All of us, regardless of position in life, seek to make a difference. For some of us, we do this through our volunteer work. Others may devote time to family. But for many, the key area we want to make a difference but can’t seem to do it is at work.
Our job is the one area that has us pigeon-holed into a job or position that often is what defines us. If we have no influence over a person or situation that’s above our position or paygrade, we have no ability to make a difference.
Or do we?
The key to gaining influence, attaining power, and taking control of our situation is to gain credibility. Credibility is what helps us decide which products to buy. If a supermodel tells us to buy a certain brand of skin cleanser, we listen because she has beautiful skin. If an athlete recommends a sports drink, we buy it because they know best. Both have credibility.
You have credibility.
Of course you do. If you didn’t, you wouldn’t have the guts to suggest a new idea, process, or product at work. The key is to get others to buy into your credibility, or at least the perception of your credibility. This is done buy communicating your ideas in the language they speak. When you do this, relating to their pain, their way of thinking, and their way of communicating, you’ve now become the credible expert.
How do you do this? Here are the top 10 best ways I know based on my experience working with individuals and corporations. We’ll look at them in order of importance, from 10 (least important) to 1 (most important).
#10: Realize the Power of Power and Influence.
I liken power and influence to 1980s martial arts stars. Power is analogous to Chuck Norris. He fights using a hybrid style of Karate and Tae Kwon Do. If you fight with Chuck Norris, he’s not going to be hiding behind a tree. He’ll be in your face with his feet and fists first. He uses power to fight. His power will overwhelm your power. On the other hand, influence is a lot like Steven Seagal. His martial art, Aikido, uses the opponent’s power against himself. Influence draws people toward you, power drives your ideas toward others. Power is something you either take or are given. Influence is something you earn. We’ll look at both.
#9: Power – Positional
Positional power is one that we all think is key. You may even have that power now. It’s what you get based on your title at work. The CEO will have much position power while the janitor may have little. If you’re the CEO, good for you. Just don’t lean too heavily on it. What happens when you get fired? Position power only works when you have the position. It works best when you never actually have to tell a person you have position power.
#8: Power – Expertise
This one is a big one. Everyone is an expert at something. You have a unique angle if you’re proposing an idea when you are the identified expert. Your challenge is gaining expertise and promoting your expertise.
You gain expertise by working at something. There are plenty of ideas on that. One of course is the now-famous 10,000 Hour theory by Anders Ericsson. Work at a craft for 10,000 hours and you’ll be an expert. I also like the idea my friend Bruce Johnson had where if you read for an hour a day on a subject, you’ll be an expert on it in a year. So get busy. Then of course you have to be recognized for your expertise. You do this by speaking about it, writing about it, consulting about it, and being the fount of knowledge on the subject. This is where the janitor might actually trump the CEO, if the issue is around physical security in the plant.
#7: Power – Proxy
This is the power you gain by having relationships with others. You have power because of your connections to powerful people. This is different than name-dropping. You actually have to know and be known by these people, and trusted. If you are trying to gain credibility, you get it by being connected to credible people.
Of course this cuts both ways. If you had proxy power with Saddam Hussein in 2000, you had a life of splendor. In 2004 however you probably found yourself on the run along with him. Be careful who you hitch your wagon to.
#6: Power – Resource
Resource power comes from having access to resources that others value. If you want credibility, you need to have something you can trade in order to get credibility. Ellis “Red” Redding, the inmate portrayed by Morgan Freeman in The Shawshank Redemption was known as the guy who could “get things.” This gave him a sense of credibility, and power. He was respected.
All of us have some resources others value. Take a look at what you offer and get busy offering!
#5: Power – Information
In my experience, the most powerful individuals in an organization are the administrative professionals and receptionists. They are the gatekeepers, ambassadors, and trusted assistants to those with power. If you fall into one of these positions, just be ethical and careful with that information. It has consequences. Just ask Edward Snowden and Bradley (Chelsea) Manning.
Also, if you don’t have this power, this is a good place where you can start to leverage proxy power.
#4: Power – Personal
More than once I’ve been in line at an airline ticket counter trying to rebook a flight. I’ve been behind a disgruntled traveler who is bitching out the customer service rep. After he’s stormed off, I greet the rep with a friendly greeting and courteously ask the same request. More often than not, I get what I want. It’s not because I’m rich and famous (I am neither), it’s simply because I’m nice. Nice people get stuff. This is one power all of us have equal opportunity to gain.
#3: Influence – Logical Persuasion
Again, influence is something that is earned. If you want to gain credibility, you have to position your request in the language of the person you want to influence.
Logical persuasion is using facts, numbers, data, charts, or objective data in making your request. If you want to influence a “numbers” boss about having a company party, talk about the cost of low morale rather than telling her that people will feel good if we have a party. If you’re in France, speak French if want to get your message across. Same rule applies to asking requests in English. Know what brand of English your boss speaks and communicate in that language. This also applies to…
#2: Influence – Common Vision
If you want to gain credibility, learn to speak the language of common vision. This means you frame your request showing how it impacts the greater good of the person or the organization. Often, corporate decision-makers speak this as a primary language (with logical persuasion a close second). Frame your idea with the big picture in mind and you’ll be able to gain that credibility you seek. And finally…
#1: See the Issue Through the Eyes of Others First (and show them you feel their pain)
The previous nine strategies will only work if you’ve taken the time to see what others find important. If you want credibility, you have to see the issue through the eyes of those you want to influence. This is best done by referencing the “pain” a person is experiencing when promoting your idea. If I want to get an airline passenger to buy a seat in First Class, I am better off selling the idea that doing this will help them avoid the experience in Coach with crowds, screaming kids, diminished legroom, and no overhead bin to store their rollerboard. I could just try to twist their arm to spend the extra money, but that may not work.
Show a person you empathize with their pain and have the right solution to resolve it and you’ll get listened too. You‘ll have credibility.
Conclusion:
So that’s it, just 10 areas to work on to gain credibility. If you want to be taken seriously, invited to “the table” at work, qualify for a promotion, or just have the sense of making a greater contribution to your job and your organization, take the time to study and put these principles to work!