In this video, learn how to build the potential for compliance with future requests by first asking for advice from the target.
- Request help or advice. You can call this the Benjamin Franklin influence method, because he gives a great example in his autobiography, of how he turned an adversary into a supportive colleague. Franklin paid him a compliment on the quality if his library, and asked to borrow one of his rare books for a good purpose. Then he followed up with a thoughtful thank you note. Afterward, the man approached Franklin in an agreeable manner for the first time. And their friendship grew from that initial rapport. So, be like Ben. First, ask for input, support, or assistance in ways that reinforce the respect you have for them. They'll like the compliment and be more invested in your success because they want their advice to work. Second, make it simple. Say something like "I know you have a lot experience in this area. "Can I ask for your thoughts on something?" Third, make it easy to say yes. Ask for things that take very little time or effort. Fourth, express genuine gratitude afterward. In a study with intriguing results, people reviewed and gave advice on other people's cover letters for job applications. Half of the advice receivers wrote back saying "Thank you for the help. "I'm very grateful." A day later, with the study apparently over as far as the advice givers were concerned, they'd been paid for their work, the advice recipients send a message asking the favor of helping them on a second cover letter. The advice givers helped 32% of the people who did not express gratitude. Now, notice how that's already a notable result by merely asking for help. But, they said to 66% of the people who did express gratitude. That's more than double for a simple 'thank you' that takes very little time and makes you feel better anyway. In another study with fundraisers for a non-profit organization, the group of fundraisers who received genuine, specific 'thank yous' from their manager made 50% more calls in the week. 50%. The people receiving thanks also experienced other benefits. In their calls, they were more alert, energetic, and attentive. Follow in Franklin's footsteps. Use the guidelines and don't be shy about asking for help. And definitely don't be bashful about being grateful. Be it, say it, mean it, and you'll both be better off for it. And that's not a bad way to think about influence.
- Name a feeling that might inhibit you from inspiration-based influence.
- Explain how to most appropriately balance short-term and long-term results.
- Assess why “pains and gains” is a powerful motivator.
- List the steps of the advice influence technique.
- Identify the first thing you do when using social proof.