Persuasion and Influence

1
Persuasion and Influence

• Trainer Betty Stallings
• www.bettystallings.com
• bettystall_at_aol.com

2
Influencing Key Stakeholders

• Executives
• Staff
• Current Volunteers
• Board
• Prospective Volunteers
• Funders
• ????

3
Cardinal rules of Influence.

• Key skills asking questions and listening NOT
  TELLING!!!!
• Strategy for getting to Yes by using marketing
  principles (2 page worksheet)
• Whats in it for them to be supportive of
  your ideas, your program, etc.?

4
Influence Strategy

• What am I attempting to accomplish? What is the
  preferred outcome?
• Who must I influence to support my plan?

5
Influence Worksheet 2

• What response do I anticipate hearing?
• What are potential sources or reasons for
  his/her/their resistance?
• What do I need to know about him/her/them that is
  (would be ) helpful in understanding their view,
  response?
• What potential exchange am I offering them for
  accommodating to my interests?

6
Influence Worksheet 3

• What are my sources of power in this situation?
• In what style or method of delivery should the
  request come?
• Who is the best person(s) to influence
  him/her/them and why?

7
Influence Worksheet 4

• What are possible strategies or approaches to
  counter their resistance?
• What can I reasonably expect to accomplish with
  them on the first (next) encounter?
• How do I keep them on board if they are
  persuaded?
• What is Plan B if I am unsuccessful?