Types of Persuasion

Ten minute video showing scientifically proven methods of persuading or selling to others.  In short they are:

1.) Reciprocity – Be the first to give a gift, complement or nice deed.  This sets the standard for the relationship and the other party is more likely to give back to you.  Be sure to give genuinely and to make the other party feel special about the gift they receive.

2.) Scarcity – People are more likely to want something that they believe is limited in time or quantity.  How many times have you heard a commercial say something like, “For three days only ……”?  They are appealing to your sense of scarcity  and to your fear of missing out.

3.) Authority – People are more likely to be persuaded by those who are perceived authorities in the subject matter.  One company simply had the receptionist change her comments to incoming callers from, “Ok, I’ll forward you over to sales,” to “OK, I’ll forward you over to Steve.  He specializes in this situation.”  Sales grew immediately even though there were no other changes in the process or offering.

4.) Consistency – People like to be consistent with things they already said.  Ask the other party to agree in principal before bringing up all of the details.  Those details are less likely to be an issue if the person has already agreed either in principal or to other parts of the package.

5.) Liking – People are more likely to be persuaded by people they like.  No surprise.  Therefore, spend a few minutes trying to find common ground, interests you share or anything else the other person can relate to you as a person.  Also be authentic and complementary.

6.) Consensus – In another study, a company was able to increase sales by offering the same three plans they had offered for years but they added a line to their sales script that said, “Our most popular plan for customers with interests like you is plan B.”  Not only did plan B sales go up but overall sales went up.


Science Of Persuasion

Go Trump Yourself

whatever you think about Donald Trump, he is exceptionally good at one thing: telling us how good he is at everything. He recent was asked about a foreign policy question he clearly had no background in. Instead of admitted a weakness, he turned it around and started saying that once he started with foreign policy he was going to be so good we wouldn’t believe it. 

I remember interviewing someone. I asked her some jargon filled question. She answered with, “I don’t know what that is but I know I can be great at it if you show me what it is!”  Her body language expressed confidence and excitement as well. We hired her!

So be a little Trump. Go ahead and say you don’t know something but follow up with excitement and say you will be great at it in a little time. 

Are you ready to burn you ships and get riches?

In 1519, Cortez landed on the new world with a small army. His men were heavily out numbered. Cortez ordered the men to burn the ships. Then he said that the only way to ever see home again was to be victorious. They would either be victorious or die. His men were victorious. 

Retreat is easy when you have the option. When your only choice is success, you leave no room for hesitation. You waist no effort keeping doors open.  All of your effort goes into your conquest. 

Are you ready to commit so heavily to your goal that you will burn or ships or are you going to court failure by keeping your escape route open?

Write your goal down or give up already!

The power of written goals is well documented.  In a Harvard MBA study, students were asked if they had clear written goals and plans to accomplish them.  Only 3% had clear written goals.  Ten years later, those 3% were earning ten times as much as the other 97%.  Not on average.  Combined.  Three people made ten times as much as the combined earnings of 97 people.  This means that those 3% earned more than 300 times on average than their other classmates.  Note that this isn’t just written goals but HAD A PLAN TO ACCOMPLISH THEM.  In another study, Dr. Gail Matthews found that you are 42% more likely to achieve your goals simply by writing them down.  Study after study as well as personal experience proves that writing your goals down makes it significantly more likely that you will accomplish and exceed your goals.

So why does writing your goals down make them more likely that you will accomplish them?  Here are a few benefits of writing your goals:

1.) Focus: Writing your goals out forces you to be very specific with what your goals really are.  When you write your goals down, you clarify what it is that you really want.  It allows you to spend some time to make sure that your goals are complete and pieces aren’t left off.

2.) Prevents goal creep: Goals that aren’t written down tend to change over time.  Sometimes they change in big ways.  Sometimes in little ways but when your goals are always changing, it makes it difficult to make the many small decisions that will lead you to success.

3.) Prioritization: You can accomplish anything but you can not accomplish everything.  There simply is not enough time or other resources for one person to accomplish everything.  When you try to accomplish too many things, you end up accomplishing nothing.  Writing down your goals helps you determine what actions and decisions you must make today to accomplish your big goals.

The 15 characteristics of effective entrepreneurs

One person’s take on what make’s entrepreneurs tick:

In reality, entrepreneurs have a wide variety of characteristics.  Some may sound exactly like what is described here.  Many sound like the exact opposite.  Who ever you are, what ever you want to accomplish, don’t let anyone else’s definition of what you can or can not accomplish define you.

Set your own goals.  Put in the effort.  Succeed by your own definition and in your own style.