Persuasion and cyber security

You can’t rely on technology to solve your cyber security issues.

Cyber security is largely a “people” issue: cyber breaches are generally caused by people behaving in an unsafe manner, whether they know they are doing so or not. The solution is to persuade them to behave safely.

But how can you persuade people to do this?

Effective cyber communication

The first step is developing an appropriate communication programme. Of course you already know that this shouldn’t be a “death by PowerPoint” style lecture.

You are going to make your communication engaging and interactive with lots of colour and interesting imagery. You are going to start training sessions off with uplifting material that gets people into a good mood – games, stories, or other activities designed to generate a feeling of well being.

But what about the content of your communications? How should you structure the messages that you need to get across? Here are a few Do’s and Dont’s:

  • Do describe security problems in a clear cut and simple way so that people can understand everything you are saying. Don’t use jargon and make it all sound frightfully difficult because you want to look clever
  • Do give people hope – while 100% security is impossible, you should emphasise that there is a lot that can be done to minimise threats and the consequences of a cyber incident. Don’t use “fear, uncertainty, doubt” to persuade people of the importance of the risk: they will just bury their heads in the sand.
  • Do make the risk relevant to the individuals you are talking to – describe personal risks, to their reputation or their jobs. Don’t describe it as a risk to the faceless organisation they work for.
  • Do stress that the risks are immediate ones that are all around you as you speak. Use examples of things that have happened, ideally to your organisation or a competitor. Don’t describe potential incidents that might happen sometime in the future.

Marketing techniques

There are also a number of marketing techniques you may be able to bring into your communications:

  • Use the power of FREE when describing techniques that people can take to avoid risk; this could be FREE training to avoid phishing, or some FREE software people can download to use at work and at home
  • Use the power of loss. When faced with a potential loss, people are risk averse. So emphasise what people might lose if they behave unsafely, not what they might gain if they behave safely. The loss needs to be personal, for instance it could relate to losing money when shopping online
  • Use the power of authority to persuade people. If you can ensure that your organisation’s leaders will act – and you can show them acting – in a cyber safe way then you have a good chance that people will follow their lead.
  • Use the power of peer pressure. People will often follow the lead of the people around them as they don’t want to seem out of step with the majority’s way of behaving. So if you can persuade some people to endorse safe behaviour during a training session, others will inevitably follow them. Having a few “stooges” as part of your audience may help!
  • Use the power of discovery. Guide people towards uncovering solutions to cyber risks, rather than telling them what to do. If they are responsible for defining solutions they will value those solutions. If you simply give them someone else’s solution it may well be discounted as “Not invented here”

You are trying to change people’s behaviour and it is important that you succeed. Think about what will persuade people. And don’t be afraid to use a few cheesy marketing techniques along the way.

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