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Casual Articles - Understanding The Different Influencing Styles
A friend of mine was asking me just how am I succeeding with my Google advertisement while he was getting no results.He had spent some money and got some clicks, but he complained that every time he entered his keywords, his ads didn't show.Have you checked with Google? I asked. They do have a monitoring policy (Sandbox) for ads where they let your ad run very low until they check and approve it. The approval depends on what you are advertising, your audience, your landing page, and whether you are offering what you are advertising. There seem to be many factors involved.Are you referring people to your home page where that big noisy music is heard with the nice looking but completely irrelevant flash animation thing with no skip button to relieve the poor and completely stunned first time visitor? Well, that could be one reason to get disapproved.You have to narrow your ads to specifics and take people to exactly
• You need to act and initiate, rather than react
Assertiveness can have a lasting effect, especially on those who least expect it from you. Any resistance is met by your persistence.
Assertive influence carries little or no risk.
The Passive Approach
You win the day by being submissive, by not overtly influencing.
Remain passive when:
• You want to influence others through personal demonstration
• You want to avoid unhelpful confrontation
• You have tried all the other approaches
As you quietly demonstrate desired behaviours, others can see for themselves the value in following your lead. Many potential confrontations with power or authority demand submissive influence, which can pay positive dividends.
The downside is that your submissiveness may leave you with feelings of low-esteem. Can you live with this? Transform Your Organization With Facilitative Leadership
So, facilitative leadership: is leading by committee ... not!It is not about getting everyone together and asking, "what do you and you think?" Everything cannot be decided via committee! Especially if your work involves things like law enforcement or the military. The front lines are not the place to take a 'straw poll'. Even as I say this, and even in those aforementioned operations, there are times when a leader can, and should get people together to talk about how to improve the operation; by genuinely asking for input from all levels. That is what facilitative leadership is about.For this process to work, the leader must be successful at creating an atmosphere where people not only feel comfortable contributing ideas and suggestions, but where the leader actually acts on that input.Acting on input does not mean doing everything the group tells you to do. It does mean making it clear to the group that their input is value
Having a range of approaches and styles of behaviour gives you more flexibility. It increases your options – and your chances of success.
Natural Styles
Most managers have a natural style of influence which they prefer to use whenever possible. More flexible managers also keep in reserve a fall back style, used when the preferred style doesn’t achieve the desired results.
However, there are at least eight identifiable styles of influence – not including aggression, manipulation or force!
Because you are influencing a wide range of people, proficiency in a wider range of styles will ensure more success. Step outside the comfort zone of your natural style and enjoy greater success by practising new ways of influencing.
However, do think carefully which influencing style has the greatest chance of succeeding. Varying your styles too much may give you a reputation for being unpredictable
The Autocratic Approach
You tell them, they agree
Use the push style when:
• You are looking for a quick response
• You seek only short-term commitment
• You are happy to check up and follow through
This approach works best when supported by power, authority, age, knowledge or wisdom. Resistance or objections are minimised. You tell others what you want them to do and they do it.
Do remember though, that autocracy can be a high-risk strategy. It may result in a feeling of ‘You won, I lost’. They’ll get you next time.
The Collaborative Approach
You include others in the decision-making process.
Use the push style when:
• You want to maintain long-term influence with others
• You seek a high level of commitment
• You have no time to enforce the outcome
This approach works successfully without you having any power or authority.
A word of caution, democracy takes time and can result in watered down solutions. Remain consistently collaborative. Don’t give up too early. Avoid imposing too many parameters or conditions – these will create frustration in others.
The Logical Approach
You use clear logical, unassailable arguments, supported by proof.
Use logic when:
• The other person demands evidence and lots of detail
• You are prepared to do your homework
• You are prepared to wait for a reaction
This approach works best when the other person is a logical, linear thinker. Avoid exaggeration and unnecessary emotion. Offer instead facts and figures.
But, you may find this style long-winded and frustrating. You may even be forced to put it in writing. Allow time to prepare your argument, time to explain it, time to wait for a reaction.
The Emotional Approach
You use your natural charm, charisma or enthusiasm.
Use emotion when:
• You want others to feel part of an exciting project
• You want to fire up someone’s motivation
• You are truly enthusiastic about an idea
This approach works when your influence becomes a genuine extension of your own feelings and beliefs. Appealing to the long-term effects of your ideas, you will reinforce their continuing value.
Do remember though that emotional appeal carries risks. It can leave a nasty taste in the mouth. Painful memories linger longer.
The Assertive Approach
You ask directly, clearly and confidently for what you want, or don’t want.
Be assertive when:
• You want to influence autocratic people, bullies, stick-in-the-muds
• You want to influence behaviours
• You need to act and initiate, rather than react
Assertiveness can have a lasting effect, especially on those who least expect it from you. Any resistance is met by your persistence.
Assertive influence carries little or no risk.
The Passive Approach
You win the day by being submissive, by not overtly influencing.
Remain passive when:
• You want to influence others through personal demonstration
• You want to avoid unhelpful confrontation
• You have tried all the other approaches
As you quietly demonstrate desired behaviours, others can see for themselves the value in following your lead. Many potential confrontations with power or authority demand submissive influence, which can pay positive dividends.
The downside is that your submissiveness may leave you with feelings of low-esteem. Can you live with this?
A resume is something that advertises you in front of your future boss; think it as a tool that will enhance your qualities and professional appearance. It is very important to know how to create and use that good tool, what mistakes to avoid when creating one and how to make a good impression.Think about it as a business card, if it’s nice and catchy it will attract the client but if it’s not the client will throw it away; the same thing goes with your resume. You need to add some originality if you want to get noticed.Here are a few tips that will help you have a clean and easy to read resume. When writing about your work experience don’t bore the people who will read the resume with a lot of work history; try to insert only the important jobs if they are a lot and limit yourself to a maximum of 15 years work history.Try to be organized when you are writing your technical knowledge and qualifications; if you write them in
The Autocratic Approach
You tell them, they agree
Use the push style when:
• You are looking for a quick response
• You seek only short-term commitment
• You are happy to check up and follow through
This approach works best when supported by power, authority, age, knowledge or wisdom. Resistance or objections are minimised. You tell others what you want them to do and they do it.
Do remember though, that autocracy can be a high-risk strategy. It may result in a feeling of ‘You won, I lost’. They’ll get you next time.
The Collaborative Approach
You include others in the decision-making process.
Use the push style when:
• You want to maintain long-term influence with others
• You seek a high level of commitment
• You have no time to enforce the outcome
This approach works successfully without you having any power or authority.
A word of caution, democracy takes time and can result in watered down solutions. Remain consistently collaborative. Don’t give up too early. Avoid imposing too many parameters or conditions – these will create frustration in others.
The Logical Approach
You use clear logical, unassailable arguments, supported by proof.
Use logic when:
• The other person demands evidence and lots of detail
• You are prepared to do your homework
• You are prepared to wait for a reaction
This approach works best when the other person is a logical, linear thinker. Avoid exaggeration and unnecessary emotion. Offer instead facts and figures.
But, you may find this style long-winded and frustrating. You may even be forced to put it in writing. Allow time to prepare your argument, time to explain it, time to wait for a reaction.
The Emotional Approach
You use your natural charm, charisma or enthusiasm.
Use emotion when:
• You want others to feel part of an exciting project
• You want to fire up someone’s motivation
• You are truly enthusiastic about an idea
This approach works when your influence becomes a genuine extension of your own feelings and beliefs. Appealing to the long-term effects of your ideas, you will reinforce their continuing value.
Do remember though that emotional appeal carries risks. It can leave a nasty taste in the mouth. Painful memories linger longer.
The Assertive Approach
You ask directly, clearly and confidently for what you want, or don’t want.
Be assertive when:
• You want to influence autocratic people, bullies, stick-in-the-muds
• You want to influence behaviours
• You need to act and initiate, rather than react
Assertiveness can have a lasting effect, especially on those who least expect it from you. Any resistance is met by your persistence.
Assertive influence carries little or no risk.
The Passive Approach
You win the day by being submissive, by not overtly influencing.
Remain passive when:
• You want to influence others through personal demonstration
• You want to avoid unhelpful confrontation
• You have tried all the other approaches
As you quietly demonstrate desired behaviours, others can see for themselves the value in following your lead. Many potential confrontations with power or authority demand submissive influence, which can pay positive dividends.
The downside is that your submissiveness may leave you with feelings of low-esteem. Can you live with this? Internet Marketing and E-Commerce - The Advanced Management World
On this digital Century the business and Data Technology administrations is radically moving to the Next-Generation of Business Administration. For that reason, this series of articles will exhibit essential tips from us and also we included very fews from public sources about this specific affair or this advanced path of doing business. In spite of the event that very fews tips are public domains, if asked for that the source will be always mentioned.What is Internet Marketing & Sales & e-Commerce?: With market res?arch businesses can learn a great deal about customers, their demands, how to meet those needs and how the business is doing to meet those needs. Businesses need not to be experts at methods of research either.What is Internet Marketing & Sales & e-Commerce?: But since just about any Tom, Dick and Harry have s?t their sights on these North America and Europe markets, the competition is getting ever stronger. Thvel of commitment
• You have no time to enforce the outcome
This approach works successfully without you having any power or authority.
A word of caution, democracy takes time and can result in watered down solutions. Remain consistently collaborative. Don’t give up too early. Avoid imposing too many parameters or conditions – these will create frustration in others.
The Logical Approach
You use clear logical, unassailable arguments, supported by proof.
Use logic when:
• The other person demands evidence and lots of detail
• You are prepared to do your homework
• You are prepared to wait for a reaction
This approach works best when the other person is a logical, linear thinker. Avoid exaggeration and unnecessary emotion. Offer instead facts and figures.
But, you may find this style long-winded and frustrating. You may even be forced to put it in writing. Allow time to prepare your argument, time to explain it, time to wait for a reaction.
The Emotional Approach
You use your natural charm, charisma or enthusiasm.
Use emotion when:
• You want others to feel part of an exciting project
• You want to fire up someone’s motivation
• You are truly enthusiastic about an idea
This approach works when your influence becomes a genuine extension of your own feelings and beliefs. Appealing to the long-term effects of your ideas, you will reinforce their continuing value.
Do remember though that emotional appeal carries risks. It can leave a nasty taste in the mouth. Painful memories linger longer.
The Assertive Approach
You ask directly, clearly and confidently for what you want, or don’t want.
Be assertive when:
• You want to influence autocratic people, bullies, stick-in-the-muds
• You want to influence behaviours
• You need to act and initiate, rather than react
Assertiveness can have a lasting effect, especially on those who least expect it from you. Any resistance is met by your persistence.
Assertive influence carries little or no risk.
The Passive Approach
You win the day by being submissive, by not overtly influencing.
Remain passive when:
• You want to influence others through personal demonstration
• You want to avoid unhelpful confrontation
• You have tried all the other approaches
As you quietly demonstrate desired behaviours, others can see for themselves the value in following your lead. Many potential confrontations with power or authority demand submissive influence, which can pay positive dividends.
The downside is that your submissiveness may leave you with feelings of low-esteem. Can you live with this? Becoming a Certified Mystery Shopper
Though not mandatory, yet certification is taken up by some Mystery Shoppers who have a deep interest in the profession and want to have an edge over thousands of other Mystery Shoppers. The Certification program is aimed towards improving your performance as a Mystery Shopper. You might be very good at it, but the certification makes an even better Mystery Shopper out of you!The program offers education to both, existing and newbie Mystery Shoppers, raising the level of your caliber and fine tuning you according to the needs of the industry. The program provides you with the know how of Mystery Shopping. It covers many important aspects of Mystery Shopping such as how to go about applying to companies, how to get good assignments for yourself, tips and techniques on evaluation, submitting relevant and comprehensible reports and so on.The one big advantage of being a certified Mystery Shopper is that it brightens your chances of getriting. Allow time to prepare your argument, time to explain it, time to wait for a reaction.
The Emotional Approach
You use your natural charm, charisma or enthusiasm.
Use emotion when:
• You want others to feel part of an exciting project
• You want to fire up someone’s motivation
• You are truly enthusiastic about an idea
This approach works when your influence becomes a genuine extension of your own feelings and beliefs. Appealing to the long-term effects of your ideas, you will reinforce their continuing value.
Do remember though that emotional appeal carries risks. It can leave a nasty taste in the mouth. Painful memories linger longer.
The Assertive Approach
You ask directly, clearly and confidently for what you want, or don’t want.
Be assertive when:
• You want to influence autocratic people, bullies, stick-in-the-muds
• You want to influence behaviours
• You need to act and initiate, rather than react
Assertiveness can have a lasting effect, especially on those who least expect it from you. Any resistance is met by your persistence.
Assertive influence carries little or no risk.
The Passive Approach
You win the day by being submissive, by not overtly influencing.
Remain passive when:
• You want to influence others through personal demonstration
• You want to avoid unhelpful confrontation
• You have tried all the other approaches
As you quietly demonstrate desired behaviours, others can see for themselves the value in following your lead. Many potential confrontations with power or authority demand submissive influence, which can pay positive dividends.
The downside is that your submissiveness may leave you with feelings of low-esteem. Can you live with this? Recently Rejected? Turn It To Your Advantage
Rejection. All of us have experienced it at some point in our
lives. It never feels good. Call it what you want, but accept the fact that ultimately you lost. You were not selected. I
particularly like the synonym “spurned.” That really makes you
feel great, doesn't it? Got any rocks laying around that you can
craw under?So you have been rejected. Now what? How can you turn this into
something positive?I recently was courted to speak at an upcoming conference. I
jumped though all the proverbial hoops and was excited about the
opportunity. Then guess what happened? I was uninvited. Yes, my
ego was dented. After all, they wanted me. They courted me.
Something queered the deal. Was it that they didn't want to pay
my fee after they offered me an honorarium? I guess I won’t know. I spent about five minutes feeling sorry for myself and trying to determine the perfect plot to get "even." Then I felt better and was back You want to influence behaviours
• You need to act and initiate, rather than react
Assertiveness can have a lasting effect, especially on those who least expect it from you. Any resistance is met by your persistence.
Assertive influence carries little or no risk.
The Passive Approach
You win the day by being submissive, by not overtly influencing.
Remain passive when:
• You want to influence others through personal demonstration
• You want to avoid unhelpful confrontation
• You have tried all the other approaches
As you quietly demonstrate desired behaviours, others can see for themselves the value in following your lead. Many potential confrontations with power or authority demand submissive influence, which can pay positive dividends.
The downside is that your submissiveness may leave you with feelings of low-esteem. Can you live with this?
The Sales Approach
You use good old-fashioned salesmanship.
Use salesmanship when:
• You know that the other person expects to be sold to
• You need to show the benefits your suggestion will produce
• You enjoy selling ideas
Draw out their point of view, understand their needs, demonstrate that you empathise; minimise resistance by showing how their ideas dovetail with your own; show how they will benefit.
Do realise though that logical or submissive people often hate an overt sales approach and may work hard to wreck your plans.
The Bargaining Approach
You trade concessions in order to reach a mutually acceptable conclusion.
Bargain or negotiate when:
• You are both equally keen to go ahead with the idea
• You are happy and able to offer a few concessions
• You want to reach a win-win conclusion
Don’t just share the cake – make it a bigger one. Your success as a fair negotiator will help cement the relationship.
Aim too low and you’ll end up even lower. Over collaborate and you may regret giving too much away. Always trade concessions.
The Power Of Positive Behaviour
Who has been a big influence in your life? A parent, relative, employer, friend or neighbour? Chances are that they often did nothing specific to influence you – they just behaved in ways that you took note of and decided to copy.
The behaviour of others can be influenced greatly when they observe the ways in which you:
• Deal with aggression
• Handle awkward customers
• Control group behaviour
• Field tricky questions
• Overcome resistance
• Live by your values and beliefs
• Walk the talk
Behaviours that help the influencing process:
• Continuous maintenance of rapport
• Maintaining good eye contact
• Congruent body language which supports your messages
• Appropriate voice tone which underpins what you say
• Flexibility – being prepared to change your approach, when necessary
• Awareness and acceptance of the needs of others
• Lack of conditional words, which dilute your messages
In Summary: Modelling Behaviour
Ok, suppose you don’t have sufficient flexibility of style. With practice, it’s easy to observe, analyse and reproduce the effective behaviours of other people. If you’ve ever studied any skill under a master, you will already have done this.
Suppose you know a person who uses an influencing style in a particularly elegant or effective manner. You have identified this as something you would like to improve for yourself. By closely observing what works for that person and noticing the effect it has on others, you can begin to experiment by adopting these behaviours and strategies and making them work for you, too.
Behaviour is only behaviour – it can usually be replicated
Copyright © 2006 Jonathan Farrington. All rights reserved
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