Whenever I travel internationally for a clinic or training camp I am frequently reminded of how similar we are. As coaches we face many of the same challenges. One of the most frustrating challenges to all coaches and gym managers is CHANGING BEHAVIOR.
Whether you want a gymnast to accomplish more in practice, or you want another coach to pitch in more when you need to clean the gym you can’t force someone to change their behavior.
You can, however, have a strong influence over another individual. But, nagging, begging, or threatening aren’t effective ways to motivate others to change.
The best way to have a positive influence on someone is by asking a question that causes another individual to examine their behavior closely.
On the plane home from Germany I read this article either on Forbes or INC magazine. Unfortunately I cannot find the original article. Just my notes. (I am certainly not smart enough to come up with these ideas).
The Question-Behavior Effect
A study, published in the Journal of Consumer Psychology, found the question-behavior effect is the key to behavior change.
This psychological trick involves asking a question about the future to speed up an individual’s readiness for change.
For example, if you want a coach to be more hands on in the gym, you might be tempted to say something, “It’s important that the gymnasts understand the correct body shapes on bars a young age.” But that statement isn’t likely to evoke change.
Researchers found you’re more likely to see behavior change when you ask a question like, “Are you going to spot cast handstands in conditioning?”
Discomfort motivates people to change. And saying, “No,” would likely create some slight discomfort for a person who isn’t spotting.
The researchers involved in the study found that asking a question that reminded an individual of their poor choices was effective in motivating them to do something different.
The study concluded that questioning effectively produces consistent and significant change across a wide variety of behaviors. Direct questions influenced people to cheat less and exercise, volunteer, and recycle more.
The key is to ask a question that forces individuals to choose a definitive yes or no answer (as opposed to an open-ended question).
Researchers found the question-behavior effect was effective in person, but it was even more effective when administered via a computer or a paper-and-pencil survey. I am really NOT a fan of e-mailing staff or gymnasts with questions like this BUT I will probably give it a try.
How to Effectively Employ the Question-Behavior Effect
The question-behavior effect can be useful in a variety of circumstances. Here are a few examples:
Influence your employees. If your coaching staff have become a little too relaxed about showing up to practice or competitions at the last minute, send out an email that asks, “Are you going to show up for practice early today?”
Use it in marketing. Advertisements that ask questions like, “Will this be the year you finally sign up your children for gymnastics” can convince people to sign up their children for your gym.
The next time you’re tempted to lecture someone about what they should do differently, try asking a yes or no question instead. You might find it’s the simplest, yet most effective way to inspire long-lasting behavior change.
