We’ve all had moments in both our personal and professional lives when we need to influence someone but we don’t have any formal authority. This could be an older relative, professional advisor or a supervisor. No matter what the situation, the ability to persuade and influence without official power is a valuable skill. As an executive coach, I’ve seen how mastering this art can be a game-changer, especially when rapport or a strong pre-existing relationship isn’t there. Let’s explore how to build genuine influence through strategic communication, integrity, and relationship-building.
Why Do You Need Influence Without Authority?
Consider scenarios where you need to motivate a team member to meet a deadline, but you aren’t their direct manager. Or, perhaps, you’re trying to influence a board member of a nonprofit that you volunteer at. The power dynamic is clearly in their favor. These are situations where your ability to influence without authority becomes critical. It’s not about manipulating people—rather, it’s about using honesty and clear communication to help others see things differently.
Influence means helping others recognize that what you’re suggesting is in their best interest, not just yours. It’s about building a relationship so that the other person views what you’re asking as advantageous to them. This is particularly key when interacting with individuals in senior roles, such as a Director of HR or VP of Administration in a corporate or higher education setting.
Preparation: The Foundation of Successful Influence
Preparation is the cornerstone of influencing others. Before entering a conversation, ask yourself: What do I want the other person to think, feel, and do after this conversation? If you’re trying to get someone on board with completing a performance review, for example, and there’s no mandate or consequence if they don’t, how can you shift their mindset? Perhaps you want them to recognize the importance of the review process, feel a sense of responsibility, and walk away with a plan of action.
Equally important is considering the “where” and “when” of your message delivery. Does this conversation need to happen in a formal meeting or a more relaxed, one-on-one setting? Is the timing right, or is it too soon? Timing is often overlooked, but the readiness of the person to receive your message can make or break its impact.
Four Methods of Influence
There are various ways to influence people, and knowing which method works best in each scenario is key.
- Persuading: Here, you take on the role of the expert. Using language like “I recommend,” “I propose,” or “I suggest,” helps you establish credibility and guide the conversation.
- Asserting: This is a more direct method, using language like “I need,” “I want,” or “I expect.” It works well when you need to set clear expectations.
- Drawing: When rapport-building is crucial, ask for the other person’s thoughts and feelings. Use phrases like “What do you think?” or “How do you feel about this?” This method is excellent for fostering collaboration and trust.
- Energizing: Sometimes, enthusiasm is the secret sauce. Phrases like “I believe,” “Together we can,” or “Imagine” combined with high energy can motivate and inspire.
Download this tip sheet as a handy resource when you’re ready to increase your influence, no matter who you’re talking to. In our next blog, we’ll dive into how to tailor your conversation based on DiSC profiles. As a certified DiSC trainer, I’ve seen firsthand how powerful and transformative it can be to change your communication approach based on the DiSC profile of the person you’re speaking with. It’s a powerful tool and I can’t wait to share it with you!
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