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CHAKISSE NEWTON’S
NEWTON’S LAWS OF INFLUENCE
hOw tO make an Offer theY Can’t refuse: using COnsistenCY tO influenCe Others
Would it be helpful to you if you had an influence strategy that made people actually want to say yes to you? Would it be beneficial if comply- ing with your request seemed like the natural thing to do? If so, you’ll want to learn how to use the influence principle of consistency.
what is COnsistenCY?
Consistency dictates that you will be- have consistently with any public stand or proclamation that you make. Con- sistency is what makes you attend an event because you told people you’d be there even if you’d really rather stay at home. Consistency also means that you will generally choose to behave in a way consistent with your self-image. For ex- ample, if people who share your general political bent tend to donate to a par- ticular organization, you are more likely to donate to that same organization, if asked.
whY dOes the rule Of
COnsistenCY wOrk?
Consistency, like other principles of in- fluence, gives you a shortcut when you’re trying to make a decision. Rather than sorting through lots of data, you can simply comply with statements you’ve made in the past. Sometimes, in order
to be consistent, people will even do things that hurt their own self-interest. Have you ever seen someone arguing a point so vehemently that it seems they can’t back down even though it’s clear they are in the wrong? That’s consistency at work. Our culture values people who fulfill their commitments and appear to act in concert with their stated beliefs. Once someone makes even a small com- mitment, they are much more likely to make other, related commitments.
hOw Can YOu use COnsistenCY?
In order to use consistency (and to turn consistency into commitment), you need an active, public agreement that is freely given. That is, it won’t work if you try to coerce someone into agreeing with you. Written commitments are especially ef- fective. Start with small agreements and then build on them. Here are some ex- amples of how you can incorporate con- sistency into your influence activities:
In General: Brush up on your question- ing skills and incorporate good ques- tions related to your cause. Then, start by building on small agreements. In sales, this is often called “creating ‘yes’ mo- mentum.” Even agreeing on something as simple as the state of the weather can create an atmosphere that fosters agree- ment. This is why, when you’re trying to
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22 CityLight.org
February 2015