Entrepreneur Secrets: Expand your circle of influence
November 6, 2016
By Jerry Bellune
Are you familiar with the work of Robert Cialdini?
He teaches psychology at Arizona State University.
He spent 30 years studying how people are influenced.
He wrote “Influence: The Psychology of Persuasion.”
His book is based on research yet highly readable.
His latest book is the sequel, “Pre-Suasion.”
I recommend both to anyone who seeks influence.
He says influencing others isn’t magic – its science.
There are proven ways to make you more influential.
Most people don’t know how they make decisions.
Cialdini does. He’s found what influences decisions.
He’s discovered how to get prospects to say yes.
But be careful about what you offer prospects.
Never offer anything you don’t believe in.
Or anything you don’t believe will help the prospect.
If you don’t, poor products will backfire on you.
Buyers will warn other buyers to be wary of you.
Here are two of Cialdini’s principles of persuasion.
Principle #1: Reciprocation
We feel indebted to those who do something for us.
Whether it’s good advice, a gift or a referral.
Give your prospects something of value.
Most important, give them a great experience.
They will want to give you something in return.
For example, free samples can be effective.
A free gift makes us more likely to be receptive.
We’ll buy, donate to a cause, or tip a waitress more.
Gifts don’t have to be expensive. Favors work, too.
Principle #2: Social Proof
People look to others in their decisions and actions.
They want to know what everyone else is doing.
Cialdini tested ways to get guests to reuse towels.
• One cited the environmental benefits of reuse.
• Another said the hotel would donate to a cause.
• A third invited guests to donate to the cause.
• A fourth said others reuse towels at least once.
Sign #1 got 38%, #2 got 36% and #3 got 46%.
The biggest winner was #4 at 48%.
Other guests’ reuse encouraged more to comply.
Want to become more influential?
Our Nov. 17 seminar will show you how to do it.
For details, call Ashley at 359-7633.
Next: Build trust and loyalty.
Want to share this with a friend? Be my guest.
We only ask that you tell them where it came from.
Invite them to send me their email address.
They can reach me at [email protected]
I’ll email this strategy letter to them each week.
©2016 The Bellune Company, Inc.
Neither MidlandsBiz.com nor The Bellune Company, Inc. makes any warranty as to the results that may be achieved from using this information. ©2015 The Bellune Company, Inc. All rights reserved. Requests for permission to reprint or circulate may be obtained by emailing [email protected]
.
