Using Robert Cialdinis 6 principles of Persuasion as an L&D professional

I often speak about L&D professionals becoming part of the business, getting nosey and aligning ourselves with the goals of the organisation. Sometimes though, it’s hard to do. There are barriers, sometimes from the very stakeholders you need to get on board. If only they would! Life would be easier. You would get the support, encouragement and resources you need, when you need them.

So practically, how do you get them on board? A while back, I looked at Robert Cialdini’s 6 Principles of persuasion and thought it might be useful to apply them specifically to our profession and getting stakeholders on board:

  1. Reciprocity–“I do something for you, you do something for me”

So, a stakeholder approaches you to deliver something for their team and being a ‘people’ person, you agree, after making sure that they are clear on performance outcomes of course! Consider this, before you agree, tell them about that other stakeholder you struggle with, the one who is always putting your team down. Ask if they could put in a good word for you, if you deliver on what they want (they can use principle number 6 to influence that stakeholder).

  1. Scarcity– “Not much of this” or a limited time offer

Agree to deliver something, but within a specific timescale to fit in with other commitments. Ask them to get back to you by a certain date otherwise you will be busy ……do not make it up but share what your busy schedule looks like and that you have to prioritise.

  1. Authority– “We are qualified to do this”

In a social space for your organisation, do a “Spotlight on Katie” (other names can of course be used), where you describe the achievements and qualifications of your individual L&D team members. Change this once per week/month. Have posters with their qualifications and achievements in the training rooms

  1. Commitment Having agreed to this, can you agree to that?”

If there is something you would like a stakeholder to agree to, then first of all get them to agree to something small before you go for the big ask.

  1. Liking –“I will do it just for you”

Build relationships and rapport with your stakeholders and do it in a genuine way. Be interested, curious and approachable. People will help people they like!

  1. Social proof –“Others have done this”

Maybe you are trying to get your stakeholders to try new things and new ways of working but are meeting with some resistance. Find a stakeholder who is a willing guinea-pig and then use the story of how you helped them to adopt those new ways and how it benefitted them to win over others.

If you would like know more about getting closer to your stakeholders and being able to deliver learning with demonstrable value then you can order Krys’s book: “How Not To Waste our Money On Training”

 

How not to waste your Money on Training

Do you suspect your budget is going to be wasted on training that isn’t really needed? Have you ever wanted to make the process more effective, but been so busy that you never get the chance to unpack what’s working and what’s not? Do you want to be able to demonstrate value to your stakeholders?

If you answered yes to any of these questions, then that is exactly why I’ve written How to Not Waste Your Money on Training. This book is a practical look at how you can avoid wasting money on training that may not be needed. It is also a valuable insight into how to find out hat the organisation really needs, and that might NOT be training!!

Before you buy this book, I would love to give you an idea of what you’ll get out of it, because your time is important to me. It is about how you can help your colleagues perform better, as well as measuring that improvement.

The book is for you, as an L&D professional, manager or stakeholder in any industry, if you are interested in aligning learning to what your organisation is trying to achieve. It will help you collect the right information to inform your decisions on what sort of learning is most appropriate (if indeed, it is even necessary). It is for you if you’d like to uncover and fulfil your organisation’s needs. It is for you also if you have some great ideas on how to do this, but need a little more clarity on how to piece it together. It is for you if you want to demonstrate the value of learning, but need to know how to embark on this journey or continue if you have already begun.

What you’ll get from this book:

  • A simplified approach to uncovering what an organisation needs
  • More clarity on how L&D can perform better by working with the organisation
  • An approach to ensure tangible outcomes from learning
  • Practical tools to help you and the organisation become more agile so that you can achieve your goals

What you’ll be able to do:

  • Create a plan to successfully understand the organisation and get closer to what it really needs
  • Create a plan for managing your stakeholders (and identifying them if you haven’t done so yet)
  • Analyse the information you collect in a number of different ways
  • Present your findings in a number of different ways
  • Find the ‘story’ in your information to inform any decisions
  • Make the link between the information you collect and analyse, and the evaluation process

If you would like to order a copy of the book, then you can do that here!

 

 

The New Learning Leader

With 6 weeks to go until my book “How not to Waste Your Money on Training” is published, I will be sharing excerpts each week  to give you a flavour of what to expect.

In a nutshell this is a “How-to” guide packed with practical activities and insights to help you avoid wasting money on training. Each week we will focus on a different aspect of what the book covers. I will also be sharing testimonials from some very eminent individuals who are happy to promote this book.

This week we have a testimonial from Don Taylor, Chair of the Learning & Performance Institute 

“This book is packed with useful advice and insight into when formal learning is the right solution. Drawing on decades of practical experience, it explains clearly, and with practical examples, how to ensure training is deployed only when necessary, and to the greatest effect. Recommended reading for anyone in an L&D function, whether inside an organisation, or supplying services from the outside.”

Do you suspect your budget is going to be wasted on training that isn’t really needed? Have you ever wanted to make the process more effective, but been so busy delivering training or managing that you never get the chance to unpack what’s working and what’s not? Then this book will be for you.  Part of the problem is that L&D is changing and has been doing for a number of years. Towards Maturity have spoken about the ‘New learning organisation’ but what does that mean? Does everyone know how to fit in and the part L&D plays?

In this month’s Trainer Tools podcast Kevin M.Yates and I speak about “L&D’s Identity Crisis” where we discuss how it has arisen and what we might do to counteract it. In my book, I have proposed that we need a new identity of the ‘new learning leader’ which fits in with what the ‘new learning organisation’ will need. Not only do I discuss how the new learning leader will need to be, but suggest some tools and activities that will help shape them and their practice

If any of this has resonated with you then this book is for you and please email to reserve your copy. We are in the middle of creating a webpage so please be patient with us while we get geared up!

 

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