Page 268 - The Power to Change Anything

Become an Influencer 257

FIND VITAL BEHAVIORS

Start with vital behaviors. There’s no use putting together sev-
eral complex techniques all aimed at the wrong actions. That’s
where Dr. Ethna Reid’s work comes into play. Dr. Reid taught
us to look for best practice research that compares top perform-
ers to others, teases out the unique behaviors that separate the
best from the rest, and then teaches these vital behaviors to
lower-performing individuals. If they then make significant
improvements, you have something worth trying.
When you find yourself sorting through a list of possible
influence strategies, demand this same level of scientific rigor.
Accept only those recommendations that have been proven
through similar comparative analyses. Start your search by look-
ing for scholastic work. Search for university publications, fre-
quently cited research, and renowned practitioners who publish
their results. Such scientific work can be found in respected
journals and not necessarily in advertising brochures. In any
case, take the time to explore the known universe, and don’t
merely accept the first plan that comes across your desk.
After identifying the vital behaviors that have worked for
others, learn what works best for you by applying the principles
of positive deviance. Examine the times when you have suc-
ceeded, and try to identify the force or strategy that led to your
success. Once you’ve discovered the actions that have worked
for you in the past, conduct short-cycle-time mini experiments
to confirm your analysis. Don’t head off on a lifelong trek.
Instead, set short-term goals, try the behaviors within a low-risk
environment, and then see what works for you.

ADD A SOURCE

Behind each vital behavior you’ll find six distinct sources of
influence. If you’re lucky, any one of these sources might be
enough to put your change strategy over the top. For example,