One-Minute Communications Tips Archive
October 2007
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To Be Effective,
Be Specific
"Excuse me, do you
have 17 cents that I could have?"
This request from a panhandler prompted two social psychologists to conduct an
experiment on the streets in which passersby were asked to donate to a charity.
They found that nearly 60 percent more people contributed when the request was
for a specific — and unusual — sum than for whatever they could spare.
Which illustrates a key fact about persuasion: Specifics yield better results
than generalities. Asking for a specific action makes the audience's mind focus
on the action. One can visualize 17 cents; it's hard to picture "whatever you
can spare." And if the audience can't see it, they won't be motivated to do it.
Specific requests and statements are effective in almost any interpersonal
exchange. For example, try being exact when you:
-
Set a deadline
-
Ask for a raise
-
Report on progress.
© Arun Sinha, Access Communications. Access Communications is a marketing
communications and technical writing firm based in Stamford, Connecticut, USA.
Sign up for Access Consulting's One-Minute Communication Tip at http://www.AccessConsultingInc.com.
Once a month, you'll receive an actionable idea or technique on an aspect of
business communications, distilled into about 150 words.
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