No one wants your perfect: It’s science
Let’s play a game. I’ll tell you a story about three competitors. You tell me who wins.
Three actors, playing politicians, get up on stage in front of an audience. The first politician is a bumbling mess. They deliver a crappy speech, it’s not well put together, and they’re dropping papers everywhere. Politician #2 hits the podium wearing a great suit, sporting perfectly coiffed hair. They nail it, deliver their speech flawlessly. The third person is well-dressed but not immaculate. They trip walking up the stairs and spill a little water. They make a joke about it, laugh at themselves. They present their speech in a way that is competent and understandable, but not as polished as the second person.
Who do you think people like the most?
It’s no surprise that they like number 3. They like the politician who is competent but human. We don't want a screw up, but we don't want an automaton. We don’t want someone's perfect. We want their real.
Dr. Daniel Crosby, a psychologist and behavioral finance expert, shared this study with me on his Standards Deviation podcast. He said this concept is called the Pratfall Effect. Let’s talk more about what this phenomenon means and how we can use it as professionals trying to connect with our clients and ideal prospects.
What is the Pratfall Effect?
The Pratfall Effect refers to the concept that people are perceived as more likable and human after making a mistake or exhibiting quirks or flaws. It’s rooted in the idea that showing imperfections makes us appear more authentic and relatable, thus leading to increased trustworthiness and credibility.
Think about the ways that this phenomenon presents itself:
The actor that comes onto a Saturday Night Live skit and can’t keep a straight face in their scene - because honestly who can? We live for this.
The all-star athlete who trips and falls mid-game… we’re rooting for you harder now.
The Oscar winner who bumbles their words accepting their award. We feel you, babe!
The brand that admits to making a mistake. We think we can trust you… mooore now?
Why is the Pratfall Effect a thing?
The Pratfall Effect is driven by the need for us to connect with others. They’re imperfect, we’re imperfect; it connects us to one another… which builds trust. And why does this matter? Because you can use it as a tool for building rapport and credibility with your target market.
What are some practical ways to apply the Pratfall Effect to connect with my audience?
Don’t over-edit your videos. Um’s and uh’s are a normal part of human speech and people connect to you more when you aren’t overly polished. (You can edit some out if they are completely distracting from the message, but you get the point.)
Share your flaws. Got impostor syndrome? Struggle to manage your time? Fear public speaking? Share it! Vulnerability makes you more relatable, actually increasing your credibility.
Admit mistakes. Try writing a blog or social post about a mistake you made at work. Chances are you’re not alone.
Highlight challenges and setbacks, then demonstrate how you have overcome them. We’ve all had ‘em so let’s stop pretending work and life aren’t messy.
Incorporate a bit of self-deprecating humor in your interactions. We feel a connection when people don’t take themselves too seriously.
Brené Brown, known for her TEDx talk and books on authenticity, vulnerability, and leadership, says, "Imperfections are not inadequacies; they are reminders that we're all in this together." You can build rapport and trust with your prospects and clients by ditching the aspiration of perfection and getting real.
