The most influential people strive for genuine buy-in and commitment — they don’t rely on compliance techniques that only secure short-term persuasion.

These high-impact influencers follow a pattern of four steps that all of us can put into action. In earlier pieces we covered Step 1: Go for great outcomes and Step 2: Listen past your blind spots. Later we’ll cover Step 4: When you’ve done enough… do more. Here we cover Step 3: Engage others in “their there.”

For real influence we need to go from our here to their there to engage others in three specific ways:

Situational Awareness: Show that You Get “It.” Show that you understand the opportunities and challenges your conversational counterpart is facing. Offer ideas that work in the person’s there. When you’ve grasped their reality in a way that rings true, you’ll hear comments like “You really get it!” or “You actually understand what I’m dealing with here.”
Personal Awareness: You Get “Them.” Show that you understand his or her strengths, weaknesses, goals, hopes, priorities, needs, limitations, fears, and concerns. In addition, you demonstrate that you’re willing to connect with them on a personal level. When you do this right, you’ll hear people say things like “You really get me!” or “You actually understand where I’m coming from on this.”
Solution Awareness: You Get Their Path to Progress. Show people a positive path that enables them to make progress on their own terms. Give them options and alternatives that empower them. Based on your understanding of their situation and what’s at stake for them personally, offer possibilities for making things better — and help them think more clearly, feel better, and act smarter. When you succeed, you’ll hear comments like, “That could really work!” or “I see how that would help me.”

When you’re trying to influence, don’t start by trying to pull others into your here. Instead, go to their thereby to asking yourself: