How can you become a Jedi master of social influence?
According to Wikipedia, social influence “comprises the ways in which individuals change their behaviour to meet the demands of a social environment. It takes many forms and can be seen in conformity, socialization, peer pressure, obedience, leadership, persuasion, sales, and marketing.”
In a galaxy far far away, Like Skywalker gained the ultimate form of compliance. He persuaded Darth Vader to turn against the evil emperor.
How did he do this? What social principle did he use?
Luke said to Darth Vader, “ I know there is still good in you. There’s good in you. I can sense it.”
Is it possible these simple words could have persuaded Darth Vader?
Social psychology says YES.
It’s known as a labelling technique. Labelling involves assigning a trait, attitude or belief, or other label to a person and then make a request of that person that’s consistent with that label. This is a perfect example of social influence at work.
This labelling technique was used to increase the likelihood people would vote at election time.
People were Interviewed.
Half were told they were above-average citizens and asked how likely were they to vote and participate in political events.
The other half weren’t told this.
Those with the label as above-average citizens saw themselves as better citizens and, interestingly, were 15% more likely to vote because of the label.
The good news is that you can use this labelling technique in your business to improve performance and results. And it’s really simple.
When team members lose confidence, a useful approach is to remind them of how hard-working and persevering they are. Point out examples of previous times they have triumphed over similar challenges and successfully delivered.
Teachers, parents and trainers can use this technique to encourage desired behaviour by pointing out that the person is just the type of person who could thrive when given this sort of challenge.
If you want to master social influence, get started by using this labelling technique to encourage the kind of behaviour you wish to see in your business.
Attributed to “YES “The 50 Secrets of the Power of Persuasion”