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Hub You - The Role of Authority In Power Part Two of Two
Virtually every advisor has been taught that generating referrals from clients and prospects are the way to success, but less than 15% of all advisors generate enough referrals to significantly impact their business. Most of the time, the problems advisors have generating referrals is due to the training—or lack thereof--they have received, rather than with the their performance. The traditional referral selling training has been to “do a good job and ask for referrals.” Yet, it has been obvious for decades that it really does not work very well. Using the traditional approach, the typical advisor will get an occasional name and phone number or two from their clients, but seldom do these names and phone numbers result in a sale. Certainly, on occasion, these referrals become clients, but the close ratio tends to be quite poor.The failure to generate a large number of high quality referrals actually lies in the traditional method’s approach to the client. The traditional “do a good job and ask for referrals” approach creates several
Coercive Power – Weapons of Force
Coercive Power is the ability an individual has to control or force someone to comply. Such power includes intimidation, manipulation, scare tactics, threats, deceitfulness, and lies. This could be in the form of mafia protection fees, constant threat of being fired, blackmail, physical force, economic dependence, or emotional control. Why do people use coercive power? Why is coerciveness the power we see the most? Coercive power is the easiest power to learn and use. Many people have seen great examples of coercive power in their lives. For some, it may be the only type of power they know. It doesn’t take much talent or skill to threaten, pressure, or scare someone into submission. When people can’t get compliance with their skills, most will resort to coercion. They hit desperation and frustration with either the inability to use the higher forms of persuasion or because of a lack of knowledge of a better way.
Coercive Power is seductive and you usually get instant results by employing it. Coercive Power is based on bringing others down instead of lifting
More and more companies are revitalizing their brand with a new logo, building remodels, new uniforms, advertising campaigns, and the like. Typically everyone, both within and outside the company, gets excited about the new look and message. After all, it’s cool to have the latest and greatest of anything.However, many of these companies fail to recognize the intangible assets. Yes, the tangible assets have been updated, but what about the employees? Has any thought or investment been put towards them? If you remodel a restaurant but provide the same average service and food quality, the customers who already gave you a second chance still won’t come back.Investing in the internal brand leverages your investment and can help ramp it up to even greater heights. The new revitalization will undoubtedly bring more customers in, so expose those customers to a new high level of outstanding service. They’ll immediately realize the new look and feel and be back more often.Marketing should be the final step in your game pla
Authority by Public Opinion
Authority by public opinion is when a person has power or authority not directly because of their experience or expertise, but simply because they are held in high esteem by the public or by public outcry. An example of this is how scholarly or academic journals are more likely to publish articles of people who are fairly established and somewhat renowned within their respective field as compared to one who is virtually unknown. A really interesting study involved taking previously published articles written by prestigious and reputable authors and resubmitting them to those same journals without any alterations except replacing the authors with “unknown names.” Out of twelve resubmitted articles, nine of them went through the review process undetected, and eight of those were rejected! This was in spite of the fact that each had been published previously when all that was different were the names.
Another similar experiment was conducted when a writer typed out Jerzy Kosinski’s novel, Steps, word-for-word and sent the manuscript to twenty-eight literary agencies and publishing houses. Ten years earlier, the book had sold a half million copies and had won the National Book Award. Now, appearing to have been authored by a lesser-known writer, the manuscript was deemed “inadequate” by all twenty-eight organizations – including Random House, the novel’s original publisher!
Here is another great example of Authority by Public Opinion. An error in Intel’s Pentium chip was detected in 1994. News spread quickly about the flaw, and public outcry burgeoned even more when Intel tried to downplay the issue. It wasn’t long before Intel was flooded with e-mails and phone calls requesting a no-questions-asked return policy on the microprocessor. In the heat of the whole mess, complaints peaked at 25,000 in one single day! In spite of the huge public response, Intel refused to offer the requested return policy. Not surprisingly, the press got ahold of the story, and Intel’s stock dropped dramatically. Finally, Intel was forced to adopt a new return policy. What was the result of putting off public opinion for as long as they had? A mere $475 million write-off. In just a matter of weeks, public opinion had influenced the value of the entire company. Ignoring public opinion proved a very costly mistake.
Authority by External Characteristics
Some people perceive someone to be powerful because of his/her physical characteristics. For example, being tall can emit authority to another, even before you’ve spoken to that person. If you look back through history, presidential elections in the United States have been won by the taller candidate twenty out of twenty-three elections since 1900. Another example of how height scores points is in the battle for affection. Research suggests that women are significantly more responsive to a man’s published personal ad when he describes himself as tall. A final example of how physical characteristics portray authority is exhibited in our response to someone who has a deeper speaking voice. We subconsciously respond to deeper voices as more commanding and authoritative.
Recognize that many of the things we possess serve as status symbols. Not only this, but the more we have, the more “rich and powerful” we may be perceived. One study conducted in the San Francisco Bay area showed that people driving expensive cars received better treatment from other drivers than those driving more modestly priced cars. For example, researchers found that motorists waited significantly longer before honking at a new, luxury car lingering at a green traffic light than at an older, economy model doing the same thing. What’s more, nearly all the motorists honked their horns impatiently more than one time at the cheaper car. In the case of the luxury car, fifty percent waited respectfully, never honking at all.
Another external item of authority is exuded by our surroundings. In one study, the appearance of a professor’s office changed the way a student perceived the professor. The students were told to meet a professor in his office. When they arrived, they found the professor was not yet there. They were asked to wait for five minutes in his office. Some students waited in a clean and organized office, while the other students waited in a dirty and disorganized office. After the five minutes had passed, they were told the professor could not make the appointment. Later in the study, the students were asked to rate the professor based on his lecture. Researchers found the visit to the office had dramatic influence on the students’ overall perception of the professor. The students who visited the disorganized office rated the professor as less authoritative, less open, less trustworthy, and less friendly. Bottom line: Appearance affects your authority.
Coercive Power – Weapons of Force
Coercive Power is the ability an individual has to control or force someone to comply. Such power includes intimidation, manipulation, scare tactics, threats, deceitfulness, and lies. This could be in the form of mafia protection fees, constant threat of being fired, blackmail, physical force, economic dependence, or emotional control. Why do people use coercive power? Why is coerciveness the power we see the most? Coercive power is the easiest power to learn and use. Many people have seen great examples of coercive power in their lives. For some, it may be the only type of power they know. It doesn’t take much talent or skill to threaten, pressure, or scare someone into submission. When people can’t get compliance with their skills, most will resort to coercion. They hit desperation and frustration with either the inability to use the higher forms of persuasion or because of a lack of knowledge of a better way.
Coercive Power is seductive and you usually get instant results by employing it. Coercive Power is based on bringing others down instead of lifting
Having a sustainable IT consulting business is intricately linked to the sweet spot of small businesses. But where do you look for these small business clients, and how do you know they will actually be a source of lucrative recurring revenue?Identifying A Sweet Spot ClientA sweet spot IT consulting client should not be located more than 30-50 minutes driving distance from your firm's main office. This distance makes it possible for you to see them face-to-face regularly and to get there quickly in the case of an emergency. Even if travel time or related transportation expenses are additional billing items, your best and most profitable IT consulting time will be spent with your clients.Finding Local Sweet Spot ClientsThere are two major ways to find your local IT consulting sweet spot prospects, identified as those within 0-50 miles or 0-80 kilometers: rent direct mail lists; join local organizations within half an hour to an hour of your IT consulting location.How Large Are Sweet Spot Consulting Businesses?f the fact that each had been published previously when all that was different were the names.
Another similar experiment was conducted when a writer typed out Jerzy Kosinski’s novel, Steps, word-for-word and sent the manuscript to twenty-eight literary agencies and publishing houses. Ten years earlier, the book had sold a half million copies and had won the National Book Award. Now, appearing to have been authored by a lesser-known writer, the manuscript was deemed “inadequate” by all twenty-eight organizations – including Random House, the novel’s original publisher!
Here is another great example of Authority by Public Opinion. An error in Intel’s Pentium chip was detected in 1994. News spread quickly about the flaw, and public outcry burgeoned even more when Intel tried to downplay the issue. It wasn’t long before Intel was flooded with e-mails and phone calls requesting a no-questions-asked return policy on the microprocessor. In the heat of the whole mess, complaints peaked at 25,000 in one single day! In spite of the huge public response, Intel refused to offer the requested return policy. Not surprisingly, the press got ahold of the story, and Intel’s stock dropped dramatically. Finally, Intel was forced to adopt a new return policy. What was the result of putting off public opinion for as long as they had? A mere $475 million write-off. In just a matter of weeks, public opinion had influenced the value of the entire company. Ignoring public opinion proved a very costly mistake.
Authority by External Characteristics
Some people perceive someone to be powerful because of his/her physical characteristics. For example, being tall can emit authority to another, even before you’ve spoken to that person. If you look back through history, presidential elections in the United States have been won by the taller candidate twenty out of twenty-three elections since 1900. Another example of how height scores points is in the battle for affection. Research suggests that women are significantly more responsive to a man’s published personal ad when he describes himself as tall. A final example of how physical characteristics portray authority is exhibited in our response to someone who has a deeper speaking voice. We subconsciously respond to deeper voices as more commanding and authoritative.
Recognize that many of the things we possess serve as status symbols. Not only this, but the more we have, the more “rich and powerful” we may be perceived. One study conducted in the San Francisco Bay area showed that people driving expensive cars received better treatment from other drivers than those driving more modestly priced cars. For example, researchers found that motorists waited significantly longer before honking at a new, luxury car lingering at a green traffic light than at an older, economy model doing the same thing. What’s more, nearly all the motorists honked their horns impatiently more than one time at the cheaper car. In the case of the luxury car, fifty percent waited respectfully, never honking at all.
Another external item of authority is exuded by our surroundings. In one study, the appearance of a professor’s office changed the way a student perceived the professor. The students were told to meet a professor in his office. When they arrived, they found the professor was not yet there. They were asked to wait for five minutes in his office. Some students waited in a clean and organized office, while the other students waited in a dirty and disorganized office. After the five minutes had passed, they were told the professor could not make the appointment. Later in the study, the students were asked to rate the professor based on his lecture. Researchers found the visit to the office had dramatic influence on the students’ overall perception of the professor. The students who visited the disorganized office rated the professor as less authoritative, less open, less trustworthy, and less friendly. Bottom line: Appearance affects your authority.
Coercive Power – Weapons of Force
Coercive Power is the ability an individual has to control or force someone to comply. Such power includes intimidation, manipulation, scare tactics, threats, deceitfulness, and lies. This could be in the form of mafia protection fees, constant threat of being fired, blackmail, physical force, economic dependence, or emotional control. Why do people use coercive power? Why is coerciveness the power we see the most? Coercive power is the easiest power to learn and use. Many people have seen great examples of coercive power in their lives. For some, it may be the only type of power they know. It doesn’t take much talent or skill to threaten, pressure, or scare someone into submission. When people can’t get compliance with their skills, most will resort to coercion. They hit desperation and frustration with either the inability to use the higher forms of persuasion or because of a lack of knowledge of a better way.
Coercive Power is seductive and you usually get instant results by employing it. Coercive Power is based on bringing others down instead of lifting
We have one person in our office that must have been born with the skills, talent, and ability to be a total extrovert and give a speech or presentation at the drop of a hat. However, according to a human resource survey reported in 2005, approximately 15% of employed persons are highly apprehensive about communicating orally in organizational settings. Practically everyone – about 85% of the population, in fact – experiences "stage fright" when they give a speech.Another person in our office, we’ll have to call him “Joe,” was pretty near the bottom of that 85%. He was probably one of the 5% of us who have an excessive and debilitating fear of speaking in public.Realizing this could affect his career from moving forward, he decided he needed to do something. Shakespeare wrote, “All the world’s a stage. And all the men and women merely players,” but if we’re not pretty good players, then we may face missed business opportunities, lost clients, being passed over for promotions. Any of these occurrences can cost us tens, even hundred
Authority by External Characteristics
Some people perceive someone to be powerful because of his/her physical characteristics. For example, being tall can emit authority to another, even before you’ve spoken to that person. If you look back through history, presidential elections in the United States have been won by the taller candidate twenty out of twenty-three elections since 1900. Another example of how height scores points is in the battle for affection. Research suggests that women are significantly more responsive to a man’s published personal ad when he describes himself as tall. A final example of how physical characteristics portray authority is exhibited in our response to someone who has a deeper speaking voice. We subconsciously respond to deeper voices as more commanding and authoritative.
Recognize that many of the things we possess serve as status symbols. Not only this, but the more we have, the more “rich and powerful” we may be perceived. One study conducted in the San Francisco Bay area showed that people driving expensive cars received better treatment from other drivers than those driving more modestly priced cars. For example, researchers found that motorists waited significantly longer before honking at a new, luxury car lingering at a green traffic light than at an older, economy model doing the same thing. What’s more, nearly all the motorists honked their horns impatiently more than one time at the cheaper car. In the case of the luxury car, fifty percent waited respectfully, never honking at all.
Another external item of authority is exuded by our surroundings. In one study, the appearance of a professor’s office changed the way a student perceived the professor. The students were told to meet a professor in his office. When they arrived, they found the professor was not yet there. They were asked to wait for five minutes in his office. Some students waited in a clean and organized office, while the other students waited in a dirty and disorganized office. After the five minutes had passed, they were told the professor could not make the appointment. Later in the study, the students were asked to rate the professor based on his lecture. Researchers found the visit to the office had dramatic influence on the students’ overall perception of the professor. The students who visited the disorganized office rated the professor as less authoritative, less open, less trustworthy, and less friendly. Bottom line: Appearance affects your authority.
Coercive Power – Weapons of Force
Coercive Power is the ability an individual has to control or force someone to comply. Such power includes intimidation, manipulation, scare tactics, threats, deceitfulness, and lies. This could be in the form of mafia protection fees, constant threat of being fired, blackmail, physical force, economic dependence, or emotional control. Why do people use coercive power? Why is coerciveness the power we see the most? Coercive power is the easiest power to learn and use. Many people have seen great examples of coercive power in their lives. For some, it may be the only type of power they know. It doesn’t take much talent or skill to threaten, pressure, or scare someone into submission. When people can’t get compliance with their skills, most will resort to coercion. They hit desperation and frustration with either the inability to use the higher forms of persuasion or because of a lack of knowledge of a better way.
Coercive Power is seductive and you usually get instant results by employing it. Coercive Power is based on bringing others down instead of lifting
An air freight carrier is an airline which is dedicated to the transportation of cargo and in some cases they may be a division or subsidiary of a larger passenger airline service such as BA, United Airlines etc.The major companies known for their air freight carrier services are Federal Express or as they are now more commonly known Fed-Ex who commenced trading in 1973 and now have annual revenues of $21.4 billion. They employ over 140,000 staff worldwide and have access to more than 375 airports across the globe. Their main aircraft that they use in order to transport air freight are Airbuses, ATRs and Boeings (they have a total of 674 aircraft worldwide).Then there is UPS who were founded in the US in 1907 and has now grown to a $42.6 billion corporation and since 1982 when UPS Air Cargo was set up to provide a way for customers to move their freight shipments. Although their all points international air hub is located in Louisville, Kentucky they do have other regional hubs located in strategic cities around the US and they
Another external item of authority is exuded by our surroundings. In one study, the appearance of a professor’s office changed the way a student perceived the professor. The students were told to meet a professor in his office. When they arrived, they found the professor was not yet there. They were asked to wait for five minutes in his office. Some students waited in a clean and organized office, while the other students waited in a dirty and disorganized office. After the five minutes had passed, they were told the professor could not make the appointment. Later in the study, the students were asked to rate the professor based on his lecture. Researchers found the visit to the office had dramatic influence on the students’ overall perception of the professor. The students who visited the disorganized office rated the professor as less authoritative, less open, less trustworthy, and less friendly. Bottom line: Appearance affects your authority.
Coercive Power – Weapons of Force
Coercive Power is the ability an individual has to control or force someone to comply. Such power includes intimidation, manipulation, scare tactics, threats, deceitfulness, and lies. This could be in the form of mafia protection fees, constant threat of being fired, blackmail, physical force, economic dependence, or emotional control. Why do people use coercive power? Why is coerciveness the power we see the most? Coercive power is the easiest power to learn and use. Many people have seen great examples of coercive power in their lives. For some, it may be the only type of power they know. It doesn’t take much talent or skill to threaten, pressure, or scare someone into submission. When people can’t get compliance with their skills, most will resort to coercion. They hit desperation and frustration with either the inability to use the higher forms of persuasion or because of a lack of knowledge of a better way.
Coercive Power is seductive and you usually get instant results by employing it. Coercive Power is based on bringing others down instead of lifting
1. Know what you Do well, and what you Do Not do well-- You think you know what to do to start your new business. Even if you do, you have to look way beyond the start-up phase for traps that can throw you off course. You have to look beyond the start-up and consider your operations, your staff, your sales goals, your marketing plan, your accounting and bookkeeping, your proposals and bids, your scheduling, your customer and vendor relationships, and your follow-up to maintain the business relationships. All of these areas can create unmanageable havoc for your new business and lead to failure. You must recognize the areas where you need help, and hire the help you need.2. Never start your business before you Plan, Plan, Plan—It is expensive, complicated, time consuming, and frustrating to write a complete business plan. However, even small, unsophisticated businesses must have a business plan. You must have your ideas, goals, milestones, and measurements documented in a comprehensive plan that has detailed information
Coercive Power – Weapons of Force
Coercive Power is the ability an individual has to control or force someone to comply. Such power includes intimidation, manipulation, scare tactics, threats, deceitfulness, and lies. This could be in the form of mafia protection fees, constant threat of being fired, blackmail, physical force, economic dependence, or emotional control. Why do people use coercive power? Why is coerciveness the power we see the most? Coercive power is the easiest power to learn and use. Many people have seen great examples of coercive power in their lives. For some, it may be the only type of power they know. It doesn’t take much talent or skill to threaten, pressure, or scare someone into submission. When people can’t get compliance with their skills, most will resort to coercion. They hit desperation and frustration with either the inability to use the higher forms of persuasion or because of a lack of knowledge of a better way.
Coercive Power is seductive and you usually get instant results by employing it. Coercive Power is based on bringing others down instead of lifting them up to a higher level of thinking. Instead of climbing the highest mountain, coercive power players will climb the smallest one and blow up all the others so they are the only one on top. Such power also requires the least amount of planning and time; there is no need to convince someone with words when you get immediate results with force or coercion. As the great mobster Al Capone said, “You can get more with a kind word and a gun than with a kind word alone!”
This type of power causes unwanted long-term consequences. Coercive Power is based on fear, and fear only lasts while the threat is present. When this threat disappears, so does the power. This type of power does not require that belief or an inclination for true influence be created in order to work. I have seen coercion kill creativity, numb the human spirit, and create resentment and rebellion. Coercion will always eventually backfire.
Conclusion Learning how to persuade and influence will make the difference between hoping for a better income and having a better income. It is the missing puzzle piece that will crack the code to dramatically increase your income, improve your relationships, and help you get what you want, when you want, and win friends for life. Ask yourself how much money and income you have lost because of your inability to persuade and influence. Think about it. Sure you’ve seen some success, but think of the times you couldn’t get it done. Has there ever been a time when you did not get your point across? Were you unable to convince someone to do something? Have you reached your full potential? Are you able to motivate yourself and others to achieve more and accomplish their goals? What about your relationships? Imagine being able to overcome objections before they happen, know what your prospect is thinking and feeling, feel more confident in your ability to persuade.
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