The #1 rule of influencing:
If you want someone to do something, you have to ask them to do something
This means all your communications should end with a Call To Action. After all, if they don’t, people won’t do anything after them.
And the best Calls To Action contain three things:
- Their action
- Their deadline
- What you’re going to do after they’ve done their action (this helps build their momentum and accountability for them doing what you ask)
This means a simple phrase to use at the end of your comms is…
“Please can you do (your action) by (your deadline). And then I will do (my action).”
But most communications don’t end this way:
- Emails often end with “If you have any questions, please don’t hesitate to reply.” So nobody does an action. In fact, they often don’t even reply
- Meetings: final agenda items are often “Any other business.” So there aren’t any actions. Instead, people just keep talking about stuff
- Presentations’ final slides often say “Thank you.” Which makes your audience respond with “You’re welcome. Now leave.”
So, adding a Call To Action is an obvious thing to do, isn’t it?
And, as this Tip’s title says, I know you do this. But please can you check anyway. So…
Action Point
- Look back – review your most recent communication – at the end, was there a Call To Action?
- Look forward – for your next communication – as in the one you’re just about to do – end with a clear Call To Action.
As I say, I know you do this. But please can you check anyway…