Asking for a Favor Can be a Powerful Tool

Do you hesitate to ask for a favor when you know you already need a bigger one from that same person?

You’d be surprised that this is indeed the best time to ask!

And it’s especially helpful as you seek to influence that person toward a larger, more important goal.

Does that feel counter-intuitive? Many say it does.

Yet, Benjamin Franklin proved that when you ask someone for a favor, this person will be actually more predisposed to do another one for you!

To quote Mr. Franklin, “He that has once done you a kindness will be more ready to do you another, than he whom you yourself have obliged.’’

And he proved this by successfully testing out the theory to earn favor among high-ranking members of Philadelphia’s General Assembly.

Specifically, the story is told that while Franklin was running for reappointment as Clerk of the Assembly, a new, influential member ardently argued for a different candidate. Franklin saw this passion and wanted it for his own advocacy, instead.

So when he learned that this new member had a rare book collection, Franklin approached him and asked to borrow one of the most valuable books. The member agreed, Franklin quickly read the book and returned it.

The next time the two gentlemen met, the new member initiated a conversation with Franklin and offered his help on anything Franklin might need in the future. Guess what Franklin asked of him? You guessed it. And he got it. The new member not only advocated for Franklin, but they developed a influential relationship from there that lasted until the second gentleman’s death.

In social psychology, we now call this the “Ben Franklin Effect.” It’s a powerful tool to develop supportive relationships and to curry influence.

In the workforce, we see the Ben Franklin Effect work successfully in many situations.

First, if you are seeking a position, asking for an informational interview to learn more about the field, asking questions about trends in the industry, or seeking other advice usually results in the other person wanting to help you find a job.

In sales, you may want to ask the potential client about where they think the market is headed, or what product benefits they find most powerful or valuable.

And certainly, Frank could have used this with John (see the first article of this series where Frank blows the entire multi-million dollar deal with John because of his poor approach – click here).

With whom do you need more influence at this time? What favor can you ask of them in order to develop a closer, more fruitful relationship that can serve you both in future?

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