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How to get people to do stuff
Notes, quotes and strategies
(from book by…
How to get people to do stuff
Notes, quotes and strategies
(from book by Susan Weinschenk)
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the need to belong
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use nouns: i am a carer, rather than I care
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before you try to get people to do stuff, do something for them so they feel in debt
ask for more than you really want, when you get turned down, ask for what you actually wanted
people will imitate - so to get them to do something, then do it first
while having a conversation, start cleaning up the apartment, and handing stuff over, that will get the roommate to imitate this behavior
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people will also imitate feelings, so always show you are passionate about what you are asking them to do
to go viral - use strong emotional content, passion and a good story
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first show people you trust them, if you want them to trust you
if you want to get people to do stuff they need to hear your voice, so their brain syncs
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people are more likely to do what you ask them if you are seen as a leader; to be seen as a leader - show confidence; look directly in the person's eyes and use slight smile, talk first
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stories
when you get people to change their own persona stories, they'll change their behaviors
when talking to people, first include stories about the people you are talking to; and then also activate the persona that is related to what you want them to do
when you introduce a small crack in an existing person, you'll change them over time; when you change the persona, you change the behavior
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get people to write them down, longhand
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carrots and sticks
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5 different types of reinforcement:
-continuous: for new behavior
-fixed interval: not very effective
-variable interval
-fixed ratio
-variable ratio
new behavior - try continuous reinforcement, then once it's established do variable or fixed
with fixed ratio, show people how much is left to reach the goal, not only how far they have come
give the reinforcement right away; if too much time elapses, you might be reinforcing something different
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reward the behavior you want and ignore the one you don't. Punishment is less effective than rewards
instincts
to grab attention, use messages and photos of dangerous events
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Descartes' Error 1994 - the automatic fear of losing: the way things are phrased has big impact 90 good or 10 bad
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if you want people to try something new, catch them in a good mood; or create it with a funny video
-make sure they feel safe and comfortable
if you want people to stick to familiar, don't put them in a good mood; and use messaging that invokes fear and loss
when you give people choices, you give them control, and people love control
limit the number of choices to 3-4, with too many choices people won't chose anything at all
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the desire for mastery
Morgan 1990: Master motivation is a psychological force that stimulates an individual to attempt independently, in a focused and consistent manner, to solve a problem or master a skill or task which is at least moderately challenging for him or her.
to get people to do something complicated, something that requires learning a new skill or gaining a new body of knowledge, or to do stuff over the long term, use the desire for master, if not then reinforcements may be a better option
when you make people feel that only members of a certain elite group can do a certain task, they are more motivated to master it
when you make a task challenging but not impossible, then it will be motivating
when you provide people with autonomy, they will feel a stronger desire for mastery
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feedback: provide short elaboration, pick the right time, don't interrupt their work, keep it objective and don't include praise
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tricks of the mind
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when you want people to make a quick decision, make the thinking easy for them, no surprised, and easy to read, use simple and coherent stories
when you want people to think things through, make the thinking more difficult, do something unexpected or make it hard to read
to get people to act independently, make reference to money; and to work together in teams, don't make any references to money
messages of death: people follow social norms, are charitable within the community, obey authority; avoid messages of death if you want people be nice to outsiders
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when you want people to chose the pricier service, start listing the prices with the highest options first, so it doesn't seem expensive
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when you want people to think that something will happen again, ask them right after the first one occurs
to underestimate an event, ask about an event that has not occurred; to overestimate the likelihood, ask about an event that has occurred recently
to break through a confirmation bias: first tell people something they know and agree with, then use cognitive dissonance to make people uncomfortable for a moment; finally provide the answer or solution to relieve the dissonance and discomfort
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to remember: repeat exposure, actively repeat the information, present it at the beginning and end, not in the middle, use concrete words rather than abstract
understand people's schemas of the world and use them to explain something new to them, use metaphors
to get people to spend more money, first ask them to spend more time
to get people to perceive that what you are saying is important, have them hold something heavy; to feel warmth - don't give cold drinks