Hello GirdleyWorld!
I got the skin cancer taken off my face on Wednesday, and was home in time for taco dinner. So it’s been a good week except for the part where they cut me open for an hour. :-/
My advice: Don’t get old.
Today we’re talking:
- 13 techniques that use human psychological bias in business
Our brains are weird. Might as well use them.
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Something that is way too easy to forget:
All business is about people. And people run on psychology.
A huge amount of success (or failure) comes down to how you interact with the people around you.
So knowing some quirks of the human brain can help you make the most of those interactions.
Before I start, though: I’m a believer that methods like these are OK to use — as long as it’s for a “good” purpose, like closer relationships, more effective leadership, or boosting your self-confidence.
Good luck!
1. Use a person’s name 3x in the first 5 minutes.
Dale Carnegie once said a person’s name is the “sweetest word in the universe” to them.
People hearing their name repeatedly increases trust.
The other benefit: it help you remember their name!
2. Get excited to see people
If you are enthusiastic about seeing people, they will feel a connection to you which builds trust.
What’s more, people will reflect that energy back to you.
The saying is true: “People remember how you made them feel, not what you said.”
3. Use humor to assess group dynamics
When people start laughing, they instinctively look at the person they’re closest to.
This gives you a read on a group: who is connected? Who is isolated?
Great info to have, whether you’re a leader or meeting new people.
4. Dress for the emotions you want
People of all cultures associate colors with emotions.
This will change depending on the culture, but in the West it’s usually:
- Blue: deep/cool
- Black: sophisticated/serious
- Red: action/passion
- Gray: dependable/conventional
- Yellow: submissive
- Green: envy
This explains to me why men wear blue/black suits. And why 11 of my top 12 YouTube shorts have me in a red shirt.
5. Ask small favors to win people over
Humans naturally think better of someone they’ve done a favor for.
This is called the Ben Franklin effect. One theory is that our brains are avoiding cognitive dissonance, thinking “I’m doing a nice thing for this person… so I must like them.”
And it actually works best with people who are neutral or even dislike you.
6. Use strategic pauses and silence
Pausing in a conversation for 6-12 seconds does something magical: it confirms to the other side that you were listening.
People love being listened to. And they’re more likely to trust you if they feel they’re being heard.
7. Use proximity to defuse tension
This one’s totally counterintuitive, but totally works.
Is somebody mad at you? Or on the opposite side in a negotiation?
Sit next to them in the meeting.
They’ll be much more agreeable.
8. Dress a bit more formal than everyone else
This says you’re a serious person, which increases people’s perception of your abilities.
Bonus: add a small and unique flair of style to show you’ve put thought into your appearance.
9. Speak from your diaphragm
Most people automatically speak from their “head voice” (their nose) so their pitch is higher.
But humans instinctively associate deep, clear voices (of any sex) with leadership ability.
Speaking in your “chest voice” — from deep in your lungs — naturally makes your voice more forceful, clearer, and deeper.
10. Mess with your own mind
Self-confidence inspires confidence from others.
To generate it, leaders will tell themselves that everyone in a room likes them right before entering.
It will instantly make you more confident.
11. Reveal a personal flaw
This technique humanizes you to others. Meaning people are more likely to have confidence that they know the real you.
Obviously the flaw needs to be something real but not freaky.
12. Provide food during important meetings
People are naturally wired to feel safer while eating.
When people feel safe, teams perform better and people cooperate more.
Everybody wins.
13. Warm your hands before a handshake
People have a higher opinion of people with warm hands during a handshake.
One theory is we’re hardwired during infancy to associate warmth with trustworthiness.
That’s it! Have you used any of these? Got any other great ones? Hit reply and let me know!
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Things that caught my eye this week
Appetizer: My buddy Trung absolutely killed it with his piece about Calvin and Hobbes this week. He’s so talented. Read it here.
Main: Did you order the fake burger? Beyond Meat 10x-ed in the first two months after IPO. But it didn’t meet Warren Buffett’s rules of thumb. (Brian Feroldi does breakdowns like this regularly in his newsletter Long Term Mindset!)
Dessert: If you love sh-tposting, you need to follow my friend Alex Cohen. He killed it with this commentary on Chris Bakke calling out Chamath’s SPACs.
And your leftovers to go: Twitter had a field day with the Mexican alien hoax. Yes, it was a slow news week.
That’s all for this week! Hit reply and tell me what you’d like to read about next!
Talk soon,
Michael
