How do we persuade people to adopt our ideas, listen to what we have to say and even be inspired to act?
If you lived in 16th century Venice, the answer would be easy. You would do it through fear, as suggested by diplomat and political theorist, Niccolờ Machiavelli.
Successful, smart leaders in the 21st century know that hard power (fear, command and control, yell and tell) is not the way to create long-lasting, sustainable influence or change.
In the 1990s, Professor Joseph Nye introduced us to the idea of soft power–creating change through connecting, consulting and collaborating.
Most leaders know that soft power is how we get people on board. Think of soft power as sowing seeds and planting a garden—worth the long-term results but difficult for the impatient.
However, research informs us that over 70% of change efforts in organisations simply fail. So, using just these two tools (hard power and soft power) will make many of our change efforts unsuccessful.
The new currency of change is as old as time yet is the contemporary tool of our time. It is business storytelling. A purposeful, authentic story in business can influence, persuade and motivate people. Here’s an example from a client on what this looks like.
John Kotter, the leading authority on change, declared, ‘Change leaders make their points in ways that are as emotionally engaging and compelling as possible. They rely on vivid stories that are told and retold. You don’t have to spend a million dollars and six months to prepare for a change effort. You do have to make sure that you touch people emotionally…’
Simply stated, hard power informs, soft power invites and story power inspires.
Not for a moment am I suggesting to share one story, and you will instantly influence 100% of the people. No one story can do that, and no one deserves that level of influence; you would never want to have a bad idea in that case. But, over and over again with clients, I have seen that purposeful stories, crafted and shared with authenticity, inspire and create and power and mandate for change.
The currency of change has changed. Are you trading in this new currency?
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