In small businesses, like Good Friends Café in West Dennis or Baskins’ ACE Hardware in Harwich Port, or Snow’s in Orleans, influence can be just as powerful as formal authority. Whether you’re the owner, a manager, or an employee, your ability to shape the attitudes, behaviors, and outcomes of those around you often determines the success of the organization. Influence is not about manipulation or control—it’s about credibility, trust, and connection.
Consider these proven methods of influence you can apply in your small business and how to implement them for maximum impact.
Lead by Example — People follow what they see more than what they hear. If you model professionalism, accountability, and resilience, others will mirror those behaviors. How to apply it: Be punctual and prepared. Tackle challenging tasks with focus. Handle setbacks with calm problem-solving rather than blame. According to a study published in Frontiers in Psychology, role modeling is one of the most effective forms of influence because it inspires voluntary imitation rather than forced compliance (Neubert & Dyck, 2021).
Build Strong Relationships – Trust and rapport are the foundation of influence. People are more open to ideas and guidance from those they believe genuinely care about them. How to apply it: Get to know coworkers’ strengths and motivators. Celebrate wins and acknowledge contributions. Listen actively by repeating back what you have heard. Research from Gallup shows that employees who feel connected to their colleagues are significantly more engaged and productive (Gallup, 2022).
Communicate with Clarity and Purpose – Great influencers make their message easy to understand and connect it to shared goals. How to apply it: Use simple, jargon-free language. Tie your ideas to the business’s mission. Use stories or examples to make your point memorable. Ask open-ended questions to spark collaboration. Effective communication is consistently rated as one of the most important leadership skills, even among non-managers (Harvard Business Review, 2016).
Leverage Expertise – Knowledge is a powerful form of influence. When you establish yourself as a go-to resource, people naturally respect your input. How to apply it: Stay informed about your industry. Share useful insights with your team. Anticipate problems and propose solutions. Offer to train others on specialized tasks. The Journal of Business and Psychology notes that expertise-based influence often carries more weight than hierarchical authority because it demonstrates competence and value (Yukl et al., 2008).
Empower and Support Others- Helping others succeed increases your credibility and expands your influence. How to apply it: Offer to mentor new employees. Publicly recognize colleagues’ achievements. Give constructive feedback privately. Encourage autonomy instead of micromanaging. When employees feel supported, they perform better and are more receptive to collaboration (Society for Human Resource Management, 2020).
Use Positive Energy and Enthusiasm – Attitude is contagious. A positive, forward-looking mindset can elevate the energy of the entire team. How to apply it: Celebrate progress, even small wins. Express gratitude regularly. Keep an open and approachable body language. Approach problems with curiosity rather than negativity. Research from the University of Michigan found that positivity in the workplace fosters resilience and builds stronger team cohesion (Cameron, 2013).
Influence Through Collaboration – Influence grows when people feel included in the process. Collaboration builds commitment to ideas and outcomes. How to apply it: Invite diverse viewpoints in meetings. Encourage brainstorming sessions. Use “we” language instead of “I” when proposing initiatives. Seek compromise when conflicts arise. According to Deloitte, organizations that prioritize collaboration are five times more likely to be high-performing (Deloitte Human Capital Trends Report, 2016).
Demonstrate Integrity and Consistency – Nothing erodes influence faster than broken promises or inconsistent behavior. Trust grows when your actions align with your words. How to apply it: Keep your commitments, big or small. Admit mistakes openly and take responsibility. Treat everyone with fairness and respect. Avoid gossip or undermining others. Stephen Covey, author of The Speed of Trust, highlights that integrity is the single most important factor in building long-term influence (Covey, 2006).
Use Storytelling as a Tool – Stories inspire people more effectively than raw instructions. They create emotional connections that lead to action. How to apply it: Share stories of customer success to show the impact of your work. Tell personal stories of challenges and lessons learned. Frame change as part of a larger journey, not just a task. Stanford research shows that stories are up to 22 times more memorable than facts alone (Zak, 2014).
Be Adaptable and Solution-Oriented – Small businesses face constant change, and adaptability demonstrates leadership without a title. How to apply it: Stay calm when plans shift. Suggest alternatives instead of only pointing out problems. Encourage curiosity when new ideas arise. Keep the team focused on long-term goals. McKinsey research confirms that adaptability is a critical skill for thriving in today’s business landscape (McKinsey & Company, 2020).
You don’t need a corner office or a leadership title to make an impact in a small business. Influence is built through trust, expertise, communication, and consistency. In fact, in small businesses—where teams are close-knit and every contribution matters—these influence skills often make the difference between simply showing up and truly shaping the success of the business.
Contributed by : Marc L. Goldberg, Certified Mentor, SCORE Cape Cod and the Islands, www.score.org/capecod, 508/775-4884. Sources : cited in the text. ChatGPT was used to research this column.
