Influence: Science and Practice - Influencing As A Process

Influencing As A Process

The concepts presented above may be incorporated into a process to be followed by prospective influencers. The required preliminary activity is to make sure that the contemplated situation should indeed follow the influencing process as compared to some other similar process. This diagram helps in evaluating this decision. Next, if influencing is appropriate for the contemplated situation, the following steps may be performed.

• Phase 1: Before the influencing session
  • Step 1: Prepare and plan: The first step is to determine exactly what the influencer needs from the people to be influenced, or client(s). Next, the needs and wants of the client are determined and the opening statement is prepared. The opening statement should present an offer that, if accepted, will also help to satisfy the influencer's needs. Possible negative reactions are anticipated and useful responses are planned. Role-play is a good way of maximizing the effectiveness of the preparation. Consult Influencing for details and examples.

• Phase 2: At the influencing meeting
  • Step 2: The opening statement is presented.
  • Step 3: The client's needs are confirmed.
  • Step 4: Listen to the client's response and respond appropriately.
  • Step 5: Ask the client to accept the prepared offer.
  • Step 6: If the client accepts, thanks are expressed and any required formalities are completed. If the client refuses, another attempt may be made at another time or another potential client may be visited.

• Phase 3: Analysis after the meeting.
  • Step 7: Reviewing the influencing experience helps one learn the lessons on how to achieve a better outcome. Therefore, one should take the time to review each element and ask oneself, "what went well?" and "what could be improved next time?"