The Catalyst: How to Change Anyone’s Mind
Ask, “Why has that person not changed already?
What is stopping them?
What barriers are in the way and how can I mitigate those barriers?”
Discover the five key barriers to change and how to reduce them.
What is the cost of the status quo?
What is attractive about the status quo?
Avoid the confirmation bias.
Ask for a little bit less at first and people are less likely to reject your idea. Ask for it all and it is simply too big of an ask for them to agree to do.
Remove doubt, alleviate uncertainty.
Reduce the upfront costs rent, sample, make it easier for people to experience something themselves.
Don’t wait for people to come to you.
Can you drive discovery? Encourage people who didn’t know they might be interested to check it out
Make things reversible -if it doesn’t work you get a return. That way, there is no risk in trying this product or idea.
Somethings need more proof. Some people need more proof before they will try it.
Use multiple sources of proof (to help overcome the translation problem) to help them see it from different people, from different angles.
Find corroborating evidence. You saying that it is true is not convincing. 5 people saying it works and demonstrating how, that has more influence.
Is it a pebble or a boulder? If it is too big, they are less likely to experiment.
Is it expensive, risky, time-consuming or controversial? That needs more proof.
Should you use a fire-hose or a sprinkler approach? Depends on the situation.
Anyone can be a catalyst. Anyone
Consider your partner, your audience. Are you attempting to use a one size fits all approach with your partner? Be strategic, without manipulating them
If you were talking to an expert on a topic, you would change the conversation and your approach from how you approach a beginner, right?