Influence is power. The ability to persuade and motivate others is a critical skill that can help you achieve your goals, advance your career, and make a positive impact - regardless of your role or title. But cultivating influence is not always easy. It requires a strategic approach grounded in building trust, demonstrating expertise, communicating effectively, and persevering through challenges.
In this post, we'll explore the art and science of cultivating influence. We'll unpack why influence matters, outline key strategies for growing your influence, and share real-world examples of influential leaders. Whether you're an individual contributor, a team leader, or an executive, these insights and tactics can help you expand your circle of influence and achieve greater impact.
Why Influence Matters
Before diving into how to cultivate influence, let's consider why it's so important:
- Achieving goals: Influencing others is often essential for gaining support for your ideas and initiatives. Even without formal authority, you can inspire people to embrace your vision.
- Career advancement: Being seen as a thought leader and go-to person builds your professional reputation and opens doors to new opportunities. Influence accelerates your career trajectory.
- Driving change: Influence empowers you to challenge the status quo and catalyze transformation. You can shape your team and organization's future direction.
- Developing as a leader: Practicing influence helps you hone core leadership skills like communication, relationship-building, and change management. It prepares you for increasing leadership responsibilities.
In short, influence expands your impact far beyond the limits of your formal job description. It's a force multiplier that enables you to achieve outsized results. And in an increasingly collaborative workplace, influence is essential for career success.
How to Cultivate Influence
Growing your influence may seem daunting, especially if you're earlier in your career or lack a leadership title. But influence is a skill that can be developed with practice. Here are seven proven strategies:
1. Build Trust and Credibility
Trust is the foundation of influence. When people see you as honest, principled and consistent, they are more likely to be swayed by you. Some ways to build trust:
- Do what you say you'll do. Deliver on your commitments and meet deadlines.
- Communicate openly. Be transparent about your goals, concerns and mistakes.
- Treat people with respect. Be kind, inclusive and quick to give credit to others.
- Maintain high standards. Produce quality work and conduct yourself with integrity.
As Tony Selimi writes in The Science of Cultivating Influence, "One of the most critical components of developing influence is honesty with yourself and others. You must be honest about your strengths and weaknesses, your successes and failures."[1]
2. Develop Expertise
Another pillar of influence is credibility. Establishing yourself as highly knowledgeable and capable in your domain makes you someone people naturally turn to for guidance. Some ways to develop expertise:
- Stay current. Read widely, attend conferences, pursue certifications. Never stop learning.
- Contribute your knowledge. Share insights through writing, speaking, and mentoring.
- Take on stretch projects. Raise your hand for assignments that grow your skills.
- Become a connector. Stay attuned to developments in your field and industry. Connect people and ideas.
As you become known for your expertise, more people will seek out your opinion and be receptive to your perspective. You'll be tapped for exciting opportunities that further expand your influence.
3. Understand Others
Empathy is an underrated influencing skill. Being able to see things from others' point of view helps you connect with them and communicate in ways that resonate. Make it a habit to:
- Ask questions. Probe to understand people's goals, motivations and concerns.
- Listen attentively. Give people your full attention in conversations. Minimize distractions.
- Observe body language. Note nonverbal cues to pick up on how people are really feeling.
- Acknowledge feelings. Validate emotions, even if you disagree with the perspective.
As the Harvard Business Review notes, "Gaining influence in a supervisory position can make you more respected and appreciated."[2] Put yourself in your colleagues' and reports' shoes. What matters to them? How might your idea benefit or challenge them? Use these insights to tailor your approach.
4. Communicate Strategically
Influential communication is more than just sharing information. It's about packaging your message in a way that strikes a chord and inspires action. Boost your impact by:
- Knowing your audience. Adapt your style and language to your listeners' needs and preferences.
- Crafting a clear message. Distill your main point into a succinct, memorable statement.
- Using stories and examples. Illustrate abstract concepts with concrete, relatable anecdotes.
- Expressing conviction. Speak and write with passion, confidence and energy.
Jayson DeMers advises in Inc., "Instead of arguing about how your structure will work in theory, put it to the test. Show instead of tell."[3] Vivid demos, prototypes and case studies are often more convincing than a well-crafted argument alone.
5. Build Relationships
Influence grows through interaction. The stronger your professional network, the more people you can tap for advice, advocacy and support. Proactively build connections by:
- Reaching out. Introduce yourself to people in other teams, departments and industries.
- Helping others. Share resources, make introductions, and lend a hand when you can.
- Participating fully. Speak up in meetings. Contribute to group chats and projects.
- Socializing. Attend optional events and lunches. Get to know colleagues as people.
Relationships grounded in trust and mutual contribution form a solid foundation for influence. So don't just build your network - nurture it. Check in with contacts regularly. Congratulate them on milestones. Continue to add value and express appreciation.
6. Plan Strategically
Cultivating influence works best when approached systematically. As the Harvard Business Review suggests, "Kick off by devising a 'power map,' a visual representation of key decision-makers associated with the specific endeavor you aim to champion."[2] Your power map might include:
- Stakeholders: Identify who has a vested interest in your objective or whose buy-in you need.
- Allies: Note who is already supportive of your vision and can serve as an advocate.
- Skeptics: Anticipate who might resist or be concerned about your idea. Consider how to address their perspective.
- Influencers: Pinpoint senior leaders or well-respected experts whose endorsement would build credibility.
With your power map as a guide, you can be strategic about how and when you engage different colleagues in your influencing efforts. You can sequence conversations, tap allies to help make your case, and ensure you're reaching all key stakeholders.
7. Persevere Through Challenges
As you work to build influence, you'll inevitably encounter hurdles, such as:
- Lack of authority: You may need to persuade people over whom you have no formal power.
- Resistance to change: Some may be skeptical or threatened by your new ideas.
- Limited resources: You may lack the budget, headcount or technology to fully implement your vision.
Don't let these challenges deter you. Setbacks are a normal part of the influence journey. To maintain momentum:
- Start small. Look for quick wins you can point to as proof of concept. Let people see your idea in action.
- Involve others. Seek input on your approach. Invite people to help shape your solution. Co-creation builds buy-in.
- Leverage allies. Tap advocates to help champion your idea and address concerns. There's strength in numbers.
- Stay the course. Cultivating influence takes time. Trust that consistent, authentic effort will yield results.
As Innovative Human Capital notes, change can take time, so "be persistent and patient."[4] Believing in yourself and your vision will help you persevere. Celebrate incremental progress. Adapt your approach as you learn. Keep communicating, collaborating and driving forward.
Profiles in Influence
Need some inspiration for your influence journey? Consider these examples of leaders who have transformed their organizations and industries:
- Indra Nooyi, former CEO of PepsiCo: Over her 12-year tenure, Nooyi transformed PepsiCo into a more health-conscious, sustainable company. She invested in healthier products, reduced sugar in beverages, and set ambitious environmental goals. Her influence stemmed from her strong vision, openness to feedback, and commitment to leading by example.[4]
- Jacinda Ardern, Prime Minister of New Zealand: Ardern has won global admiration for her empathetic, decisive leadership. Amid crises like the Christchurch shooting and COVID-19 pandemic, she has balanced swift action with a human touch - openly grieving with victims' families and clearly explaining policies. Her influence flows from her integrity, transparency and connection with citizens.
- Kenneth Frazier, CEO of Merck: Frazier has been a powerful voice for social justice and corporate responsibility. In 2017, he took a stand against racism and resigned from a presidential advisory council after Charlottesville. He has championed diversity and pay equity at Merck. His moral authority amplifies his business influence.
- Reshma Saujani, founder of Girls Who Code: Since founding the nonprofit in 2012, Saujani has introduced over 185,000 girls to computer science. She is closing the gender gap in tech and redefining what a coder looks like. Saujani's influence comes from her passion, persistence and knack for storytelling. She is changing perceptions and inspiring a new generation.
These leaders demonstrate that influence is not about title or status. It's about embodying your values, serving others and fearlessly pursuing a vision. By role modeling the change you seek, you give people a reason to believe - and follow your lead.
Cultivating Your Influence
Ultimately, influence is about making a difference - whether that's shaping decisions, changing behaviors or inspiring action. It's about expanding your positive impact and catalyzing transformation. When you cultivate influence, you gain the power to change your workplace, your community, and the world for the better.
But wielding influence is a privilege and a responsibility. It must be earned through consistent, authentic action. It must be exercised with integrity and in service of others. As your influence grows, stay grounded in your values. Use your platform to lift up others. Influence is a gift. Handle it with care.
Cultivating influence is a journey that unfolds over a career. And as the workplace continues to evolve, influence will only become more important. So start where you are. Identify one relationship you can deepen or one audience you can engage. Test and refine your approach. Seek feedback. Keep growing and learning.
Believe in your ability to drive change, regardless of your role. Embrace the opportunity to leave a legacy. Step into your influence - and change the game.
References: [1] The Science of Cultivating Influence - Tony Selimi, LinkedIn [2] How to Increase Your Influence at Work - Harvard Business Review [3] 7 Ways to Build Influence in the Workplace - Jayson DeMers, Inc. [4] Cultivating Influence in Your Organization: Practical Steps for Success - Innovative Human Capital What Do Great Leaders Like Jacinda Ardern Do Differently? - Forbes Ken Frazier: The Strongest Man in the World - Fortune Reshma Saujani's Ambitious Plan for Technology - The New York Times
Sources [1] The Science of Cultivating Influence - LinkedIn https://www.linkedin.com/pulse/science-cultivating-influence-tony-selimi [2] How to Increase Your Influence at Work - Harvard Business Review https://hbr.org/2018/02/how-to-increase-your-influence-at-work [3] 7 Ways to Build Influence in the Workplace | Inc.com https://www.inc.com/jayson-demers/7-ways-to-build-influence-in-the-workplace.html [4] Cultivating Influence in Your Organization: Practical Steps for Success https://www.innovativehumancapital.com/post/cultivating-influence-in-your-organization-practical-steps-for-success