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Ever heard of the Benjamin-Franklin Effect?

Benjamin Franklin was a master at winning people over—but not in the way you might think. During a political campaign, he wanted the support of one of his biggest rivals. Instead of impressing him with praise or arguments, Franklin did something unexpected: he asked to borrow a rare book from the man’s personal library—a book he knew was there. The rival agreed and sent it to him.

Franklin returned it with a thoughtful note, saying how much he enjoyed it. That small gesture sparked something remarkable. The rival, who once opposed Franklin, began seeing him in a new light. Over time, they even became friends.

This shift is a perfect example of what’s now known as the Ben Franklin effect—the idea that we tend to like people more after doing them a favor. It sounds counterintuitive, but psychology backs it up.

Why does it work? It comes down to cognitive dissonance—the uncomfortable feeling we get when our actions and beliefs don’t match. To reduce that discomfort, our brain adjusts one to fit the other. So if we do a favor for someone we didn’t particularly like, our mind resolves the tension by thinking, “I must actually like them.”

So, what does this have to do with physiotherapy? Quite a lot, actually. Here are two ways I’ve seen the Ben Franklin effect help build trust and cooperation with patients.

🤚🏻 Scenario #1: Building trust through touch

I don’t rely heavily on passive treatments—I want patients to take an active role in their healing. But touch has a powerful placebo effect. When I offer a short passive treatment—like a massage or gentle mobilization—it’s a small favor.

That gesture often makes patients feel better, yes—but more importantly, it makes them feel safe. They start to like and trust me more, not because I cured them instantly, but because I showed that I cared. And from there, it’s much easier to get them on board with active treatment. They’re more willing to try exercises, follow advice, and believe in their own ability to heal.

💬 Scenario #2: Asking the patient for a favor

Sometimes, patients are skeptical or guarded—maybe they’ve tried multiple therapists with little success. Instead of trying to “win” them over with expertise or explanations, I flip the dynamic and ask them for a small favor.

It could be something like:

• “Would you mind tracking how much you walk this week?”
• “Could you try this one exercise at home and let me know how it feels?”

By saying yes and doing something for me, their brain starts aligning behavior with attitude. They might not even notice it, but taking that small step builds trust. It turns the dynamic into a subtle collaboration. And once that first favor is done, it’s easier to work together—they’ve already started investing in the process and in us as a team.

When we do favors for someone, our brain quietly reasons that we must like this person. That small shift makes future collaboration smoother and more genuine.

In the end, trust isn’t built by big results alone. It’s built by small, meaningful moments.

We’ve seen how the Ben Franklin Effect quietly shifts attitudes—whether through offering a small favor or asking for one—it’s time to try it for yourself. These aren’t just abstract ideas; they’re simple, actionable strategies you can start using today.

🧪 Let’s Experiment

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Use small favors to build trust.

Just like Franklin, you don’t need grand gestures to create meaningful connections—small, intentional actions can shift attitudes and strengthen relationships.

🎯 Try This:

Offer a micro-gesture of help. It could be a short passive treatment, a quick check-in, or a tiny request for a small commitment—like tracking one exercise at home. Notice how these small acts often make patients feel cared for, heard, and more willing to engage actively in their own healing.

🧠 Final Thought:

Trust grows in small, consistent moments. Each favor, each thoughtful gesture, quietly signals that you care and builds a foundation for collaboration, better engagement, and stronger outcomes.

I will speak ill of no man and speak all the good I know of everybody.

Benjamin Franklin

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Keep it simple, stay curious, and keep learning—you’ve got this.

Take care,

Carina 🦊