Influencing Clients & Colleagues

Duration: 1 day

What will it do?

Helps you to improve the impact of your messages when influencing others and ensures that your recommendations are more likely to be accepted.

The course is designed for people who need to influence internally where they don't have authority, as well as externally when interacting with clients and other stakeholders.

More specifically you will gain:

  • A toolkit of influencing techniques that have assisted many senior media people improve their success rates and feel more confident when having high stakes influencing conversations.
  • Increased awareness of your own influencing style and a recording of an influencing conversation. By raising your awareness of both your strengths and weaknesses, you are more likely to improve your influencing conversations in the future.
  • During the programme you will spend time working on an upcoming high stakes influencing conversation and receive personal coaching and feedback from peers and the consultant running the programme.
  • At the end of the session you will know how to save time when preparing for an influencing conversation and have enough feedback and tools to make sure that your influencing conversations are successful.

Who is it for?

Level 3: Typically for media people with 3-5 years experience, however those with considerably more experience could also find this course highly beneficial.

What does it cover?

Two core areas will be covered; planning for your influencing conversation to ensure that you have clear objectives, messages and a clear influencing strategy; and the delivery of your influencing messages to ensure that you make the right impressions and feel confident when having influencing conversations both on the phone and face-to-face. The content will include

Planning for the Discussion:
  • Developing persuasive messages that address the motivations of your stakeholders and are therefore more likely to be accepted
  • Using a range of Cialdini's Influencing strategies during the entire influencing process.
  • Understanding what motivates your stakeholders from a rational, emotions, political and cultural perspective.
  • Managing your mindset prior to and during the influencing conversations using proven methods from psychology.

Influencing Skills:
  • Adapting to the communications style of the person you are influencing and managing the impressions that you create for others.
  • Setting up the conversation so there are clear agreed objectives.
  • Using questions to uncover concerns/issues around your recommendations.
  • Effective listening skills to ensure that  you listen for 'what is not being said' and the politics around your recommendations.
  • Being assertive in your influencing conversations, using language that is not apologetic or hesitant.
  • Influencing across a variety of mediums including e-mail, phone and face-to-face conversations.

This is an intensive 1-day programme that is highly practical and equips media people with pragmatic tools and strategies. We limit the numbers to a maximum of 8 delegates to ensure each individual gets plenty of attention.

Who runs it?

It's facilitated by Elissa Telfer, who has over 15 years' experience working with the media industry in the UK and Europe. This has included working on large pitches, coaching senior agency people 1-1 and running training programmes for both media owners and agencies in the areas of selling, influencing, pitching and advanced presenting.

What do past delegates say?

"I have discovered more about my own style and become more self-aware"
" I've improved my influencing skills with both internal colleagues/stakeholders and learnt skills for my sales role"
" A lot of time spent practicing - it was great! All tips very practical, great pace. Elissa has been a great and very attentive facilitator. Thank you!"
" the facilitator was very well prepared, delivered the programme in a very engaging way with a focus on pratical experience and examples from various business situations. Highly useful, would recommend to others to attend"

CPD Value: 7 hours

*price quoted excludes vat and is for Media Circle members. Non-members price is £685+vat