How Can Persuasion Help People Deal With Change?
In his book ‘Changing for Good,’ James Prochaska offers a model of change that identifies five stages that people move through before a change is firmly entrenched in their lives. While his model was developed for working with people who have substance abuse problems, I have found that the model has a broader application that is both incredibly interesting and useful. I think you will too!
Stage one is IGNORANCE.
Ignorance is that state of mind where you don’t know what you don’t know. And sometimes, as the saying goes, ignorance is bliss. Until you’ve presented your idea, insight or information, it is useful to assume that your persuadee is ignorant of it. This may not turn out to be true, so you want to pay attention for signals that they are farther along in their understanding than your initial assumption. The value of assuming ignorance is that it forces you not to get too far ahead of yourself, and serves as a reminder to speak clearly, carefully, and coherently in order to bring your persuadee to the next stage, recognition.
Stage Two is RECOGNITION
Recognition is that moment when it dawns on a person that there is something he can do and he wants to do it. He sees the light, and it beckons him on. The result of recognition is that he begins to seek out new information about options, opportunities and possibilities. You know that someone is at this stage if he starts asking questions about how to go forward. If you listen well and provide the information he seeks, your persuadee moves on to the next stage.
Stage Three is PLANNING
Planning is the mentoring and modeling stage, where your helping hand is all that is required. In this stage, your persuadee begins to organize information for action, access resources, and plot a course. Your persuadee is getting ready for action.
Many failures of persuasion happen in this stage, because the preparation was inadequate for change.
Stage Four is ACTION
With a plan in place, your persuadee is able to move forward, one step at a time. This is his chance to try on the change for size, find out what happens, then learn from the experience and improve on it. Don’t be surprised if there are a few false starts at this stage, because when people try something new, things rarely go as expected. Reliable feedback is invaluable at this stage.
Doing something once doesn’t guarantee that your persuadee’s change is going to be set for the rest of their life. You can’t just walk away believing the situation is handled. Well, you can, but you’d be mistaken. Instead, you must go on to the fifth stage of Repetition.
Stage Five is REPETITION
For a new behavior to become habitual, it must be repeated repeatedly. For a new way of thinking, to become habit, a person must think that way over and over again until the thought becomes firmly established. Human beings are creatures of habit, and habit is created through repetition and intensity. Until you can do it without even thinking about it, until it is as normal as flossing every day, stage five must be considered to still be under way.
Stages of Change in PRACTICE
No one goes from ignorance to habit in one move. Instead, don’t push the river, as they say. Patience is truly a virtue. If someone is ignorant, your sole purpose is to introduce meaningful information, not to get a change. If they’re in the recognition stage, all your efforts should focus on accessing resources and making a plan. If the person has a plan, all your efforts should be on getting them to take a step forward, to take some action, no matter how small. If they’re taking action, then your focus must be on reinforcement.
And there you have it. The Five Stages of Change is a powerful model for moving people from ignorance to habit. My question to you is, which stage of change matches your understanding and use of the Art of Persuasion? I’d love to hear your comments!