Business Networking Part 6: Persuasion Strategies

Famous stars in commercials and not normal people.

Associate your product or service with positive emotions, ideas, or other factors.

Ivan Pavlov's dogs

Optimize this technique with a HOT TREND. Ex: Holidays, Olympics, Movie

Associate with a particular passion

Famous stars in commercials and not normal people.

Associate your product or service with positive emotions, ideas, or other factors.

Ivan Pavlov's dogs

Optimize this technique with a HOT TREND. Ex: Holidays, Olympics, Movie

Associate with a particular passion

The Rule of the Rare

Simply put, people want more of those things they can have less of.

It’s not enough simply to tell people about the benefits they’ll gain if they choose your products and services. You’ll also need to point out what is unique about your proposition and what they stand to lose if they fail to consider your proposal.

The Law of Give and Take

Simply put, people are obliged to give back to others the form of a behavior, gift, or service that they have received first.

So the last time you visited a restaurant, there’s a good chance that the waiter or waitress will have given you a gift. Probably about the same time that they bring your bill. A liqueur, perhaps, or a fortune cookie, or perhaps a simple mint.

So here’s the question. Does the giving of a mint have any influence over how much tip you’re going to leave them? Most people will say no. But that mint can make a surprising difference. In the study, giving diners a single mint at the end of their meal typically increased tips by around 3%.

Interestingly, if the gift is doubled and two mints are provided, tips don’t double. They quadruple—a 14% increase in tips. But perhaps most interesting of all is the fact that if the waiter provides one mint, starts to walk away from the table, but pauses, turns back and says, “For you nice people, here’s an extra mint,” tips go through the roof. A 23% increase, influenced not by what was given, but how it was given.

So the key to using the Principle of Reciprocity is to be the first to give and to ensure that what you give is personalized and unexpected.

Everyone Is Doing It

Science is telling us that rather than relying on our own ability to persuade others, we can point to what many others are already doing, especially many similar others.

Hotels often place a small card in bathrooms that attempt to persuade guests to reuse their towels and linens.

It turns out that this is a pretty effective strategy, leading to around 35% compliance.

Could there be an even more effective way?

It turns out that about 75% of people who check into a hotel for four nights or longer will reuse their towels at some point during their stay.

If we took a lesson from the Principle of Conformity and simply included that information on the cards and said that 75% of our guests reuse their towels at some time during their stay, so please do so as well. It turns out that when we do this, towel reuse rises by 26.

Get them to say YES! The more they say yes, the more they’ll say yes to you!

Lifejacket - Would You Grab It?

Would You Like To Meet More People?

Do You Like To Help People?

Keeps you in Charge. Gives you authority. Repeats their language.

Is this a drinking club? Answer: Do you like to drink?

Are the Jaycees a volunteer organization? Answer: Do you enjoy volunteering?

Affirmative Response Conditioning Statements or

Statements Used To Affirm A Positive Response

Standard

It’s a great day isn’t it.

You do want more excitement in your life don’t you.

Silent – Ask a question and nod your head

You are having a great time aren’t you? (While nodding your head)

You want to join this group don’t you?

An Either/Or Question That Assumes The Sale

Will you pay by cash or check?

Do you want me to come over on Tuesday at 1 or Thursday at 3?

Are you ready to NOW TAKE ACTION

It’s easy to NOW GET EXITED about the business.

Would you like to PAY WITH CASH Or Check?

“The moment you _____, you will ________.

The moment you join my team, you will have a great time!

When you attend the meeting, you’ll realize how great the Company really is.

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