Today, we’ll cover a technique often used by CIA operatives to obtain sensitive information discreetly and without appearing intrusive. It’s called elicitation, and you can use it to increase engagement online, boost revenue, or connect with people on a deeper level. Rather than asking direct questions like, 'How much do you make per hour?' the approach involves prompting the other person to ‘correct the record,’ thus encouraging them to reveal valuable information. Many Twitter users apply this strategy, often unknowingly, to spark genuine-seeming interactions that ultimately support their financial goals.
Imagine you’re an operative walking into a store, tasked with discovering the hourly wage of the employees without asking outright. Instead of a direct question like, ‘How much do you make per hour?’—which could be off-putting—you could casually say, ‘I just read an article this morning, stressing that wages here just went up to $20 an hour. That’s fabulous!’ Driven by the impulse to correct you, an employee might respond, ‘Actually, we only make $13.75 here,’ and just like that, you’ve acquired the information without directly asking.
This same principle applies online: by making bold or assumptive statements, you can prompt responses and engage people without explicitly asking for input. Veronica, for instance, uses this tactic to spark reactions, increase engagement, and grow her audience.
The Mechanics
Chase Hughes, a human behavior expert, identifies three primary techniques to trigger people’s natural urge to correct misinformation: presenting selective facts, expressing disbelief, or making provocative statements.
1. Facts, figures, and quotes
Statements like “I read somewhere that...” or “I heard that...” create opportunities for correction and additional input. For instance, when someone shares an exaggerated or inaccurate figure, as Veronica often does, it subtly encourages followers to jump in and clarify the details.
Example phrases:
- “I heard that...”
- “I watched a video where Dr. X said...”
- “I read in this book that...”
These phrases plant the seed for engagement, inviting others to step in and provide what they believe to be the correct information.
2. Disbelief
Expressing doubt is another way to encourage people to prove their knowledge. A simple expression of disbelief, such as “There’s no way that’s true,” can prompt someone to back up their claim. For instance, saying “There’s no way sugar is that harmful” might prompt a detailed response filled with evidence to the contrary.
3. Provocative Statements
Making slightly provocative or assumptive statements can prompt someone to clarify or correct. For instance, saying, “I bet this is a fun job to have!” may encourage them to share more about their work experience. When used skillfully, this approach can build connections.
Elicitation may feel like a subtle game, but it’s not inherently manipulative. Instead, it can create a sense of rapport, as others feel drawn to share their knowledge or correct misunderstandings. Practicing these techniques regularly can enhance your ability to connect with others while also making you aware of how subtle cues influence your own reactions. Whether in everyday interactions or on social media, elicitation leverages people’s natural need to correct and clarify, making it a powerful tool for building engagement and gathering information. When used ethically, it enhances interactions by inviting people to share willingly and creating a sense of authenticity—making it invaluable for anyone looking to deepen connections and foster engagement online. And now, the next time you see an influencer “corrected” by their followers, you’ll know the hidden power of elicitation at work.
