New Mind Blowing Influence
Research Revealed
Want Someone to Comply
with Your Every Desire?
By Kevin Hogan,
Author of
Covert
Hypnosis
Want
someone to comply with your every desire?
Consider
the The Instant Drama Resolution Persuasion Technique.
What?
Never heard of it?
That's
because pretty much no one, would have ever thought of it. This
is one of those shake your head, "man that is cool"
strategies that can also make your head spin....it's so utterly
cool.
Dariusz
Dolinski, Poland's leading persuasion researcher did. What did
his research show?
Let's
see how fast I can build this in your brain for you....
Imagine
a bunch of people jaywalking. A lot of people in America don't
even know what that means...It means crossing the street anywhere
there is NOT a crosswalk. Some people don't know it's illegal.
You're
crossing a street but NOT at the crosswalk at the intersection.
All
of a sudden a whistle blows! It must be the policeman.
Much
like the experience you get in any country when you see the red
flashing lights behind you and your heart pounds wondering what
you did wrong and how much trouble you are in...these kinds of
experiences immediately change your state from goal-oriented
behavior (driving somewhere or crossing the street) to one of
a state of fear.
So,
you're crossing the street "in the middle" and all of
a sudden you hear a LOUD WHISTLE.
In
Poland this kind of experience is even more intense. In a country
that had only been communist government-free for 2 decades, there's
a lot of intense feelings around "law enforcement."
Before 1989, you might have gone to jail if you didn't pony up
20 zloty's for such an offense. (You might be surprised that officers
of the law sometimes still "collect fines" on the streets
in Poland...today...but all that for another day.)
So
the whistle sounds. You look around, see no police and continue
across the street.
You
are immediately stopped by someone.
You
think you could be in trouble. FEAR pulsates through your
body.
He
says, "Excuse me, I need 10 minutes of your time to answer
a few questions for me. It's the Self Description Inventory..."
A
bunch of other people were randomly stopped after hearing the
whistle on this cold day in Poland. Another bunch of people were
stopped as well, but they crossed WITHOUT hearing the whistle.
Finally
a third group of people were stopped as well as they walked along
the sidewalk. They didn't jaywalk with or without whistle. They
were just... walking along.
What
happened?
OK,
quick mental note: People were WAY MORE compliant when they were
doing something wrong, albeit very small, and they heard a whistle.
Got
it?
That's
building block number one....
A
second experiment was performed later.
The
Second Building Block of getting
them to comply with your every desire?
Just
like in the United States, when you illegally park, you get a
ticket under your windshield wiper. Some things are culturally
consistent around the world...
Experimenters
found illegally parked cars and placed leaflets that LOOKED LIKE
tickets on the windshield under the wiper.
They
were actually either requests for blood donation or hair restoring
shampoo promotions!
In
yet another experiment the experimenters taped the leaflets
to the door handle. (Not indicative of a ticket, something
you would FEEL much different about, right?)
Finally,
there was a group of cars that were illegally parked and nothing
was done.
As
each person returned to their car and was about to leave, an experimenter
approached and asked the driver to give them a few minutes for
a quick survey for his Master's thesis on efficient traffic.
Who
complied with the request for a quick survey?
Starting
to catch on? Go back and check out those numbers again. That is
AMAZING.
Building
Block Number Three for Compliance to Your Every Desire
OK
Here's
the next experiment to find out whether this is all about people
complying because of FEAR ONLY or if the reason people are complying
is because they experienced FEAR and the RELIEF of fear.
Students
were divided into three rooms.
(The
anxiety was caused by the discovery of an electric shock that
would be applied when they mis-spelled words.)
In
ROOM THREE, the students were informed they'd be throwing darts
from various distances.
The
experimenter enters ROOM TWO and tells the students to go into
the hallway that they will NOT be participating in the electric
shock experiment but a dart throwing experiment. WHEW!
A
female student approached students in the hall one by one asking
for participation in a charity event for an orphanage. Students
were asked how much time they would be willing to give to the
event.
Now,
who complies and to what degrees?!!!?:
KEYPOINT:
The induction and then reduction of fear causes compliance
in requests immediately following the emotional seesaw drama!
AHHHH
but does the see saw drama work in reverse? Do we really have
it figured out?
We
think it's Fear Induction, Then Reduction....or is it....
Good question.
I
mean it is fairly common strategy in copywriting, for example,
to find the pain, rub it and then heal it. It's a proven method
of getting people to take action.
But
what about the OPPOSITE?
Is
it just the notion of being scared THEN feeling better?
Clearly
the fear alone didn't cause compliance at all.
HAPPINESS
THEN DISAPPOINTMENT
The
first experiment that Narwat and Dolinski did to test this was
on the streets of Wroclaw, Poland. (as I recall, that is pronounced
roughly: Frahtswahf!)
People
would see what looked like a 50 zloty ($15) bill on the sidewalk
and pick it up.
It
wasn't.
It
only looked like money. It was an ad for a new car wash.
Most
people threw the ad in the garbage. (I was IMPRESSED!)
Soon
thereafter, a female confederate appeared with a suitcase that
needed to be watched.
"I
urgently have to see my friend who is on the fifth floor in the
building here and my bag is too heavy!"
Key
Result: People who had PICKED UP the "MONEY" (really
the car wash ad) were TWICE AS LIKELY to watch the bag
for the girl as those people who found nothing on the street!
What?!
Wait
just a minute.
Someone
is super excited to find what looks like money, they find out
it's just a stupid car wash ad. Then they are asked to watch a
piece of heavy luggage for a girl and these people are TWICE as
likely to do so than people who found nothing?!??!
Something
peculiar is going on...
It's
Building Block #4...
In a related experiment, German students were told they received
an "A" on a test then were told they truly received
a "C". The professor had made a mistake.
Another
group: The students were told they received a "C" on
the test and then it was corrected, they actually received an
"A".
Another
group: The students were given the accurate grade they received
on the test.
Students
were then informed that there would be a street party next quarter
and the school was looking for volunteers to have an information
booth and help prepare cake and coffee.
Students
were asked to commit to a number of hours they would work on that
Sunday and write it down.
So
basically the two non-drama situations...the student writes down,
the mimimum ONE HOUR of volunteering. Whether they were given
the correct score or there was no info.
BUT,
when there is emotional drama, things change fast...and significantly.
"...the
withdrawal of emotions is an effective instrument of social influence
that works no matter whether the participants first experienced
disappointment and dissatisfaction then happiness and the sense
of well-being, or whether the sequence is reversed....THE FAST
CHANGE IN THE EMOTIONAL QUALITY LEADS TO INCREASED COMPLIANCE."
Cool,
Kevin, but what happens outside of the laboratory (or off the
sidewalk!)? Does this work in real life?
What
follows is from an email I received from a Coffee with Kevin Hogan
reader who got an advanced look at this article.
"Kevin,
Just read your article on inducing fear, then reducing it for
compliance.
Just did something similar -( SkillPath). I tried something new
that doubled my sales the two days that I used it; I think it
might have utilized this principle.
Knowing that many who come to the seminars are "prisoner's"
and didn't necessarily choose to be there, and, that they cringe
when they see the product table and worry about being "pitched"
later, I decided to do this:
I created a much higher-priced package than what anyone normally
buys, and created a flyer for it. It is a very solid package,
with great materials - but a bit high ($300) for the typical SkillPath
setting.
Then, after showing them the package that has been put together
just for this seminar, I say "Now, go ahead and breathe easy
- I'm not going to ask you to buy this package. Before you ever
decide to purchase a package as comprehensive as this, there's
one product that..."
I then present the $100 product.
When I presented them as you suggested at Bootcamp 2007, (High
price, Middle price, low price) it did drive a fair amount of
people to the middle price. However, by coming on a little strong
with the high-priced package at first, like I was really going
to push it, and then suddenly backing off, telling them to breathe
easy, because I was not going to ask them to buy it, twice as
many people bought the middle product than when presented the
other way.
I know you are busy, but I just wanted to share that with you.
I will continue to experiment with this, thanks for the article,
it explained a great deal!"
Vince Harris, www.vinceharris.com
Think
about the ways that you can utilize this information in your presentation
- and double or triple your sales, as well!
You've
basically now got the building blocks of a strategy that will
get them to comply with your every desire...
This
article was adapted from Narwat, R and Dolinski, D. "See
Saw of Emotions and Compliance, 2008. Journal of Social Psychology
About
the Author:
Kevin Hogan is the author of Covert
Hypnosis, a guidebook that Dr. Joe Vitale (star of "The
Secret" movie) has said to be "the most powerful
stuff I've EVER seen for selling, persuading, and motivating."
Kevin is the nation's leading body language expert. He is a dynamic,
well-known international motivational and inspirational keynote
speaker, consultant and corporate trainer. He has trained persuasion,
sales and marketing skills to leaders in the government of Poland,
employees from Boeing, Microsoft, Starbucks, Meespierson, Auntie
Anne's, Cargill, Pillsbury, Carlson Companies, Fortis, Great Clips,
the State of Minnesota, 3M, The United States Postal Service and
numerous other Fortune 500 companies. He recently spoke to The
Inner Circle and at the Million Dollar Roundtable (MDRT) convention.
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