Persuasion Technique Of The Day

The Arm Pat

This simple welcome at the point of introduction creates authority, displays strength, and creates status in the mind of another person.

How powerful is it?

French Psychologist Nicolas Gueguen had a twenty year old man approach women on a dance floor, and asked if they'd like to dance, each was under a controlled environment where slow music was playing.  When he didn't touch them on the arm, 43%  consented, when he did, 63% consented.   Understanding how environment might play a factor on this, Nicolas Gueguen did a second expirement. 

This time, approaching women on the street, and asking for their phone numbers.  Each saying the same thing, telling them that, "they were really pretty, suggested going for a drink later in the day, and asked for their phone number." (59 Seconds Change Your Life In Under A Minute, Richard Wiseman).  In these results, without a single touch 10% of the women said yes.  With the added touch 20% of women said yes.  Though sparse, a hundred percent different means the difference between getting two girl's numbers in ever 10 approaches, to getting 1 girl's number.

Where does this fail?
In areas where you want the power and authority to at least be felt by the other person, this technique will lower one's success rate.  We've all had the smooth salesman who has come up to us, and amidst that handshake introduction, gives us a little pat on the shoulder, for which, we suddenly feel questioning of his motives. 

In sales, for most people, it is important for the buyer to feel like they have all the power, and you're just there to guide them.  Using The Arm Pat, may lead to feelings of alienation, or feelings of being ordered, for which are not congruent with good sales.