Engage Six Sources
At the personal level, influencers work on connecting vital behaviors to intrinsic motives as well as building personal ability to actually do each behavior through deliberate practice. At the group level, savvy folks draw on the enormous power of social influence to both motivate and enable the new behaviors. At the structural level, they take advantage of methods that most people rarely use. They attach appropriate incentives or sanctions to motivate people to pick up the vital behaviors. And finally, they go to pains to ensure that things—systems, processes, reporting structures, visual cues, work layouts, tools, supplies, machinery, and so forth—support the vital behaviors.
The Three Keys to Influence
- Focus and measure. Influencers are crystal clear about the result they are trying to achieve and are zealous about measuring it.
2. Find vital behaviors. Influencers focus on high-leverage behaviors that drive results. More specifically, they focus on the two or three vital actions that produce the greatest amount of change.
3. Engage all six sources of influence. Finally, influencers break from the pack by over-determining change. Where most of us apply a favorite influence tool or two to our important challenges, influencers identify all of the varied forces that are shaping the behavior they want to change and then get them working for rather than against them. And now for the really good news…according to our research, by getting six different sources of influence to work in their favor, influencers increase their odds of success tenfold.
- Personal Motivation…help them do what they hate
- Personal Ability…help the do what they can’t
- Social Motivation…provide encouragement
- Social Ability…provide assistance
- Structural Motivation…change their economy
- Structural Ability…change their space