scarcity

I think it important to note the video talks about the ethical application of these “secrets.”  I know we can all think of someone who has used one or more of these tools to manipulate and guilt us into taking action we didn’t want to take.  However, it’s equally important to see these as tools, not inherently good or bad on their own.

Two sides of the coin

On one side, we have become a society of savvy consumers.  Simply being aware of these persuasion techniques puts people on their guard, ourselves included.  It is important to watch your reactions and question decisions that come too quickly or easily.

Photo by Tasha M. Troy

Photo by Tasha M. Troy

For example, I haven’t bought address labels since I moved into my current home almost 5 years ago.  Shortly after I moved in, three or four different charities sent me address labels, hoping that I would send them a contribution.  They were depending on the principle of reciprocation.  I know it might not sound good, but I broke the reciprocation principle; I choose carefully where I donate funds and which causes I support, and none of these organizations represented a cause I support.  And, no, I don’t feel guilty for using the labels that were freely and unsolicitedly sent.

However, it is equally possible to miss a genuinely good opportunity simply because you are reacting the way we are hardwired to react!  It is possible to be overly suspicious.  For example, on occasion I might have a student in my class make a suggestion.  I have to be cautious that I don’t accept or reject the suggestion based on how diligent (or not) the student is.  I can not base my decision on how likable the person is, but rather on the merits of the suggestion itself.  (Yes, this happened again today.)

Personal application

If you are in the position of feeling frustrated by a lack of cooperation from others, an insufficient amount of influence with people who matter most, it would be good to examine your requests and behavior in light of these “secrets.”  One thing that really struck me from the video is the idea that small tweaks of language or behavior made big differences in the outcome.

I know I will be examining my own attempts at persuasion.

 

Resources:

The type of self-examination I suggest doesn’t come easily to most.  If you are looking for a thinking partner in evaluating your current attempts to persuade and influence those around you, I would love to help!  Contact me to schedule a conversation at tasham.troy@gmail.com; please put “Bridging the Divide” in the subject line.

Join the intentional living movement!  Click here to get started with a free 7-day experiment with John Maxwell!

 

How to Make a Colossal Difference with a Small First Step

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11896470_10207431612973654_1858578553449445777_oOne of my key motivations for writing is to make a difference in people’s lives with the aim of making this world a little better one person at a time.  This week, I have a guest post by one of my mentors that expresses precisely what I would like to share with you – no step in the direction of change is too small!  It is the step that matters.

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By John C. Maxwell

Many people look at all that’s wrong in the world and mistakenly believe that they cannot make a difference. The challenges loom large, and they feel small. They believe they must do big things to have a life that matters. Or they think they have to reach a certain place in life from which to do something significant.

Does that seed of doubt exist in you? Have you ever found yourself thinking or saying, “I will only be able to make a difference . . .

“When I come up with a really big idea,

“When I get to a certain age,

“When I make enough money,

“When I reach a specific milestone in my career,

“When I’m famous,” or

“When I retire?”

None of these things is necessary before you can start to achieve significance. You may not realize it, but those hesitations are really nothing more than excuses. The only thing you need to achieve significance is to be intentional about starting—no matter where you are, who you are, or what you have. Do you believe that? You can’t make an impact sitting still. Former NFL coach Tony Dungy once told me, “Do the ordinary things better than anyone else and you will achieve excellence.” The same is true for significance. Begin by doing ordinary things.

Chinese philosopher Lao Tzu said, “A journey of a thousand miles begins with a single step.” That’s true. In fact, so does every human being’s first journey. As children, we had to learn how to take that first step in order to walk. We don’t think anything of it now, but it was a big deal then.

Every big thing that’s ever been done started with a first step.

When Neil Armstrong took his first walk on the moon, he stated, “That’s one small step for man, one giant leap for mankind.” But the first steps of that achievement occurred decades before. We can’t get anywhere in life without taking that first small step. Sometimes the step is hard; other times it’s easy. But no matter what, you have to do it if you want to get anywhere in life.

You never know when something small that you do for others is going to expand into something big. That was true for Chris Kennedy, a golfer from Florida. In 2014, a friend nominated him to do the Ice Bucket Challenge for the charity of his choice. Kennedy passed along the challenge to his wife’s cousin Jeanette Senercia because the two liked to tease and challenge one another. Kennedy chose ALS as his charity because Jeanette’s husband suffered from the disease. Jeanette accepted the challenge, posted the video on her Facebook page, and nominated others.

That was a small start of something big. In today’s digital world we talk about things going viral. The term viral was coined because ideas and initiatives can spread quickly the way germs do. Almost anything that starts out as a single idea, a bold statement, a YouTube video, or a creative or memorable photo can gain vast popularity and quickly spread through word of mouth via the Internet.

The Ice Bucket Challenge soon went viral. If you somehow missed out on it, the idea was to either donate to the ALS Association or record a video of yourself being doused with ice water, and then challenge three other people to donate or get doused.

This turned out to be a brilliant idea to raise money for an important cause—to help fight a disease that many people otherwise might not have known about and would not have donated to see cured. I participated in the challenge. Sure, I was aware of the disease, but it wasn’t a charity I normally gave to. I was nominated by colleagues to take the challenge, and I was happy to participate.

Most people chose to give and get doused. When I accepted the challenge, I made a donation and asked three of my grandchildren to do the honors of soaking me. They used not one, but three, freezing cold buckets of water on me. Though I pleaded for compassion and warm water, the grandkids showed no mercy!

The best part is that over $113.3 million was donated between July and September of 2014 as a result of the ice bucket challenge, compared to $2.7 million dollars donated during the same period of time the previous year. On Facebook alone, over 28 million people uploaded, commented, or liked ice bucket related posts the last time I checked. The purpose of the campaign wasn’t just to raise money. It was about raising awareness. But they accomplished both with great intentionality.

What can you do now? As you think about making a difference, be willing to start small. You never know whether your passion-fueled idea will have an outcome similar to that of ALS Ice Bucket Challenge.

~ Adapted from John C. Maxwell’s new book Intentional Living

  Alexandra Sifferlin, “Here’s How the ALS Ice Bucket Challenge Actually Started,” Time, August 18, 2014, http://time.com/3136507/als-ice-bucket-challenge-started/, accessed January 29, 15.

 

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The 101% Principle – a Key to Connected Influence

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I once worked with a woman who rubbed just about everyone in the office the wrong way.  She was really good at her job, as she and I had some shared interests, but we never bonded.  By the end of my time with that employer, I found it very difficult to socialize with her, though I still managed to work with her on professional matters.

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August 2015. Photo by Tasha M. Troy

I tell my students that any time you have two or more people in the same room, you’ll have disagreement and possibly conflict.  No one agrees 100% on everything.

However, it seems some people thrive on focusing on areas of disagreement while others seem able to get along with everyone.  What could their secret be?

John Maxwell, the most prolific leadership writer, talks about the “101% Principle,” which states that when you are interacting with anyone, you should look for the 1% you agree on, then give it 100% of your effort.  I believe this is the secret great connectors understand.

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A special moment with my mentor John Maxwell. Photo by Christian Del Rosario.

In order to give that 1% agreement your full effort, you have to take your attention completely off of yourself.  This is exactly what not only John Maxwell says but also Mark Goulston and John Ullmen in their book Real Influence.

While I sincerely believe any two people can not agree on all points, I equally believe the inverse is true – you’ll never find someone with whom you have nothing in common.  I challenge you to become a “common ground detective” with everyone you meet.  You will be surprised by what you discover!

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Barriers to Connected Influence in a Connected World

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Sherry Turkle explores the impact of technology use on society.  She speaks about “connection” as being friends or followers on social media and makes a point that we are now missing that deeper connection to each other in real time.

Dr. Turkle makes a couple of points relevant to our discussion of connected influence.

One of the reasons Dr. Turkle gives for our constant need for social media is the feeling we are not listened to.

That feeling that no one is listening to me is very important in our relationships with technology. That’s why it’s so appealing to have a Facebook page or a Twitter feed —so many automatic listeners. 

This highlights the importance, the extreme need for people to start practicing connective listening, at least momentarily setting aside the need to be heard and meeting someone else’s need to be understood.  

Another element of the situation is our deep aversion to quiet and solitude.  I, too, am prone to reach for my phone, check Facebook or Twitter, whenever I have a few minutes of down time.

Being alone feels like a problem that needs to be solved. And so people try to solve it by connecting. But here, connection is more like a symptom than a cure.”  

Remember, she is talking about the superficial connections we have on social media, not the deep interpersonal connections possible when we listen and understand each other’s stories.

In my opinion, social media “connections” often serve as counterfeits to real connection.  She says, “Solitude is where you find yourself so that you can reach out to other people and form real attachments.”

I would like to leave you with one final thought from Dr. Turkle’s TED Talk:

Human relationships are rich and they’re messy and they’re demanding. And we clean them up with technology. And when we do, one of the things that can happen is that we sacrifice conversation for mere connection. We short-change ourselves.

I challenge you today to stop short-changing yourself and your relationships with the people around you.  Turn off your phones and be fully present for the important moments of your life.

 

Previous Posts on the Connected Influence Model

The Heart of the Matter – Adding Value

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Have you experienced a time when someone went above and beyond the “call of duty”?  Perhaps it was a parent, a teacher, a mentor, or a friend.

Photo by Tasha M. Troy

Photo by Tasha M. Troy

When I first starting writing this blog last year, it took me a while to find my voice and my style.  At that time, a friend of mine agreed to help me by previewing my articles.  What I didn’t know was that this friend has a background in publishing.  He didn’t just preview, but he gave detailed feedback, pointing out gaps in the flow of information and providing valuable suggestions.  His input helped establish a firm foundation for everything that has followed.  He genuinely did so much more for me than I had anticipated.

My friend demonstrated the final step in the connected influence model, which is “when you’ve done enough … do more.”  If you want to have principled, integrity-based influence in people’s lives, you have to go above and beyond what’s expected; you have to go the “extra mile.”

John Maxwell says that “leadership is influence – nothing more, nothing less.”  That being the case, his book The 21 Irrefutable Laws of Leadership provides 21 strategies for increasing your influence.  Law #5, the Law of Addition, states that “leaders add value by serving others.”  He says, “I believe the bottom line in leadership isn’t how far we advance ourselves but how far we advance others.  That is achieved by serving others and adding value to their lives” (p. 51).  This is the essence of connected influence.

Connected listening is the starting point of connected influence (or connected leadership).  Once you truly understand another’s point of view, hopes, goals, and challenges, you may be able to move forward together.  Mark Goulston and John Ullmen, in their book Real Influence, draw a connection between “the 3 gets” of step 3 with “the 3 value channels” of step 4:

  • You get “it” –> you can add insight
  • You get “them” –> you can add emotional value
  • You get their path to progress –> you can add practical value

No matter how much you understand, until you help the other person by adding value to them, you are no more than a sympathetic ear.  Don’t get me wrong – one of our greatest needs as humans is to feel heard and understood, so being a sympathetic ear is adding value to someone.  However, in order to take your influence to the next level, you will have to invest in people by pointing them towards solutions.

My challenge to you for this week is to identify one person in your life who you would like to develop greater influence with.  Make a point of asking about that person’s situation and look for opportunities to provide support and creative suggestions.  If you have never done something like this before, you will be amazed by the results.

 

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The Journey from “Their There”

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Have you ever felt like you just haven’t connected with someone and wondered why?  I recently experienced a serious disconnect with a friend.

Photo by Tasha M. Troy

Photo by Tasha M. Troy

She was explaining something that she was very interested in, going into great detail about how her solution would benefit me, too.  However, while her solution is perfect for her and her season of life, it is totally unsuitable for my situation.  I chose to let her talk instead of cutting her short, primarily because I wanted to let her express her enthusiasm.  The sad result, though, was feeling a major disconnect from my friend, which is likely to damage my willingness to be open with her unless I take some deliberate steps to change the situation.

She did not meet me in “my here” when she was trying to influence me.

The third step in the connected influence model is to meet the other person in “their there.”  This step must come after connected listening; because you now understand the other person’s perspective, you can start there and take them on a journey to help them see your perspective.

To define “their there,” Mark Goulston and John Ullmen talk about the “three gets of engage”:

  1. You get “it” – you have taken the time to truly understand their perspective and their unique situation.
  2. You get “them” – you see them for who they are, with all their strengths and weaknesses, hopes and struggles.
  3. You get their path to progress – you understand the steps they can take to move in the direction of their goals, taking into consideration their values and concerns.

To go back to my situation with my friend, it was clear after just a few minutes that she didn’t get “it” – she did not understand my situation and my priorities.  Even though she gets “me,” without “it” she can’t get my path to progress.

In order for our friendship to move forward, I will have to have a conversation with her when we are not rushed for time.  I will have to meet her in “her there” by digging deeper into her situation, then step-by-step I may be able to help her see my perspective more clearly.  If she is ready for that small journey, then perhaps we will still be able to have an open friendship.

 

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Watch Your Blind Spot!

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Photo by Tasha M. Troy

Photo by Tasha M. Troy

Several years ago while I was living in South Korea, I met my parents in Hawaii for a short vacation.  Since I was scheduled to arrive considerably earlier than my family coming from the mainland, my father suggested I pick up the rental car and check out Honolulu, which I thought was an excellent idea.

As I was driving around, I made a last-minute decision to get into a left-turn lane.  When I checked, the lane appeared to be clear.  Suddenly, I heard a “thump!” and realized that there was a motorcyclist there!  Clearly I had failed to check my blind spot.  Fortunately, I didn’t injure the driver, but I was quite shaken by the experience.

We are all familiar with the concept of a blind spot while driving, but very few are familiar with mental blind spots.

Step 2 in Mark Goulston and John Ullmen’s connected influence model is listening past your blind spot.  They define your “blind spot” as the condition of being immersed in your own perspective:

Your brain doesn’t merely have a blind spot when it comes to driving; it also has a blind spot when it comes to influencing.  And like a driver who changes lanes without checking to see what’s in the blind spot, you’re dangerous when you’re blinded by your own point of view. (p. 11)

The primary skill needed is “level 4 listening,” but because I have already written a bit about the importance of connective listening, I will focus here on another necessary, yet often overlooked element: “to influence, be influenceable.”

IMG_5249When I talk to clients and friends about being open-minded and influenceable, I tend to get a bit of push-back.  They say they don’t want to be “so opened minded their brain falls out,” and they express concern that being open to others’ ideas means they will have to compromise their values and principles.

However, I have found Goulston and Ullmen’s explanation to be an excellent way of looking at this so-important element of developing influence with another:

Being influenceable isn’t about giving in, giving up, being weak or soft, being scared, or being any less committed to your principles and to achieving excellent results.  And being influenceable doesn’t mean that you’re not going to disagree.

What being influenceable does mean is that you go into every conversation being willing to believe that you may be partially or totally wrong; that the other person may be partially or completely right; and that even if the other person isn’t right, you will learn something valuable from your interaction.

Being influenceable means being both open-minded and open-hearted.  People tend to open their minds to people who’ve opened their own minds, and to open their hearts to people who permit themselves to be touched.  When you want to strengthen your influence with others who see things differently, being vulnerable is more potent than being impervious.  (p. 108)

If we truly value people in general, we need to first look for the value they bring to any relationship without imposing our own expectations or perspectives on them.  To me, this is the essence of being open-minded.  Even someone I disagree with violently on most things will have something of value to add to my life.  This doesn’t relieve me of responsibility; being influenceable  means we have greater responsibility to evaluate new ideas as they are presented, but it doesn’t mean we dismiss the people who share those ideas.

This week I dare you to open your mind and your heart to truly hear someone else, especially if that someone has dramatically different views than you do.

 

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