I’ve spent the last couple of weeks on-boarding 20 people into their 6 month Influencing Action program.
I start our discussion by asking what the word “influence” means to them.
What’s interesting is there’s often a lot of hedging.
A reluctance to speak plainly about wanting to get people to do what we want them to do.
Yet isn’t that what most of us want? What we spend our days doing?
When we send an email, we want them to reply. When we meet with someone, we want them to turn up and contribute. When we write a policy, we want them to adhere to it.
The problem with “influence” is that it is often put in the same bucket as manipulation.
Here’s why.
Both manipulation and influence can happen without awareness.
Manipulation through withholding or distorting information.
Influence through shaping the environment to make a behaviour more likely.
But here’s the big difference. Control.
Manipulation doesn't just withhold information – it gives people a false sense of control, because the decision they think they're making isn't the one actually in front of them.
Influence gives people real control over what they do.
P.S. Are you an introvert? I'm looking for five introverted types to help me with my new book. In short, I'll send you a draft and you'll let me know what you think. Can you help? Reply to this email and I'll be in touch.
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