Here is the bottom line for our everyday purposes: If you want your ideas to be stickier, you’ve got to break someone’s guessing machine and then fix it. But in surprising people, in breaking their guessing machines, how do we avoid gimmicky surprise, like the wolves? The easiest way to avoid gimmicky surprise and ensure that your unexpected ideas produce insight is to make sure you target an aspect of your audience’s guessing machines that relates to your core message. We’ve already seen a few examples of this strategy.

Mystery is created not from an unexpected moment but from an unexpected journey. We know where we’re headed—we want to solve the mystery—but we’re not sure how we’ll get there.

If we’re trying to persuade a skeptical audience to believe a new message, the reality is that we’re fighting an uphill battle against a lifetime of personal learning and social relationships. It would seem that there’s nothing much we can do to affect what people believe. But if we’re skeptical about our ability to affect belief, we merely have to look at naturally sticky ideas, because some of them persuade us to believe some pretty incredible things.

The lesson for the rest of us is that if we want to make people care, we’ve got to tap into the things they care about. When everybody taps into the same thing, an arms race emerges. To avoid it, we’ve either got to shift onto new turf, as Thompson did, or find associations that are distinctive for our ideas.

The story’s power, then, is twofold: It provides simulation (knowledge about how to act) and inspiration (motivation to act). Note that both benefits, simulation and inspiration, are geared to generating action. In the last few chapters, we’ve seen that a credible idea makes people believe. An emotional idea makes people care. And in this chapter we’ll see that the right stories make people act.