In virtual teams, communication can be challenging, and getting people to comply with requests can be even more so. However, there is a simple but effective tactic that you can use to influence your virtual team and get them to comply with your requests. This tactic uses the word “because.”
The Xerox Study: The Power of “Because”
The Xerox Study conducted in the late 1970s is a classic example of the power of the word “because.” In the study, researchers wanted to find out the best method for cutting in front of people waiting in line to use the photocopy machine. Three different requests were used, and the results were surprising.
The first request, which included the word “because,” had a compliance rate of 94%. The second request, without the word “because,” had a compliance rate of 60%, a significant drop from the first request. The third request, which had the word “because” and a seemingly ridiculous reason, had a compliance rate of 93%.
What the study found was that the reason for the request did not matter as much as the use of the word “because.” Using “because” increased the compliance rate by 33%, regardless of the justification.
Using “Because” in Virtual Teams
In virtual teams, using the word “because” can be an effective way to get people to comply with your requests. The key is to make the reason behind the request as credible as possible.
Here are some examples of how you can use “because” in your communications with your virtual team:
“John, I need the status report by Thursday because I want to review it before Friday.”
“Sara, please schedule a meeting for next week because we have to discuss our strategy.”
Using “because” in your emails, instant messages, meetings, and voice messages can help you get your virtual team to comply with your requests more often.
Conclusion
The Xerox Study shows the power of the word “because” in influencing people, and this power can be harnessed in virtual teams as well. By consistently using “because” in your communications, you can increase your influence and get your virtual team to comply with your requests more often. Remember, it’s not about the reason, but the use of the word “because” that matters.
If you’d like to learn more, check out “Influencing Virtual Teams.”
