The Law of Influence and Business Networking

The Law of Influence

Written by Beth Davis, adapted from The Go-Giver, co-authored by Bob Burg and John David Mann.

In the book, The Go-Giver, we’re introduced to the 5 Laws of Stratospheric Success. These laws are part of the culture of Gold Star Referral Clubs and many other business networking groups. 

Todd & Beth Davis with Bob Burg

Today, let’s look at: “The Law of Influence.” 

Your influence is determined by how abundantly you place other people’s interests first. Influence is what you use daily to move a person to a desired action. It could be as simple as getting your kids to eat breakfast or as complicated as moving a corporate executive to sign an agreement.

Mastering the skill of influencing others is how great leaders and highly profitable salespeople conduct their business. It is how a husband gets a wife, a restaurant gets fans and how politicians get elected.

Please don’t miss understand, when we say, “place other people’s interests first,” we’re not suggesting that you should be a martyr or in any way self-sacrificial. Not at all. We’re suggesting that the fastest way to engender the “know, like and trust” factors in any relationship is to shift your focus from an “I” focus to an “other” focus. 

Bob Burg, in his book Adversaries into Allies, says:

Most people don’t commit to things; they commit to people. And they typically commit to people who they believe care about them.

How can we apply this within your business networking group?

We shift our “I” focus to an “other” focus. A business networker with an “other” focus may be seen:

• Volunteering for leadership positions to help your group, even when it is not your top desire.
• Arriving early to help with the set-up and greeting, even when it means you have to get up earlier.
• Listening carefully while others speak, even when you’d rather be eating.
• Inviting guests and clients to attend the meeting, even when you don’t think you have the time.
• Being loyal to use a referral partner or group member, even when you know someone else who could do it.
• Communicating with tact and empathy, even when you don’t agree with someone.
• Going out of your way to give referrals, even though you haven’t gotten any recently.

Influence is not about manipulating people. It’s about caring. Whether it’s a co-worker, a client or a referral partner, they need to know you care.

BE A GO-GIVER!