Influencer summary

If you want to influence people’s behavior, you need to convince them of your way of thinking. So what’s the most effective way of doing this?

When we feel we’re being forced to change, we feel as if we’re surrendering our free will. Being able to persuade others is therefore a far better approach. One technique you can use to do this is motivational interviewing, developed by Dr. William Miller. Here, you can use open questions to guide the interviewee to think about their behavior.

Many stories tell of a solitary, brave hero who solves all humanity’s problems. But, in reality, this rarely ever happens. Being a true influencer means working with and inspiring others so that you can realize your goals collectively, not saving the day singlehandedly.A great way to influence people is to help them reach a goal that they already share with others. There is a natural drive in people with a mutual goal, and often an influencer’s job is simply to identify these group members and give them the best opportunity to reach that goal together.

This is what Dr. Muhammad Yunus did after witnessing poverty in Bangladesh. The people there were trapped in destitution because they couldn’t receive even modest credit from local banks, which barred them from establishing small businesses that might bring a profit. So, Dr. Yunus created the Grameen Bank and gave credit to groups of five people. He knew that getting five people to work together to pull themselves out of poverty would instigate a shared ambition and generate the best ideas. Dr. Yunus’s initiative worked, and poverty in Bangladesh dropped dramatically. Grameen Bank is now worth millions of dollars.

Doing the right thing often isn’t the same as doing the easiest thing. And, when we try to influence others to change their ways for the better, we often end up making them do things they don’t want to do. This is where rewards – when given wisely – can help.

If somebody is intrinsically highly motivated to do something, a reward will energize and strengthen that commitment. Even minor rewards can influence people to produce unexpectedly positive results.

In daily life, we take our surroundings for granted. But changing them can have a dramatic effect on our behavior. And, of course, the same goes for others and the influence we have on them.Let’s start with space. Space is an influencing tool that functions subtly and without pressure. If we want to influence people without directly catching their attention, one of the best ways is to alter their space. But how? 

Distance has a tremendous effect on our psyche, yet it’s easy to overlook once we’ve become accustomed to the structure of our environment. Simple yet powerful characteristics of a room such as its dimensions or the size of the windows exert great influence over us. For example, long distances and large rooms create an atmosphere of power, particularly in places of business. So, if you want to develop a rapport with others, you should opt for smaller spaces. One CEO who wanted to create a closer relationship with his employees failed to realize this. When the authors visited him, they needed to pass through six long hallways and four secretary stations. Not a great way to bond with your employees!

From the moment we wake up to the moment we settle back in for sleep, objects play a central role in our lives. The best influencers know how to harness and shift behavior by using these objects.

Much like space, objects are silent influencers that trigger zero resistance. Take the following two examples: