BECAUSE as a Positive Forcing Mechanism

SPECIFIC words CAN EITHER increase engagement or can LOWER engagement. According to research two words specifically are neural signals… the words because and but … one says GO and the other says NO… one says you have a reason and the other says you have resistance…

The power of the word BECAUSE cannot be overstated…In one study (cited by more than 1300 researchers over 45 years) is one of the most famous and one of the most simple … adding the word BECAUSE, increased the success of a request from 60% to 94%… The Copier Machine Study published in 1978 found that adding a single word to a request increased success more than FIFTY percent. “Excuse me. I have 5 pages. May I use the Xerox machine, because I’m in a rush?” Because…… the word gives people the reason why.  And it can change the STOPLIGHT in the brain from NO to GO.  

While people do not like to be pressured, they will do almost anything for the right reason.  forcing mechanisms create forward motion —The word “because” is a forcing mechanism…it acts like a neural highlighter… it highlights the reasons for a request … the reason Why… The word “but” acts like a neural eraser… it erases whatever comes before it and flags resistance. Resistance is the reason Why Not…

As example. Two sentences the first… “we really love the work you’re doing but there’s a few things we need to discuss” the word but says a contrast is coming, the opposite…  an argument over what came before the word, the reason for a refusal, a disagreement, potentially confrontation… Now the second “we really love the work you’re doing; because of that there’s a few things we need to discuss.”  Because says a valid reason is coming —the cause, motivation, purpose and explanation. 

What we say makes a difference – To OURSELVES and to OTHERS. When making a request use the word BECAUSE and provide a valid reason why… where possible, consider replacing the word but with the word because.