Page 137 - The Power to Change Anything

126 INFLUENCER

that helped patients set mini goals and then provided rapid
feedback against them. Researchers gave patients packets of
pills, a blood pressure monitor, and a log book. Every day they
took the pills, monitored their blood pressure, and recorded
changes in the log book along with other achievements. The
change was dramatic and immediate. By setting small goals
(daily monitoring and recording) and meeting them, patients
now focused on something they could see and control. This
enhanced their sense of efficacy, clarified the effect of the med-
icine, and motivated compliance. Now these patients take
their pills.
Influence masters have long known the importance of set-
ting clear and achievable goals. First, they understand the impor-
tance of setting specific goals. People say that they understand
this concept, but few actually put the concept into practice. For
example, average volleyball players set goals to improve their
“concentration” (exactly what is that?), whereas top performers
decide they need to practice tossing the ball correctly—and they
understand each of the elements in the toss.
As part of this focus on specific levels of achievement, top
performers set their goals to improve behaviors or processes
rather than outcomes. For instance, top volleyball performers
set process goals aimed at the set, the dig, the block, and so on.
Mediocre performers set outcome goals such as winning so
many points or garnering applause. In basketball, players who
routinely hit 70 percent or more of their free throws tend to
practice differently from those who hit 55 percent or less.
How? Better shooters set technique-oriented goals such as,
“Keep the elbow in,” or, “Follow through.” Players who shoot
55 percent and under tend to think more about results-oriented
goals such as, “This time I’m going to make ten in a row.”
This difference in focus is also borne out when players blow
it. Researchers stopped players who missed two free throws in
a row and asked them to explain their failure. Master shooters
were able to cite the specific technique they got wrong. (“I