How do you connect with your audience before and during influence attempts?

1 Know your audience

Before you try to influence anyone, you need to understand who they are, what they care about, and what motivates them. Research their background, interests, goals, and challenges. Use tools like LinkedIn, social media, or company websites to find out more about them. Then, tailor your message to their needs, values, and preferences. Show them how your proposal or idea benefits them personally or professionally.

2 Establish common ground

Another way to connect with your audience is to find and highlight areas of agreement, similarity, or shared experience. This can help you reduce resistance, build rapport, and show empathy. For example, you can start your conversation with a compliment, a question, or a story that relates to their situation. You can also use inclusive language, such as "we", "us", or "our", to create a sense of collaboration and partnership.

3 Use effective communication skills

During your influence attempt, you need to use effective communication skills to deliver your message clearly, confidently, and persuasively. This includes using verbal and non-verbal cues, such as tone, volume, eye contact, gestures, and facial expressions, to convey enthusiasm, sincerity, and respect. It also includes listening actively, asking open-ended questions, and addressing objections or concerns. Finally, it includes using evidence, examples, and stories to support your points and appeal to logic and emotion.

4 Adapt to feedback

Connecting with your audience is not a one-way process. You need to pay attention to the feedback they give you, both verbally and non-verbally, and adjust your approach accordingly. For example, if you notice that they are bored, confused, or skeptical, you may need to change your pace, simplify your language, or provide more proof. If you notice that they are interested, curious, or supportive, you may need to reinforce your message, invite them to participate, or ask for a commitment.

5 Follow up

After your influence attempt, you need to follow up with your audience to maintain the connection and increase the chances of success. You can do this by sending a thank-you note, a summary of your main points, a reminder of the benefits or actions, or a request for feedback. You can also use this opportunity to address any questions or concerns that may have arisen, or to offer additional information or assistance.

6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?