Influence

Acknowledgements xiii Introduction xv 1. What Is Influence? 1 Influence in a Changing World 8 Setting Objectives for Influence 14 The Principles of Influence 17 2. P Is for People - Who do you know and, more importantly, who knows you? 19 Your Network 20 The Law of Reciprocity 24 Becoming a Connector 26 Credibility by Association 31 Identifying and Approaching Influencers 38 The Power of Partnerships 43 Creating Advocacy 47 Become a Student of People - Start with You 52 3. I Is for Image 57 Dress to Impress 59 Colours That Influence 65 Reputation Matters 70 Your Image Online 75 The Importance of Social Proof 83 4. C Is for Communication 91 Effective Communication Starts with Good Intuition 95 It's Not What You Say It's How You Say It 96 Actually, it's Also What You Say . . . And What You Do! 110 Words That Influence 143 5. K Is for Knowledge 161 Demonstrating Expertise 162 Let's Start with Publishing 165 Influence by Public Speaking 202 Using PR to Grow Your Influence 213 6. Y Is for You - The Qualities of Influencers 217 Effective Influencers Are Authentic 219 Effective Influencers Think About the Future 220 Effective Influencers Leverage Technology 221 Effective Influencers Are Courageous 221 Effective Influencers Are Great Communicators 222 Effective Influencers Have Integrity 223 Effective Influencers Show Humility 224 Effective Influencers Are Focused 224 Effective Influencers Are Prepared 225 Effective Influencers Are Confident 226 Effective Influencers Are Inspirational 227 Effective Influencers Are Passionate 227 Effective Influencers Are Resilient 228 Effective Influencers Are Connected 229 Effective Influencers Are Decisive 230 Effective Influencers Adapt 231 Effective Influencers Are Charismatic 231 Effective Influencers Are Generous 232 Effective Influencers Have Good Intuition 233 Effective Influencers Are Persistent 234 Effective Influencers Are Disciplined 235 Effective Influencers Are Accountable 235 Effective Influencers Are Visionaries 236 Effective Influencers Are Positive 237 Effective Influencers Are Great with Other People 238 Effective Influencers Are Open Minded 238 Effective Influencers Reciprocate 239 Effective Influencers Understand Everything in This Book 240 Index 241