When you’re surrounded by people who talk like you, you don’t notice your accent.
When you’re surrounded by people who behave like you, you don’t notice there are other ways to move through the world.
The same goes for influence.
Most of us assume our way of persuading or motivating others is the only way.
Because it’s usually the only way we’ve seen.
For example, we’ve been conditioned to rely on what people tell us is important. That’s why we invest so heavily in polls, surveys, interviews, focus groups and stakeholder meetings.
And we’ve been taught that when people know better, they’ll do better.
But just because it’s the conventional approach, doesn’t mean it’s the most effective.
Behavioural science shows there’s more to it.
It’s what people don’t – or can’t tell you – that often drives behaviour.
It’s planning for the lowest point of motivation – not the highest – that makes behaviour sustainable.
And it’s usually more about feelings than facts, when it comes to influencing people to act.
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