How to persuade people when they get nothing in return

A cracking question popped up recently in our persuasive writing masterclass for a banking client.

We were talking about uncovering people’s underlying motivations – and how to get them to happily do what you want.

Then N frowned.

‘But what if there isn’t anything in it for them?’ she asked.

‘No upside. No recognition or visibility. Just lots of hassle.’

Oof. Excellent question – we’ve all been there.

Sometimes, no matter how deep you dig, you can’t find any benefit for the person to do what you’re asking. Just a whole load of paperwork and pain.

So what do you do? Well, you get creative.

Here are a few ways to keep people onside – even when they get nada from saying yes:

1. Add a splash of knowing humour

‘I bet it felt like Christmas came early when you saw my name in your inbox again!’

Humour signals self-awareness, and makes you infinitely more likeable than someone just barking orders.

2. Empathise with their situation.

When you show you understand their world, they’re more likely to help with yours:

‘I know you’re up to your eyeballs with year-end right now and this is probably the worst possible time to ask. However…’

3. Give a reason – any reason

We’re hard wired to respond when we’re told why.

‘Please can you fill out these forms by Friday so we can stop the project falling behind schedule.’

It turns a random request into a purposeful one.

4. Make it sound ridiculously easy

Ease is catnip for busy brains.

‘Just 7.5 minutes of your time!’

Specific, small and do-able.

5. Combine the lot

When you need to pull out all the stops:

‘I know you’d probably rather stick a fork in your eye than deal with this right now. But it’ll only take 13.5 minutes and Client X will be over the moon. Then you’ll be free of me forever (well, until next quarter at least).’

So next time it seems like there’s nothing in it for them, remember there’s always something you can give – a smile, a reason, a shortcut, a teeny sliver of humanity.

And at the very least, you might make yourself smile!