How to find the smallest change that brings the biggest result

In 1978, a woman asked to cut a line at a copy machine using asentence that contained no reason at all. 93% of people let herthrough.Here is what that costs you if you never look at it closely.Most of us respond to a stuck situation by adding. More budget, moreeffort, more willpower, one more paragraph explaining why thismatters. It sometimes works, and it always costs something. And thefrustrating part is that a change costing almost nothing was oftensitting right there, in the same room, the whole time.That is what this episode is about. Not a trick. A way of looking.A small big is a change where the effort you put in and the resultyou get out are wildly out of proportion. They are counterintuitive,because intuition tells us to add.In fifteen minutes you will have:- Why a word with no meaning outperformed a real reason, and what that says about the requests you accept every day without reading them- The two questions I ask when I need a small change to do a big job, one from research and one from my own practice- The ten-second thing I do most nights that I have never once failed to follow through onIf you skip it, nothing bad happens. You will just keep reaching foreffort first, which is the expensive answer, and it will keep almostworking.CHAPTERS00:00 Welcome00:53 A university library, 197801:18 The first ask02:23 The version that made no sense02:52 Ellen Langer and the mindlessness study03:17 What a small big actually is04:51 Why the word "because" does anything06:16 How much of your day runs on script07:19 The path of least resistance07:40 Tip one: align with what is already at play08:38 Principles that stand on their own08:50 Consistency09:12 My own small big10:09 The billboard study11:45 The part that surprised me13:05 Support of nature13:28 Tip two: start with the big14:35 Where to go from hereREFERENCEDEllen Langer, Blank & Chanowitz (1978), The Mindlessness ofOstensibly Thoughtful ActionFreedman & Fraser (1966), Compliance Without PressureRobert Cialdini, Martin & Goldstein, The Small BigSydney Banks, the Three PrinciplesMOREConcrete examples and free resources: https://smallbig.agencySubscribe if you would like the next one to find you. It is, as Isay at the end, the smallest thing you could do.#persuasion #communication #personaldevelopment #cialdini#threeprinciples #marketing