How do you identify and leverage the different styles of influence among your stakeholders?

The four styles of influence are rationalizing, asserting, negotiating, and bridging. Rationalizing involves providing logical reasons to persuade others. Asserting involves stating opinions confidently to influence decisions. Negotiating entails reaching compromises through discussions and agreements. Bridging involves connecting with others on a personal level to build trust and influence. Each style has its strengths and can be used effectively depending on the situation and the individuals involved.

Emotional influence leverages feelings, relationships, and values. It’s effective with stakeholders who are motivated by personal connections, stories, and the emotional impact of decisions. Assertive influence involves taking a strong stance and demonstrating confidence and decisiveness. It can be effective with stakeholders who respect authority and directness.

O fundamental é conhecer a fundo as necessidades das marcas e as habilidades dos influenciadores para chegar a um match perfeito. Além disso, é preciso estar de olho nos assuntos que estão despertando interesse no momento e perceber se existem ângulos destes assuntos que permitem posicionamento de marca por meio de influenciadores.

Um bom pool de influencers envolve conhecimento do tom de voz da marca e conteúdos que tenham sintonia com os clientes. Quem está dominando essas conversas, esses temas? Quem pode trazer um novo viés para a marca? Fazer a curadoria de conteúdos e criar um bom planejamento, trazem dinamismo e inovação para levar a marca à lugares onde ela não chegaria sozinha.

This is a useful place to start, but conscious Influence is made up of specific behaviors that are designed to evoke a particular response from those you are intending to influence. The model we developed describes and teaches 8 influence tactics and specifies two behaviors that put each of them to work; 16 behaviors in all, plus the tactic of disengaging at appropriate times. The behaviors are meant to be used in combination as needed, but the influencer learns to give each one time to work.

Actively seek feedback from trusted colleagues or mentors about how they perceive your style of influence. This external perspective can provide valuable insights. In safe environments, try adopting different styles of influence and observe the reactions you receive. This experimentation can help you understand which styles come most naturally to you and which may be more effective in different situations.

I agree that being conscious of your own approach to influence is important - in addition to taking any survey yourself, it's even more useful to ask those whom you need to influence (and influence is always a two-way process) how they perceive you as an influencer and what would work better for them. In my experience, people will usually be honest about their preferences, though we seldom ask. When you know, you can set aside or modify your default influence approach and use behaviors a well as content that may be easier for them to take on board. No approach works for everyone, so taking the perspective of the other person informed by their preferences is a respectful and sound way to plan how to influence them effectively.

Although stakeholders have tendencies for what influences them, there can be some variation from situation to situation. Don't be afraid to ask stakeholders about past initiatives. It can also be revealing to ask stakeholders what "others" think about the current initiative (because their answer can be revealing of their own opinions). Test stakeholder buy-in by asking them to complete tasks related to the current initiative. Their response can be revealing.

Once you’ve identified the predominant style of influence among your stakeholders, adapt your communication and persuasion strategies to align with their preferences. After employing different styles of influence, reflect on the outcomes and adjust your approach based on what was most effective. Continuous learning and adaptation are key to mastering the art of influence.

One of the best ways to achieve success if you are thinking about an important influence opportunity is to plan and then rehearse your approach with a trusted partner. It's especially useful if they know the person you're hoping to influence and can play their part - but even if they don't, you can prepare the other to provide useful feedback if you have taken the time to thoughtfully consider the world view, concerns, fears, hopes, and needs of your influence "target" and communicate that to your partner.