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?
59% of the people who heard the whistle while jaywalking agreed to fill
out the survey.
46% of the jaywalkers who heard no whistle agreed as well.
41% of those on an evening stroll on the cold day agreed to answer questions.
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?
For the Second Building Block of getting them to comply with your every desire...turn the page...
