Changing Minds with the Power of Reframing

Have you ever wondered how you can motivate people to make a positive change in their life?

Nutritionists want people to eat healthier. Physicians want people to exercise more. Supervisors want their staff to produce better outcomes.

However, encouraging people to make better choices, even with research-based evidence, doesn’t often make much difference.

But that doesn’t mean we should give up. Instead, what we need to do is reframe the information.  

Dr. Greg Wells, in his book The Ripple Effect, shared an interesting story that got me thinking. He explained that when he gave presentations on nutrition and health, people politely listened but they did not seem particularly interested and had an attitude of ‘having heard it all’ before.

So, he changed things up.

He began to provide talks about how nutrition can help people perform better. When he spoke to high school kids, he referenced foods that could help them do better on exams. When he spoke to business executives, he explained what to eat to concentrate better in the afternoons.

Instead of being bored, people started paying attention, taking notes, and even later emailing him about nutrition protocols.

Ironically, little changed in his presentation. He discussed the same foods and protocols as he did when he presented health-eating habits.

The only difference was now he was framing the information in a way that interested his audience.

This mirrors a passage I read in Daniel Kahneman bestselling book, Thinking Fast and Slow.

In the book, Kahneman explained that as humans, we are persuaded by the way a situation is framed. For example, in the business world, if you must cut jobs, it is better to say that 20 jobs will be saved, rather than 5 will be lost.  

Or if you’re looking to entice people to spend money or care about a cause, they are more likely to be convinced if there is a chance to save 200 lives, or a chance to win $500, even if the odds are low.

People make decisions based on whether a situation is presented as positive or negative, loss or gain. So, being thoughtful about how you frame a situation or a cause, could make all the difference.

If you’re interested in making a positive change, here are a few strategies that you could use to effectively influence behaviour:

1. Personalize the Message: Tailor your message to the individual. Just as Dr. Greg Wells modified his presentation to appeal to his audience, you too need to consider your audience, and their interests and goals. Then you can personalize the message, so the advice is more relevant and compelling.

2. Use Positive Framing: People are usually more motivated by the prospect of gaining something than losing something. So, rather than highlighting the negative results of not changing, emphasize the positive outcomes of change. For example, if you’re hoping to encourage someone to stop smoking, discuss how quitting smoking improves overall health rather than focusing on the risks that are associated with smoking.

3. Change the Structure. Reframing the way information is presented can impact people’s motivation. For example, live courses and workshops capitalize on social commitment and accountability. It’s easier to procrastinate or not pay attention when the learning is available at any time or at a distance. Scheduled and structured sessions often enhance motivation and learning.  

How we present information can significantly influence people’s decisions and behaviours. By personalizing messages, using positive framing, and changing the way information is delivered, we can create a more compelling case for change.

As a challenge this week, I encourage you to identify an area where you’re struggling to motivate or influence others. Assess your audience. Consider what motivates or interests them. Then, craft your message and its format to directly appeal to your audience. Use the strategies above to help.

Leveraging the power of reframing can significantly shift motivation and influence. Set the proper frame and you are 80 percent of the way to a successful outcome.

Best wishes, Lauren

P.S. We understand that fostering effective communication and motivating change within your team or organization can be challenging. If you need support, we offer customized workshops and personalized coaching.  Please don't hesitate to get in touch for more information. We're here to help.