The Reason Why This Is The Most Read Article I’ve Ever Written Is.....
Before I explain why this is without question the most read article I’ve ever written I first need to put it into context.
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Why so some members of staff stay late and others just sit at their desks waiting for the clock to tick over to 5:30...
- Why do business proposals get forgotten and you never hear from the prospect again...
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What compelled
hundreds of millions of people to read the Harry Potter series of books...
- Why are soap operas and TV drama series so popular...
The explanation for each of these is not only the same but is utterly fascinating and is going to be a hugely profitable principle to understand and implement.
How many of you have heard of the Zeigarnik Effect?
Typically, only about 6-8% of ALL business owners will have ever heard of the Zeigarnik Effect which is a shame because once understood the implications of employing it will have dramatic effects, both in terms of your business proposals and internal projects.
In 1962 a Russian psychologist by the name of Blyuma Zeigarnik reported this curious phenomenon in her works called “The Pathology of Thinking”. She noticed and proved that, ‘People in all sorts of situations could remember incomplete tasks or issues much more readily than completed ones.’ This therefore became known as the Zeigarnik Effect.
“So what!” you might be thinking. But wait! have you thought about...
Her study centred around watching and observing groups of waiters and waitresses. What she proved was that, the waiting staff, when questioned, were more than TWICE as likely to remember the details of those orders that were ‘waiting to be served’ than those that had been delivered and served to the relivant tables, or in other words had been completed.
This simply yet groundbreaking piece of research is now employed by Hollywood Producers like Steven Spielberg & George Lucas, Best-Selling Authors such as J.K Rowling and J. R. R. Tolkien and ALL major TV and Advertising companies world wide!
Have you worked out how this is used by ad agencies to get you to say YES yet?
The Zeigarnik Effect in the real world.
Let’s take the Harry Potter books for example or even the TV drama series 24.
What is it that utterly compels you to want to see the next film, watch the next episode or pre-order the latest book?
I’ll tell you what after this brief example...
Another study carried out to prove the Zeigarnik Effect was published in 1982 by Kenneth McGraw and his colleagues.
McGraw had two groups of subjects take part in completing a fairly difficult puzzle. Once the subjects had invested some time in their attempts to to solve the puzzle he purposely interrupted them and called an end to the task BEFORE they had chance to complete it.
The interesting thing that came out of this study were as follows...
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Group A had been told prior to the puzzle that they would be receiving a financial reward for taking part
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Group B had no financial incentive to take part
Do you want to know what these phenomenal results were and what the important implications are for you and your business?
The Persuasion BluPrint - Vol 1 [6CD Audio Programme]
Persuasion
Strategies for
Sales Supremacy
The Persuasion BluPrint – Vol 1 is an exposé into the covert persuasion techniques, the psychological triggers and the short cuts of the human brain used by individuals and corporations that they know compel you to say YES!
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