Influencing without authority is a skill that can be applied at all organizational levels. Nearly everyone has a stake in developing new initiatives, projects, and processes, as explained in this article from Harvard Business School.
Whether you are working virtually or in-person, the foundation of influence rests on these Three C’s of Influence: Clarity about your goals and what’s important to the people you are influencing; Connection through finding commonalities, showing empathy, and taking perspective; and Communication strategies that create alignment.
Now you know what you need to influence others, but how do you do it?
6 Steps to Influence Without Authority
Answering the 6 questions below will help you develop your strategy to clarify, connect, and communicate so that you can influence without authority.
- Who needs to be influenced? Determine who must be on board to achieve your objective. You’ll communicate with different people in different ways—for example, talking to the CEO versus a colleague on your team. So, the first step to crafting the right communication approach is to identify who needs to be influenced.
- What’s happening in their world? Imagine how you might approach a conversation differently if you knew that your colleague had just been demoted or promoted—or, if you knew that your manager was having a difficult time at home. Gain insight into the lives of the people you want to influence, since both personal and professional issues impact how people receive your ask.
- Who are your allies/resistors? Are some people more obvious allies to your cause? Maybe a co-worker has demonstrated interest in the initiative you’re trying to get approved, or a manager who has supported your project ideas in the past. Identify these allies—but also identify your resistors. You’ll communicate your ask differently to these two groups.
- What questions can you ask to move them? Thoughtful questions are key to effective communication, no matter your audience. As we mentioned in our blog, 4 Ways Clarity Can Help You Influence Others, the right questions can prevent you from making inaccurate assumptions about the people you need to influence. Ask questions that clarify their goals, challenges, and motivations before presenting your case.
- What key points need to be presented? Plot out your key points and organize your argument in a logical way. But don’t forget to use emotion, too. While people often use logic to justify decisions, emotion is equally important. Think about ways to present your key points that might appeal to your audience’s emotions.
- How will you tell your story well? Telling your story well means creating your message with a narrative flow that is easy to follow. You can do this using a narrative framework like PREP (Position, Reason, Example/Explanation, Position). Other approaches include following a timeline (i.e. past, present, future), or the Problem-to-Solution framework. The better you tell your story, the more likely you are to influence those around you.
As with all new skills, application requires planning and practice. To develop your team’s influence skills, check out BRODYpro’s “Influence without Authority” training.