The Problem:
Researchers wanted to find out if a particular technique of framing requests could increase the probability of a 'Yes' response. To test this, they tried the technique on a request that they felt few people would agree - they posed as representatives of a counselling program and asked college students if they would be willing to chaperon a group of juvenile delinquents on a day trip to the zoo.
Researchers wanted to find out if a particular technique of framing requests could increase the probability of a 'Yes' response. To test this, they tried the technique on a request that they felt few people would agree - they posed as representatives of a counselling program and asked college students if they would be willing to chaperon a group of juvenile delinquents on a day trip to the zoo.
The Results:
As expected, the vast majority (83%) refused. However, a similar group of college students were asked the very same question with one difference. This group's results were significantly different - 50% agreed to the request. That meant almost 3x more respondents agreed.
What was that one difference?
As expected, the vast majority (83%) refused. However, a similar group of college students were asked the very same question with one difference. This group's results were significantly different - 50% agreed to the request. That meant almost 3x more respondents agreed.
What was that one difference?
The Solution:
All the researchers did was before the college students were asked to serve as chaperons on the zoo trip, they were asked for an even larger request - to spend 2 hours per week as counsellors to juvenile delinquents for a minimum of two years. It was only after they refused this extreme request, did the researchers make the small zoo trip request. (Cialdini, Vincent, Lewis, Catalan, Wheeler & Darby, 1975)
All the researchers did was before the college students were asked to serve as chaperons on the zoo trip, they were asked for an even larger request - to spend 2 hours per week as counsellors to juvenile delinquents for a minimum of two years. It was only after they refused this extreme request, did the researchers make the small zoo trip request. (Cialdini, Vincent, Lewis, Catalan, Wheeler & Darby, 1975)
But Why?
The findings above is not as significant as the understanding as to why and how people respond. When do they say “Yes” to a request and how do we increase the probability of that happening significantly? The science behind how to influence and persuade to get the results you want is covered in our high-energy workshop, the Principles of Persuasion workshop. Stay tuned, more information is coming soon specially for you!
The findings above is not as significant as the understanding as to why and how people respond. When do they say “Yes” to a request and how do we increase the probability of that happening significantly? The science behind how to influence and persuade to get the results you want is covered in our high-energy workshop, the Principles of Persuasion workshop. Stay tuned, more information is coming soon specially for you!
