Presentations and meetings about change projects are often filled with numbers, charts, graphs, dollar signs and time lines – a lot of analysis aimed at convincing minds that logically, this is an effort that we should undertake. While quantitative analysis might be the basis for making the decision to change, the motivation for actually changing comes from the heart instead. To influence change, find the emotion.
During change, we are moving away from the current state and toward some desired future state. Similarly, there are emotions that repel us and those we would like to experience more of. Here are some examples:
| Move away from | Move toward |
| anger annoyance anxiety disgust embarrassment fear frustration sadness |
curiosity happiness hope love optimism pride relief trust |
Remind people often of the negative emotions they are moving away from when they choose to take part in the change. Tap into the positive emotions they will experience to propel them forward.
What emotions might motivate change?
Read more of the 99 Ways to Influence Change.