Sue talks about the following factors involved in getting your ideas noticed:

1. NORCAL
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2. ©2013 Mariposa Leadership, Inc.
Influence & Impact:
Getting Your Innovative Ideas Noticed
NorCal BMA
February 25, 2015
Sue Bethanis, CEO, Mariposa Leadership, Inc.
©2015 Copyright Mariposa Leadership, Inc. All Rights Reserved.

3. Influencing…
is the single most talked about topic
in our coaching conversations!

4. Mindset behind influencing:
Leader as designer

5. 1. Design BIG experiences: Use a powerful design
process to get your ideas green lit
2. Design little experiences: Influencing skills you can use
every day
• Networking
• Getting people’s attention
• Understanding other’s motivation/decision making
Two Topics on Influence for Today

6. If you are multitasking:
@norcalbma
#norcalbma
#influence&impact
@suebethanis

7. • Interview the person sitting next to you. Ask her/him:
What do you do to influence others with impact?
• To yourself: Brainstorm more ideas here
• What is the best idea, one you want to share and put into
action?
Baseline & Brainstorm

8. Create a BIG Picture/Experience:
Get green lit using a solid Design Thinking approach

9. * Model inspired from the Stanford School of Design’s course “Design Thinking and the Art of Innovation”
Design Thinking Breakthrough! Model
Empathy Brainstorm Prototype Implement

10. • Get those being affected by change involved up front
• Cultivate relationships so to withstand resistance and
adversity
• Build biz case for your project/idea/service/experience.
What is the NEED?
Influencing Throughout the Design Process

11. • Openness to feedback
• How open are you to being influenced about your ideas?
Set in ideas Open to feedback
Being Influence-able in the Prototype Phase

12. • Who is the real decision maker?
• What is your relationship with this person?
• What is his/her motivation to greenlight?
• How will he/she make the decision to greenlight?
• Is it all about the business case or are there other reasons
the person will give the greenlight?
Influencing/Pitching After Prototyping

13. Create a little picture/experience:
Individual Influencing Skills

14. Networking/Relationship-Building
• Getting your idea(s) greenlit is as much about
relationships as your great idea
• Build relationships when you don’t need something

15. • Curiosity
• Utility
• Clarity
Getting People’s Attention

16. • Confidence/Conviction
• Authenticity/Credibility
• Approachability
States of Executive Presence

17. • Authority (boss wants this; research shows….)
• Social Proof (our competition is doing this! Our customers
have said….)
• Likability (your relationship)
• Reciprocity (I will do this, will you do that?)
• Scarcity (first in, let’s go quick)
• Consistency (get public commitment)
What Influences People? Cialdini’s Six

18. • What is one idea you learned today that you will put into
action?
• Please a moment to draw a representation of this action;
then discuss with a colleague
Take-Away

19. Learn more:
www.hbr.org: Robert Cialdini’s Harnessing the Science of Persuasion
www.danpink.com: To Sell is Human
www.mariposaleadership.com: Executive Guide to Design Thinking
Follow: @suebethanis @mariposaleader
Connect: sueb@mariposaleadership.com

20. Being Heard: How B2B Marketers Can Get Above
the Noise in the Marketplace
Join us to learn:
• Why it’s not enough to have a great product, creative service, or terrific technology.
• The 8 marketing factors that help organizations rise above
• The importance of building integrated marketing initiatives
• The 5 momentum factors
Linda Popky
Founder & President, Leverage2Market Associates
March 25 – Monthly Meeting

21. Thank You to Tonight’s Sponsors!
P L A T I N U M S P O N S O R
D I A M O N D S P O N S O R
G O L D S P O N S O R
P R E S E N T A T I O N D E I S G N

22. #Norcalbma
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