I was recently reacquainted with an old trick for becoming more persuasive. Instead of just making a request, add the word “because” to your sentence. Giving a little context gets a much more positive response, with 55% more compliance than if you omitted it, according to a classic Harvard study conducted in a traditional office setting.
“The Copy Machine Study,” as it’s become known, proves that people are much more willing to accommodate requests if they are given a reason. The shocking part is that there isn’t a substantial difference between giving a real reason and a made up reason. People just want some justification.
Beyond the “because” secret, I have learned a lot from watching our longtime CFO. When Del needs action or help from others, he typically qualifies his request with words like, “If it is not too much trouble “ or, “Hope I am not asking too much.” By choosing to show respect in the “ask,” I am convinced that recipients are more likely to respond to the call to action. It all this goes back to something I was told years ago: You only get one chance to get it right the first time. Similarly, you only have one time to frame your request the right way.