Hidden Persuaders
A Touch of Persuasion
In the mid 1980′s two psychological researchers at the University of Minnesota conducted an experiment to establish the signifigance of Touch as a Hidden Persuader.
They conducted the following experiment: They placed a 25c coin on the ledge inside a telephone booth and walked out. They then waited until an unsuspecting member of the public went into the booth and happened to find the coin and walk out with it.
One of the researchers would then approach the subject and say something like ” Sir, Did you happen to see my quarter in there, I need to make another telephone call?”
Only 23% of the subjects confessed to finding the coin and gave it back.
In the follow up experiment the reserachers made one critical change to their approach; when asking the subject the same question, they simultaneously touched the subject just below the elbow (so as not to invade their personal space) for less than 3 seconds. In this instance the vast majority of the subjects returned the quarter.
You may think that most people don’t like to be touched, especially by strangers;if done properly the subject will not even know they have been touched.
Test this strategy out in sales situations and on people you know, you will notice an amazing difference. You don’t have to ask questions, the strategy can be used for making compliments or asking for requests.
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