How to be Influential
Effective presentation skills
Got engaging content, but not sure how to make people listen? It’s time to make your message add up! We all need to know how to be effective influencers if we want to inspire people to take action, buy something, or get on board with a new concept. How powerful you are in influencing customers and clients will depend on 5 key components, which I’ve illustrated below. These components make up what I call The Influence Equation. The more of these you can master at once, the closer you are to being a riveting influencer, and therefore a leader in your field.
Unsure how to realistically apply The Influence Equation? Here are some examples that will help you understand how these components can work to your advantage in the business world.
Deep Message: I once worked with a coach who would tell people she helped to de-clutter. Very little people stayed engaged with her, which directly impacted her sales. I helped he re-shape her message so that she spoke to a specific problem. She changed her message to, “I help entrepreneurs with messy desks to organize their leads so they can follow up and make more money.” Suddenly, people got curious and started asking questions. Now, her clientele has increased substantially.
Consumer Knowledge: It’s important to think about how you can inspire people to believe in your message. For example, when you buy Nike shoes, you’re not buying them for their strong soles—you’re invested in their marketing message, which promises you athletic success. It is about feeling victorious. When you fly with Virgin America, you’re buying into their promise of youth and adventure. Personally, I sell courage. People who are afraid of public speaking or business failure are invested in my message and want to push boundaries to be an influential leader. To be successful, consider your audience’s deepest interests.
Magnetic Body Language: How you stand makes all the difference in how you come across. For example, if you are trying to stand too tall, you’ll take in too much chest tension and your voice will be abnormally loud which repels the listener from you. One of my clients, the CFO of his company, found that his team wasn’t following his direction. However, once he changed his aggressive posture, his team began responding to him. Make sure the way you carry yourself comforts and engages your coworkers and clientele.
Dynamic Speaking Voice: Your voice can make or break an interpersonal interaction and determine whether you come off as insecure or confident. For example, I had a client in Vancouver who couldn’t convert more than 4% on the phone. All she had to do was open up the back of her throat and shift her sound to be more dynamic, engaging and vibrant, and her turnaround increased to 40%.
Radical Insight: Having a radical insight is similar to employing a deep message, with a focus on revolutionizing your perspective. To provide those you want to influence with radical insight, you need to be willing to foresee trends, go against the norm, and offer people new ways to think about what they’re buying. I incorporate radical insight into my own business model by using my performance background and asking people to incorporate their quirks and personality into their speaking styles. Although many people feel like they need to adopt a robotic, polished persona to improve their speaking, I’ve found that incorporating personality into your style influences others far more effectively.
If you work hard on incorporating these elements into your interpersonal interactions, you are bound to become a top performer in your field. Go forward and master these, so that you can truly become an expert!