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Influence & Impact: Getting Your Innovative Ideas Noticed

NorCal BMA February 25, 2015

Sue Bethanis, CEO, Mariposa Leadership, Inc. ©2015 Copyright Mariposa Leadership, Inc. All Rights Reserved.

Influencing… is the single most talked about topic

in our coaching conversations!

Mindset behind influencing: Leader as designer

1.  Design BIG experiences: Use a powerful design process to get your ideas green lit

2.  Design little experiences: Influencing skills you can use every day •  Networking •  Getting people’s attention •  Understanding other’s motivation/decision making

Two Topics on Influence for Today

If you are multitasking: @norcalbma #norcalbma

#influence&impact @suebethanis

•  Interview the person sitting next to you. Ask her/him: What do you do to influence others with impact?

•  To yourself: Brainstorm more ideas here

•  What is the best idea, one you want to share and put into action?

Baseline & Brainstorm

Create a BIG Picture/Experience: Get green lit using a solid Design Thinking approach

* Model inspired from the Stanford School of Design’s course “Design Thinking and the Art of Innovation”

Design Thinking Breakthrough! Model

Empathy Brainstorm Prototype Implement

•  Get those being affected by change involved up front

•  Cultivate relationships so to withstand resistance and adversity

•  Build biz case for your project/idea/service/experience. What is the NEED?

Influencing Throughout the Design Process

•  Openness to feedback

•  How open are you to being influenced about your ideas?

Set in ideas Open to feedback

Being Influence-able in the Prototype Phase

•  Who is the real decision maker?

•  What is your relationship with this person?

•  What is his/her motivation to greenlight?

•  How will he/she make the decision to greenlight?

•  Is it all about the business case or are there other reasons the person will give the greenlight?

Influencing/Pitching After Prototyping

Create a little picture/experience: Individual Influencing Skills

Networking/Relationship-Building

•  Getting your idea(s) greenlit is as much about relationships as your great idea

•  Build relationships when you don’t need something

•  Curiosity

•  Utility

•  Clarity

Getting People’s Attention

•  Confidence/Conviction

•  Authenticity/Credibility

•  Approachability

States of Executive Presence

•  Authority (boss wants this; research shows….) •  Social Proof (our competition is doing this! Our customers

have said….) •  Likability (your relationship) •  Reciprocity (I will do this, will you do that?) •  Scarcity (first in, let’s go quick) •  Consistency (get public commitment)

What Influences People? Cialdini’s Six

•  What is one idea you learned today that you will put into action?

•  Please a moment to draw a representation of this action; then discuss with a colleague

Take-Away

Learn more:

www.hbr.org: Robert Cialdini’s Harnessing the Science of Persuasion

www.danpink.com: To Sell is Human

www.mariposaleadership.com: Executive Guide to Design Thinking

Follow: @suebethanis @mariposaleader

Connect: sueb@mariposaleadership.com

Being Heard: How B2B Marketers Can Get Above the Noise in the Marketplace Join us to learn: •  Why it’s not enough to have a great product, creative service, or terrific technology. •  The 8 marketing factors that help organizations rise above •  The importance of building integrated marketing initiatives •  The 5 momentum factors

Linda Popky Founder & President, Leverage2Market Associates

March 25 – Monthly Meeting

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