Willpower is a funny thing. We all have willpower – we just all have it in different areas. Improving your willpower obviously helps you in life, but it will help you in your career as well. Understanding willpower can help you influence others, which can also help you in your career. So, there is a lot to be gained by better understanding it. There are a lot of different topics we can cover related to willpower, but today, we are going to focus specifically on the concept of social proof.
Social proof is the phenomenon that when the people around us do something, we think it’s the smart thing to do.
Do you think that because you are an adult, you are past peer pressure? Well, you’d be wrong!
When everybody else is doing it, we want to do it.
In California, researchers put door hangers on 371 homes that encouraged people to conserve energy*. Some homes got a door hanger that focused on the impacts to the environment. Others got a door hanger that appealed to their impact on their grandchildren. Others got a message about how much money they could save. And the last group got a door hanger that said ‘99% of the people in your community reported turning off lights to save energy.”
Each house received the same door hanger for 4 weeks in a row. Energy usage was measured at the beginning and end. The only message that resulted in reduced energy usage – you guessed it – was the message that ‘everybody’s doing it.’
Logically, you know that using less energy is better for the environment, your grandkids, and your wallet. Just like logically, you know that eating more broccoli and less chocolate cake is better for your health. But, for some reason – and psychologists call it social proof – the biggest motivator is what those around us do.
Kelly McGonigal, in her book Willpower Instinct says it well, ‘Social proof can strengthen self-control when we believe that doing the right thing is the norm.’
So, if you want to improve your willpower, the best thing you can do is find a group of people for which the things you aspire to is the norm. If you go to the gym everyday, you are going to be around people who consider daily exercise to be the norm – no willpower needed. Pretty soon, you start to think that way too.
If you want to get your customers or coworkers to behave in a certain way, you need to look for opportunities to help them feel that your desired way is the norm. Similar to our California door hangers, I can picture a client newsletter that you send out that says ‘99% of our customers never need to call the help desk because they found their own answers in our online knowledge center.”
Ok – that might not be the best idea.
But, how could you encourage your customers to believe that the behavior you want to encourage is the norm? The same with employees. If you’ve had more than one job, you’ve probably noticed that different companies have different norms. At first, if the norm isn’t what you are used to, it is a struggle, but eventually, you fall in line so that you can fit in and before long, you forget that you ever used to do it a different way.
If we look at the other side of the coin – what happens when you feel rejected from a tribe? Well, it’s a fast way to lose your willpower. Once the tribe has rejected you, you think to yourself – “well, why should I even bother?” And, you’ll give into your willpower right away.
So, it turns out that the tribe that you surround yourself with is very important to your ability to stick with your willpower. And, you have an influence on those same people. Their willpower is influenced by you. What are the norms that you’re telling yourself are ok because everybody else is doing it? Are you late to meetings because everybody else is late so its no big deal? Do you not follow through on commitments because you see others around you do the same? Do you gossip about coworkers behind their back? If that is the norm for your tribe, then you better believe that they are talking behind your back too.
Recognizing that you are influenced by peer pressure and that you are the peer pressure that others are influenced by can be a life altering paradigm shift. Be diligent about recognizing what your tribe is telling you is normal when deep down you suspect its not. Recognize that you can find other people to surround yourself with who have a different definition of normal. Recognize that you can and do influence others with your definition of normal.
Want your coworkers to show up on time? Make it normal to do that. Want to get people to follow your process? Let them know that everybody else is doing it. There may be 100 logical reasons why doing your process is the best option. Just like turning off your lights is good for the environment and saves you money. But -logic doesn’t always get people to change their ways. You are more likely to win your bet when you bet on social proof.
Your homework for this week is to identify an area where you feel your self-control isn’t where it should be. Are you surrounded by people who are making this unwanted behavior the norm? Are you telling yourself that its no big deal because everybody’s doing it? If it doesn’t feel right in your gut, then you are probably not surrounding yourself with the right people. Or, think of a role model who you can call to mind if you can’t change your tribe.
*Energy Conservation Study – Nolan, JM “Normative Social Influence is Under detected” Personality and Social Psychology Bulletin 2008
LinkedIn is the social platform for business networking, and if you are part of the business world, you really must have a LinkedIn profile. Many companies are even asking for your LinkedIn URL as part of the application process. So, on today’s episode, we are going to cover my top tips about using LinkedIn.
If you think you don’t need LinkedIn since you aren’t currently looking for a job, you are wrong. LinkedIn is not just for finding a job. It is a business networking platform. You should constantly be networking. You never know when you are going to need something from your network, and so it is very important that you maintain a constant presence on LinkedIn.
I covered this point in more detail in Episode 21 when I talked about my philosophy that every day is an interview. Keeping your network warm at all times will help you solve lots of different business problems – not just your employment status.
So, my first tip for LinkedIn is to stop thinking of it as a site for job searching and start thinking of it as a network platform.
Closely related to that – your LinkedIn profile should not be an exact copy of your resume or CV. Your resume or CV is a chronological list of the positions you’ve held and the accomplishments in each of those roles. There is an aspect of this in your profile, but your profile is much wider than that.
People will be looking at your LinkedIn profile for many reasons other than because they want to interview you for a job. Your LinkedIn profile is an overview of your business experience as well as a peek inside where you aspire to take your career. It should help someone understand what makes you unique. Many people have been project managers at IBM, but each one of them has a unique strength and approach to how they did the job. Your resume or CV isn’t going to communicate that. Your LinkedIn profile can.
Now let’s get into some of the tactics about LinkedIn:
This is the one sentence description that shows up below your name.
This should not be your job title at your company name.
It should not be Project Manager at IBM.
That is a description from your resume that describes your current role. It isn’t who you are. It isn’t the skill that makes you marketable. It is a current title for a current role. Your headline should describe your skillset and, although it should not be a lie, it should also be somewhat aspirational.
Our IBM project manager could say “I help large companies manage large projects effectively.’
Or, “I manage multi-million dollar technology projects.’
This section should sound like you are talking to someone at a bar about your skills. Many people confuse this with the ‘objective’ section of a resume. This section should be in 1st person and should expand on your headline.
Our IBM project manager might have the following in his About section:
I’m a project manager in my bones. Everything I get involved with is a project in my eyes. I look at complex objectives and immediately think about the timeline, the budget, and the best way to organize the project plan. Although I can turn a trip to the grocery store into a project, my sweet spot is multi-million dollar technology projects that typically have a 12 to 18 month timeline and impact companies at the enterprise level. My secondary skillset of change management is a strength as well because every successful project can point to a successful change management plan.
The About Section gives the reader some insight into the person that reading bullet points on a resume doesn’t.
Some other things good About sections do:
This is the closest thing to your resume, although it still shouldn’t be an exact copy. This is where you will list your positions. The difference from your resume is that you still want to summarize this more than you would a resume. Talk about your accomplishments more than your specific job responsibilities.
Our PM would say:
“Successfully managed the implementation of Salesforce.com for a 2000 person organization where the previous solution was multiple spreadsheets. In my role as the lead project manager, I ensured the project was delivered within the time and budget expectations of the project sponsor while also achieving a 75% adoption rate within 3 months of go-live.”
If you go to Edit profile, you will see in the top right corner a button to edit your profile URL. You should edit this so that it is your name. If your name has already been taken then work on it until you come up with something that is easy to communicate to others.
Update your Profile Regularly
There are lots of ways you can update it without having changed jobs. Put a reminder on your calendar for every four months to review and update it with anything new. For example, I recently took a process that had been monthly looking backward and made it weekly. This means we are able to more quickly react to the information and be proactive when we use to be reactive to information that came too late. I didn’t change jobs, but I updated my profile to reflect this accomplishment because it has made a significant impact for my company.
Finally, I will just point out that your LinkedIn profile is a marketing tool for your career. You never want to lie about your accomplishments, but you do want to market them so that your strengths and accomplishments are at the forefront and in the spotlight. Take some time to really ensure that your profile pops. If you feel like you could use some help with yours, I’m happy to coach you through the process and help you create a profile that will set you apart. Learn more at www.pmocoaching.com/LinkedInProfile.
You don’t have to be in a position of authority to have an authoritative personality type.
People with Authoritative personalities are generally:
However, authoritative personalities come in different flavors. Understanding these variations can help you better understand how to work with someone more effectively.
Authoritative & Creative – they come up with a million great ideas and will inspire others. They have an aversion to routine. You will not be very successful trying to get them to follow a process.
Authoritative & Relationship oriented – they are highly attuned to their relationships. They are able to lead teams through change because they know how to collaborate, getting others onboard with the change.
Authoritative and Standards oriented – they set high objectives for themselves and expect every step to be met with high quality. They are going to give you the specific details of how they want things done.
Authoritative and Quiet - have ambitious goals, but work more independently. They will let their teams work more independently. They are more methodical, and will not spend a lot of energy rallying others to get on board with their ideas.
Collaboration: To work with others toward a shared goal.
Every one of us is reliant on others in order to get our jobs done. That means that collaboration is a core skill that we must develop in order to be successful.
So, what are the core skills you need in order to be a better collaborator?
Build relationships before you need them
When you need to collaborate with someone, you will be more successful if you already have an established relationship with them. To do this, you need to ensure that you:
Balance the task with the relationship
By definition, you are working with someone else to accomplish a goal or task. So, it is easy to get so focused on the task that you forget about the relationship.
Use these tips to stay in balance:
Collaborate just for the sake of Collaboration
There are a lot of things that you can do by yourself. But, just because you can, doesn’t mean that you have to do it alone. Create an opportunity to work with someone else so that you can build that relationships. An easy way to do this is to ask someone to ‘poke holes’ in your plan.
The premise of this episode is that we are all interviewing for our job every day. The problem is that most of us don’t think about that after we get through the honeymoon period. We start off a new job and we are on our best behavior, but over time, we get comfortable in our role and don’t give much thought to the fact that every day counts.
My philosophy is that every day is an interview. This may sound like a pessimistic viewpoint, but it isn’t. I’m not coming at it from a victim’s point of view. I’m coming at it from the take-your-fate-into-your-own-hands point of view. I’m doing what is within my control to ensure that, if I lose my job, I have set myself up to be as successful as possible finding the next job.
My philosophy is made up of 4 parts:
Interviewing for my current job – adding value and establishing relationships across my company so that, when management is deciding about which people to cut, my name shows up at the bottom of the list.
Interviewing for my next job – Every person that you work with at your current job is likely to either move to a new job at another company or move to a new job within your company at some point. You want to make the kind of impression on them that, when they do make the move, they recommend you. That kind of impression happens day-by-day, week-by-week.
Keep your resume up to date – Again, if you lose your job unexpectedly, you are probably not going to be in the best frame of mind. Putting together a resume in that frame of mind is not ideal. It is also difficult to remember all of the things that you’ve accomplished that should be reflected on your resume when you haven’t updated it in a long time. Keep your resume up to date so that it is ready for you as soon as you need it.
For resources about how to do this effectively, check out these 2 episodes:
Episode 9 – Preparing for Your Annual Review
Episode 2 – Time Bound Activities
Network every day – Most jobs are found through acquaintances. By staying active with your network, you will be top of mind when someone knows about a job that needs to be filled, and they think you might be a good fit. If you get laid off unexpectedly, you don’t want to spend time warming up your network. Stay active on linked in. Make a practice of reaching out to people within your network regularly. It doesn’t have to be anything fancy. Just say hi. You just want to remind the person that you are part of their network.
I teach people how to thrive at work. Let's connect on LinkedIn
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