How to get people to take action – Don’t make them think!

I was given a very instructive book by my co-founder Steve last year, it is called ‘Don’t make me think‘ by Steve Krug – It is written for people designing web sites, but I have recently realised that it is often a great general rule for interactions.  I have a few scenarios that you might like to apply this to:

1) John says to his boss: “There is a problem with XYZ – It has a significant impact on ABC.

Boss thinks: “OMG, yet another issue to deal with – It would be nice if people came to me with solutions, not problems.
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2) John forwards an article about Russian economy to head of international sales:

Head of international sales thinks: “What the heck is this link and why should I look at it?”
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3) John is looking for a job:
John: “I was hoping you could help me find a job.”
Friend:  ”Sure, what are you looking for?”
John: “Something in I.T.”
Friend: “Anything in particular?”
John:  ”Nah, I am willing to learn just to get my foot in the door to technology.”

The friend has no idea where to start and nothing that he comes across in the next few weeks will make him automatically think of John.

The answer to getting things done:

In all three scenarios the interaction could be greatly improved by not making them think.  The approach is easy and perhaps you might consider how a recent interaction for you may have been improved by applying the following approach:

1) Very clearly and simply state the situation.
2) Tell them why they should care
3) Give them a suggested course of action based on prior thinking you have done.

This approach is actually used in the world of professional sales, but can be applied to any situation where you want someone to take action.  So, fixing the above scenarios for example:

1) John to boss: “There is a problem with XYZ – It has a significant impact on ABC.  I have given it some thought and I think we should implement DEF.”

2) The email:

3) John is looking for a job:

John: “I was hoping you could help me find a job.”
Friend:  ”Sure, what are you looking for?”
John:  ”I would like to work in the inside sales department of a multinational firm that sells software.”

DON’T MAKE THEM THINK! 

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