“If you want to get across an idea, wrap it up in a person.”
~ Ralph Bunche
Being able to influence upwards allows your ideas to be heard and implemented. This directly enhances your value because you are the owner of that idea. Yet how do you break through the layers of bureaucracy to find advocates for your ideas? Diane McGarry, Xerox’s Chief Marketing Officer, says, “Success at a big company such as Xerox requires an understanding of the many layers of office politics as well as the confidence to put your best ideas forward. You have to know which people you need to get your ideas in front of in order to get those ideas advanced…”
Diane knows how to present her ideas in order to get them implemented. This is a skill you need to master if you want to be an influential leader in your company. Here are seven ways to sell your ideas through upward influence:
1. Know what’s important to your boss.
Have a clear picture of what is important for your boss. Keep that as a priority and make sure these priorities are met. It’s not about trying to meet your needs, but thinking about how your ideas are beneficial for your boss. Part of your role is to support your boss for his/her goals.
2. Get other stakeholders on board
To buy into your ideas the right stakeholders must be on board. This might require going upward and across the organization to build coalitions. If your stakeholders believe the ideas you are suggesting are what they want to support and invest in, this can influence a decision in your favor.
3. Articulate a clear and defined goal.
Focus on why your idea is so important and should be considered. What is the desired end result? This may take a lot of preparation, but in the end your idea will be easier to sell if you provide realistic projections of the desired outcome.
4. Use facts and data.
How many dollars will be generated by your idea? How will it reduce costs or improve customer service? Facts like these are how you achieve buy-in to your ideas. Spend time researching and providing information based on data so it will have a greater chance of being accepted.
5. Be prepared to answer questions and respond to criticism.
Anticipate how others might question or challenge your proposal. Consider submitting a list of “frequently asked questions” with your idea. If you’re presenting in person, rehearse your sales pitch to fine tune your approach and build your confidence.
6. See yourself as the “owner” of your ideas.
See yourself as being self-employed, even if you work in a large company. Your mind-set should be similar to an entrepreneur who is the owner of his or her ideas. Be confident, and enthusiastic about your idea.
7. Don’t give up.
Don’t be discouraged if someone slams the door on your terrific idea. Maybe your timing wasn’t right or you didn’t consider some of the objections. Take stock in your approach and ask for feedback. If your idea has merit, its time will come. And so will yours.
Do you need help selling your ideas to your superiors? Joel’s executive coaching program provides an individualized action plan to help you reach your specific career goals. Click here to see how it works.