Extrovert? Introvert? IT DOESN'T MATTER!
Online experts spend a lot of time talking about generating engagement at events. They're very concerned about introverts, extroverts, infrahumanization, and why people don't engage with people outside their immediate network.
These planners create all sorts of systems, rules, and creative games to get people to connect. Sometimes, it works, but they often create more problems than they solve.
The truth is that none of that matters.
Deciding to engage others, start a conversation with a stranger, or participate in an event is not a rational process. It's a snap decision your brain makes without really thinking about it.
In his book Thinking Fast and Slow, Daniel Kahneman describes the mind as having two "systems" for thinking.
System 1 is sometimes called "the croc brain" or "the reptile brain." It's the part of your prehistoric mind that filters all the data coming in through your five senses and determines what you'll pay attention to and what you'll ignore.
"What is this? Do I eat it? Do I defend myself against it? Do I kill it? Do I reproduce with it?"
Influence by Robert Cialdini is primarily working with System 1. Scarcity, reciprocity, social proof, authority, unity, consistency, and liking are things that we feel, but we only actively think about them well after we've made a decision. We only actively think about them when we're rationalizing a decision we've already made.
System 2 is the rational mind and active thinking. We use System 2 when we apply our life experiences, emotions, labels, identity, goals, and desires and decide what we want.
Of course, everyone has their own identity, worldview, goals, and desires, so it's impossible to predict how someone will behave once System 2 turns on. If someone identifies as an introvert, they will do introverted things - and it's almost impossible to change that identity once they've claimed it (remember Cialdini's "commitment and consistency" principle).
Unfortunately, when event planners create rules and games to facilitate networking, they're turning on System 2.
"Am I the kind of person who does something like this? Do I want to talk to other people? Would I prefer some time to myself?"
If the person decides, "No, I don't do that" - you're stuck.
The good news is that we can short-circuit System 2 with System 1.
We can leverage the Cialdini principles to engage people, get them to participate in the event, and help them identify themselves as someone who does things like this (without thinking about it).
As the event develops and people start having deeper conversations that require System 2 thinking, they've already identified themselves as someone who participates, someone who belongs at an event like this, and someone welcome among the other people here.
How could they not be? They even have evidence to convince themselves - they've been engaged and participating in this event for the last 30 minutes!
And, because they're committed to being consistent with their identity, they will remain engaged and continue to participate in the event until someone or something makes them believe something else.
Every event has its own specific set of goals, and every audience is a little different... but if we can identify your particular goals and objectives for your event, we can create a strategy that leverages System 1 to help you deliver the experience you want for your guests.
Looking forward to next week,
Mike
PS: That's what our discovery calls are all about - we talk about what you've done in the past, what's worked, and what you want to accomplish. Then, based on what you tell me, I tell you what other people like you have done in similar situations. Give a call (561) 596 3877 or visit magicmeansbusiness.com/contact to schedule a conversation.
PPS: If all this seems too much to think about, remember that YOU don't have to think about it. That's the strategy part of the entertainer's job. Everything else is automatic (System 1, right?).
PPPS: Have you thought about your holiday party this year?