This book is well written in a clear and understandable light
and easy style. Of course, that's the way it should be considering that the foundation
of influence is communication. Indeed, the author observes that: "To enhance your
influence, you need to evaluate your communication based on facts, not feelings."
The key to the book is the following Influence Model diagram, Figure 1.
Figure 1: The Influence Model
Author Stacey Hanke first sets
out to demolish three myths of Influence:
- Myth #1: I feel
influential, therefore I am. Reality: Influence
is evidenced by results.
- Myth #2: Influence is
situational. Reality: Influence is all the time,
in every situation.
- Myth #3: Title = Influence.
Reality: Anyone has the capacity to be influential
if they are willing to do the work.
Each of these is described in
some detail and then she goes on to focus specifically on Technology. As she says:
"Technology has made it easier for us to communicate, yet much more difficult
for us to influence others." In short:
"Business has stopped talking and started texting."
But do you have people's attention, because if you don't have people's attention,
you cannot influence them.
this point we cannot help ourselves but to comment on the use of texting by the
current President of the USA. The President early discovered that for getting
his message out the use of texting is ideal for circumvent the otherwise need
to rely on an antagonistic public media. Of course, the media is outraged by being
bypassed and so the more he tweets the madder the media gets and responds in further
outrage. This way he garners even more public attention. That is easy, cheap and
effective for reaching large numbers of people. The only constraint is that with
a limit of 140 characters, you must choose your words very carefully.
our author Stacey goes on to provide her advice on reaching a state of Influence
by working her way up the ladder of her Influence Model. To this end, she provides
a brief explanation of each lower level as follows.
" Self-awareness. How we perceive ourselves
is usually quite different from how others perceive us. When it comes to our communication,
we don't know what we don't know. We are often unaware of what our listeners and
readers actually hear, see and interpret. Self-awareness is the first step to
influence because without it, we can't make improvements.
To be influential at the highest level, we must be consistent in two key areas.
First, our message and our delivery must be in sync. Second, our communication
must be consistent Monday to Monday®, meaning that we communicate with influence
every day, in every interactions.
Reputation. We can't
have influence without a consistently honorable reputation. Reputation represents
not only how we define ourselves, but also what others can expect from us. Our
reputation precedes us, affecting our influence (either positively or negatively)
before we utter or write a single word.
A key element of influence is being able to adapt our message and communication
style on the fly not meet our listeners' and readers' expectations, needs and
Impact. When we connect with our listeners
and readers on an emotional level, we give our message momentum. Momentum allows
us to make an impact even when we are not physically present.
starting with self-awareness, builds on the ones before it. Leave one out, and
it will be difficult to develop influence. When we embrace all elements of influence,
we are no longer merely good communicators, we become influential leaders, able
to inspire people to action long after the interaction is over."
the way, Stacey offers some useful complimentary "Feedback" download material
and check lists on her web site staceyhankeinc.com/book/.
8. Ibid, p16
9. Ibid, p17
10. Ibid, p20
11. Ibid, pp55-56
12. Ibid, p120