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Bribery works...but only in the short term

A few weeks ago I came across this quote by Daniel Priestley in his book Oversubscribed:

The idea is that you don’t need to hold a senior title to influence people.

We are more likely to trust people who put out high quality work consistently.

  • Just imagine a fresh grad with 0 years of working experience (no way he can influence others right?)
  • He takes notes during every weekly meeting and then emails attendees with a concise summary
  • ...for an entire year

While I agree with this concept whole-heartedly, this process obviously takes time.

So what if we want to give our credibility a boost right at the beginning?

First Impressions, Manipulation, and “Bribery”

When I visited new clients for the first time back as an Account Manager, I would bring Teddy Bear Biscuits (from Jenny's Bakery) that can only be purchased in Hong Kong (where I lived).

When I pitched new ideas to cross-functional teams as a Product Marketing Manager, I would always bring Starbucks coffee to our first meeting.

Although no-one has ever explicitly said, “Wow because you got me a $5 coffee I will do whatever you want!”

I firmly believe first impressions matter and the rule of reciprocity meant the audience were more likely to help with my requests.

Does this count as “manipulation”? Eh, maybe.

Does this work in the real world? Of course.

Pay-to-win vs. Value

The examples I gave required a financial transaction, but we can all trigger the rule of reciprocity completely free of charge; the key is to add value.

The next time you’re about to start a project with a colleague you haven’t met before, message their manager beforehand to ask about their recent achievements.

During the kick-off meeting, mention “Tim, I heard you were part of Project TeslaApp. It’s amazing how we can message clients directly now. Awesome stuff!”

💡
Pro tip: The comment has to be genuine. Nothing is more embarrassing than trying to give a compliment and get the facts wrong (trust me I’ve been there)

To sum up

  1. Anyone can build credibility and exert influence by showing up consistently
  2. Give yourself a boost at the beginning by leveraging the rule of reciprocity
  3. “Bribery” doesn't have to cost money
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