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HowtoGetPeopletoDoStuff.pptxPresented By: Michael Bridges
The Seven Drives
The Need to Belong
Habits
The Power of Stories
Carrots and Sticks
Instincts
The Desire for Mastery
Tricks of the Mind
By understanding what motivates people, you can adapt your strategies and techniques to get people to do stuff.
There are seven drives that motivate individuals.
The Need to Belong
Our desire to connect with others is strong
Get people to feel connected to others and they will work harder
To get people to do something, show them that others are already doing it
Show people that you are passionate about what you’re asking them to do
Use nouns instead of verbs
To get trust, show trust first
Habits
Figure out a cue and a reward to get someone to create a new habit
To create a new habit, anchor it to an existing habit
To encourage the creation of a new habit, break the desired behavior into small steps
Habits need lots of feedback. Show results and feedback
Make new habits easy by eliminating all decisions except the initial one to start the habit
The Power of Stories
When you get someone to change their own persona stories, they’ll change their behavior
Activate a persona that’s connected to what you want them to do
Communicate your supporting information in the form of a story
Get people to communicate publically
Have people write their commitments longhand
Expose people to the stories of others
Carrots and Sticks
Once conditioned, pair a new stimulus to the behavior you want
Establish a schedule that is effective
Use continuous reinforcement
Once a behavior is established, switch to a different reward schedule
Use a variable ratio schedule
Give rewards after a behavior, not before
Use negative reinforcement
Ignore behavior you don’t want
Instincts
Use messages and photos of dangerous events
People are more motivated with loss than the possibility of gain
Make people safe and comfortable when having them try something new
Choices give people control; people love to have control
Limit the number of choices
To grab attention, use novelty
The Desire for Mastery
Use the desire for mastery when you want people to learn a new skill
Make them feel they are a part of an elite group
Make the task challenging (not impossible)
Provide people with autonomy
Provide people with opportunities to make mistakes
Pick the right time for feedback
Induce a flow state to get people to work longer and harder
Tricks of the Mind
To get people to act independently, make a reference to money
To get people to work with others, don’t refer to money
Get to know people’s schemas so you can tailor your strategy to fit how they look at the world
Sell people on the experience
To encourage impulsive action, make your request specific, simple, and quick
Use ambiguity and uncertainty to propel people to action
CONCLUSION Find out what motivates others to get them to do stuff Use different strategies on different people, at different times Decide which driver or drives best fit your situation Decide which strategies to use for that driver
Works Cited
Weinschenk, Ph. D., Susan. How to Get People to Do Stuff Master the art and science of persuasion and motivation. San Francisco: New Riders, 2013. eBook.
