Changing minds without twisting arms

Despite advances in robotics and artificial intelligence, business leaders still need human followers to bring their organizational visions to life. But those followers are not necessarily easy to come by.

According to an old business anecdote, when a new leader takes the reigns, only one third of people will automatically buy-in to their agenda. One third will be lost no matter what he/she does, and the final third will need to be won over. So how does one go about winning over that last one third?

Well, if you subscribe to the Steve Jobs school of influence, all you have to do is look your people dead in the eye without blinking and slowly say “Don’t be afraid. You can do this” (I heard that little gem recently at a talk given by Steve Jobs’ biographer Walter Isaacson). It’s a compelling approach, but not sure how well it works if you’re not actually Steve Jobs! So how do the rest of us mere mortals motivate our people and drive desired behaviors?

Different people are influenced by different things. There’s no one size fits all, so it’s important to have a multi-faceted approach. Here are my top 5 tips for winning over the last one third:

1.  Listen and learn –Do the legwork to understand where the greatest concerns lie and create opportunities to engage with people directly (think roadshows, town halls). You won’t win anyone over by making assumptions. So your best bet is to start by listening and learning.

2.  Let people see behind the curtain – Don’t just communicate what you plan to get done, share the reasons why. Talk about what drives you, your experiences, who you are, and what you stand for. In short, show your human-ness. If people can understand and relate to where you are coming from, they are more likely to be thoughtful about the decisions you make.

3.  Get emotional – Contrary to what some may think, emotions DO have a place in business. If you are genuinely passionate and invested in the ideas you present, people will feel that; and that feeling is contagious. So don’t hold back!

4.  Be consistent – Say what you mean and mean what you say – always. Your tone may change and the points you emphasize may differ depending on which third of your stakeholder base you are addressing, but your message should be the same. The idea is not to say what different audiences want to hear – that is showmanship, not leadership. Leaders win people over by saying what needs to be said but doing so in a way that people can hear.

5.  Keep your eye above the prize – Align all that you say and do with your organization’s purpose. Articulate clearly why your organization exists and help your people understand their role in the story. At Deloitte, our purpose is to make an impact that matters, for our people, clients, and society. It is a north star that guides all that we do; a driving force that transcends services and profits. As a leader, when you authentically focus on purpose, you create common ground that most, if not all, people can get behind.

The above tips should help many of that last third get on board with what you’re trying to achieve, but don’t let your efforts to win supporters deter you from the job you are there to do. Stay true to your values, focused on your purpose, and committed to deliver results, because nothing is going to speak louder to people (including the skeptics) than tangible progress.

Originally published July 23, 2018 on Forbes.com.