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The Action Principle September 28, 2007

Posted by rickbron in Uncategorized.
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p5130012.jpg Getting results! Sometimes when we ask someone to take an action, it is difficult to get them to do what we want. The Big Dogz have a secret principle they use to get others to do what the Big Dogz want. I call it the principle of getting action and here it is:  

If you want someone to take an action, you must show them the benefit to them personally before they will do what you ask. 

 

Here’s an example:

June is consistently late in turning in her status reports to you.

  • You have sent her a number of emails telling her she needs to get her status report in on time. You have told her that you need her report so you can get your report done.
  • You tell her how important it is to the team for her to get this report to you on time.
  • You have assigned her the responsibility to gather all the status reports and consolidate them for you — this was a special disaster!

You are searching for new ways to get her to submit her report on time. She continues to be late.

Here is what you could say to June:

June, I am rolling up all the status reports to Betty by 12:00 on Friday. If your report is done and to me by 11:00, then I can let Betty know about the positive results you are achieving. 

June, I am rolling up all the status reports to Betty by 12:00 on Friday. If your report is done and to me by 11:00, then I can show Betty that we need that training you have been asking for. 

June, I am rolling up all the status reports to Betty by 12:00 on Friday. If your report is done and to me by 11:00, then I can show Betty how important your project is to the success of our team. 

By framing your request around how this is important to June, you can get her to see the value of doing what you ask. The Big Dogz know that people will take action that has a benefit for them personally. Experiment with your requests and see how it can work for you.

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