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REQUEST-PLUS-REASON TECHNIQUE

There’s a simple big true fact about influence.  When you ask people to something, you’ll be more successful at getting them to comply, if you provide a reason.  People like having reasons for what they do.

For example, you’re at the grocery store checkout line with only a few items and several people are in front of you.  You don’t want to wait.  So, you say, “Excuse me, I only have a few things, may I go ahead of you?”  People look at you and often times, nothing happens, they don’t budge, and with frustration, and maybe a little embarrassment, you have to wait your turn. 

But—if you change the words of your request just a bit, to, “Excuse me, may I go ahead of you, because—I only have a few things?”  This simple change in your request will produce a much different reaction.  And now, many people will indeed wave you ahead of them. 

What’s the difference?  In the second request, you gave the people in line ahead of you a reason to let you move ahead.  You said, “because—I only have a few things.”  And this worked.

This technique has been thoroughly tested and it really does work.  The most fascinating part about this is—that it doesn’t matter what reason you give.  You could say, “Excuse me, may I go ahead of you, because—I’m in a hurry?”  Or even, “because—I want to.”  Still works. 

In one study done in a line of people waiting to use a copy machine, even this worked.  “Excuse me, may I go ahead of you, because—I have to make some copies?”  Sounds ridiculous doesn’t it, but people are much more likely to comply when you give them a reason to comply.  And virtually any reason will work a whole lot better than no reason at all. 

Obviously a reason with a value or benefit for the person you from whom you are requesting something is most powerful.  “I’d like you to advertise on my radio program because that will make both of us more money.”  That’s great. 

Next time you leave your name and number on someone’s answering machine, try this.  “This is [your name].  I would be grateful if you would call me sometime today or tomorrow, because—I’d like to talk to you.”  Works like a charm.

Here’s the whole thing.  To influence someone’s behavior with the Request-Plus-Reason Technique, you ask for something, using the word “because” followed by a reason, virtually any reason.  This triggers an automatic compliance response and Click, Whirr, presto, they’ll go on autopilot, and do what you ask.  Neat and simple too huh! 

Try this.  See what you can do. 

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Posted on April 26th, 2008 by Admin
Filed under: Relationship Development