Motivation is based on purpose and drives behavior. BECAUSE speaks specifically to those two drivers.
In his book Influence, Robert Cialdini says we will be more successful if we provide a reason using BECAUSE when we make requests. He pointed to specific research with a person attempting to jump in line to use a photocopier.
Three different requests achieved interesting results:
1) “Excuse me, I have five pages. May I use the Xerox machine?” (60% success rate)
2) “Excuse me, I have five pages. May I use the Xerox machine because I am in a rush?” (94% success rate)
3) “Excuse me, I have five pages. May I use the Xerox machine because I want to make some copies?” (93% success rate)
Using BECAUSE increased success rates by 50% regardless of the actual reason it explained. That’s a real power word, use it!
’til next time, make it a great week BECAUSE you deserve it!