Book in Focus | The Influence Mindset
Right from our childhood, we have learnt that success depends on how well we perform. How do we stand out when everyone around us is a high performer? By developing an Influence Mindset.
How do you stand out when performance is table stakes?
Right from our childhood, we have been in environments where our success is dependent on how well we perform. If we did well on a test, we were promoted to a higher grade. When we started working, as trainees and junior managers, as long as we achieved or overachieved our KRAs, we climbed up the corporate ladder. Thus, we developed a strong achievement mindset, a mindset where we believe that our success is based on proving we are smart, capable, qualified and passionate.
But as we rise in our career, performance becomes table stakes. We are now in a place where everyone is a high performer and there aren’t many promotions to go around. Now our success is no longer depends on how well we perform.
So what do we do?
The answer is in developing an influence mindset – a mindset where we believe that success is based on influencing people to select us over others.
Christian Hansen, in his book “The Influence Mindset”, explains in practical ways what it means and how we can develop this skill. And by no means, is it reserved for a select few. Influence Mindset is yours to have, if you set your mind to it.
Achievement Mindset
Where we believe that our success is based on proving we are smart, capable, qualified and passionate.
Influence Mindset
Where we believe that our success is based on influencing people to select us over others
THE INFLUENCE MINDSET BY CHRISTIAN HANSEN
The book stresses that our message is the greatest tool to influence others to choose us. The problem is that most people don’t know how to position themselves and the message gets lost in the noise.
Here’s how you can counter it.
Any scenario where you need to influence i.e. bypass the noise and stand out, you will be required to answer three fundamental questions. These questions might be posed in different words and forms, but the crux remains the same.
What drives you?
What are your credentials?
Why this tribe (i.e. why this college, company or investor)?
Answering these questions with influence mindset instead of achievement mindset makes all the difference.
Here is how you can do it.
When answering “What drives you”, an achievement mindset would say something like, “I have passion for analytics”. The same answer reframed through an influence mindset would be “Entrepreneurs can’t see the hidden trends in their data, and so they miss opportunities. I am passionate about analytics as a way to help future small business increase their profitability and impact.”
Why is the influence mindset effective in making people select you over others?
Relevance – the influence mindset answer doesn’t just highlight what you are passionate about, but it tells the audience how your passion is relevant to them. In this case, your passion for analytics will increase their profitability and impact. Relevance is the sword that cuts through the clutter like how!
Novelty – When you frame your passion around solving a problem, it becomes a novelty. There are hundreds of people passionate about analytics but being passionate about analytics in a way that helps small business grow is a novelty. Our brains are wired to pay attention to novelty.
Signals Leadership – It also highlights your purpose. You want to use your passion to help future small businesses grow. When you show purpose, you signal leadership. Didn’t they mention leadership as a prerequisite for the C Level job?
So the underlying strategy to answer “what drives you” is to frame your motivation and purpose around a Problem Focused Passion instead of just Passion.
Achievement mindset: Passion. Influence Mindset: Problem focused passion
Here are some more examples.
Dive deeper in the book to unlock the underlying strategies on how to address “What are your credentials” and “Why this tribe?” It’s a quick read and your weekend will be well spent.
One of the concerns many community members have shared is tackling competition. Crafting your message in a way that it helps you stand out plays a critical role. Hope you give this book a read and enjoy building a robust Influence Mindset
Resources mentioned:
The Influence Mindset by Christian Hansen