Article · ~7 min

Francis Flynn: If You Want Something, Ask For It

Marguerite Rigoglioso · Stanford Graduate School of Business Free Beginner

Flynn's research found people underestimate by as much as 50% how often others will say yes to a direct ask, which is useful context for the launches that genuinely deserve a personal push. It doesn't contradict the burnout worry, it sharpens it: the fifty people you keep tapping will say yes almost every time, which is exactly why it's easy to over-tap them without noticing.

• People say yes to direct requests far more often than the asker expects
• Because compliance is high, it's easy to keep asking the same people without feeling the cost
• High yes-rates make it your job, not theirs, to ration how often you ask