We all want to make an impact. We all want to not only be heard, but we want to influence people to see things our way, to do things that we would like them to do.
Scientists, in a number of independent studies, have come to the conclusion that more than 80% of people follow a very predictable pattern of positivity, energy, and attention. Four out of five people are more receptive and optimistic during the morning, turning far more closed and negative in the afternoon, and then become a bit more positive in the evening. A person’s openness follows a classic “hype curve” pattern.
I think many of us “know this” biorhythm from our own experiences and common sense. Unfortunately, our logical brain often overrides common sense when we schedule an important customer meeting at 1:30 pm on a Thursday or when we pitch our new idea to our manager right before quitting time.
Timing matters. Imagine that you could bat .333 vs. .250 on moments when you try to influence others, over the course of a 40 year professional career. What would be the domino effect of one additional positive outcome, one more decision in your favor, 50 times per year? Career momentum builds over time, just like compounding returns in the stock market.
Schedule your meetings at 9 am, 10 am, and 11 am. You might have to wait a few more days to land the favored time slot, but that’s ok. Would you prefer that your doctor is more attentive or less attentive as she diagnoses your problem? Would you prefer that your boss decide that you deserve the raise now or decides to push you off until the following year? Would you prefer to sell your spouse on your idea for a vacation this year? It is actually surprisingly simple to let natural rhythms work in your favor.
It doesn’t have to be hard to be effective. Optimism combined with good timing is a winning strategy.