Got Influence?

Fundamentally, leadership is all about influence. In her book, “You Have More Influence than You Think,” Vanessa Bohns references multiple studies that indicate that we have more influence over others than we actually believe we do. Whether this influence is in the workplace or at home, it is a scientific fact that most people underestimate their level of influence.

In one study, participants were asked to estimate how many complete strangers they would need to ask to complete a survey before they could convince someone to comply. The participants estimated on average that they would need to ask 7.3 people to complete the survey before one of the strangers would agree. In reality, the participants in the study were able to influence compliance from about one out of every three people they approached.

In another study, participants were asked to walk up to complete strangers and ask them to physically walk them 3 city blocks to a specific place on a college campus. Again, the number of strangers who were willing to walk the participants to the hard-to-find spot was considerably higher than the study participants estimated it would be. The author continues throughout the book citing a dozen additional studies that demonstrate that we consistently underestimate our level of influence in every aspect of our lives.

What’s the point? Ask. Whether you need a favor or want to pitch an idea, don’t let your fear of rejection deter you from speaking up. We naturally underestimate both our ability to convince and other’s willingness to comply.

-Scot

Click here for a printable version.

Bohns, Vanessa. How We Underestimate Our Power of Persuasion, and Why It Matters. W. W. Norton & Company, 2021