The most powerful way to expand our influence

Posted: April 27, 2012 | Categories: Leadership

“History has repeatedly been changed by people who had the desire and the ability to transfer their convictions and emotions to their listeners.”

-Dale Carnegie

When I first read the above quote from Dale Carnegie, I began to reflect on numerous examples that validated this statement.  The Gettysburg Address, Dr. Martin Luther King’s “I have a dream” speech, and FDR’s “The only thing we have to fear is fear itself” radio address all took ahold of history and turned the page.

The good news is that the same fundamentals hold true for us.  When we can transfer our thoughts and convictions to a group (public speaking) we are in a position of potential big influence.

This morning I was coaching a client who manages a group of sales managers in the Midwest.  He works for a large company that has undergone major change in the past two years.  Their method of compensation and information management system have been totally changed.  This has caused stress and frustration in the team and Bill (not his real name) was determined to change history and lead his team positively forward toward the numerous opportunities before them.  He was given an opportunity to present to the whole team, and here is how he did it:

Humor:  He used good, healthy, laugh-at-life humor wherever he could and this made his team more relaxed.

Personal example:  He shared his own frustrations he had endured going through all the change, and others were able to relate.

Example to illustrate:  He told a powerful story about someone who had benefited from their product.  This re-ignited the enthusiasm of the team.

Vision:  With enthusiasm and passion, he articulated the vision that lay ahead.  The group liked it.  They were ready to engage.

As a result of his presentation, attitudes changed from skeptical and frustrated to excited and triumphant.  Here is what we can do to generate similar results:

1. Remind ourselves of why we are so excited about our work.
2. Think of examples of stories we can have fun with that will illustrate this excitement.
3. Construct the clear action or thinking we want to leave with the group.
4. Get in front of a group
5. Expect progress

And remember the words of Goethe:  “Be bold…and might forces will come to your aid!”