Sunday, October 9, 2011

How to get people buy your idea : Universal Laws of Persuasion

Ever wanted to get noticed?
Ever wanted to get approved?
Ever wanted to feel liked/loved?

I attended this persuasion seminar by John Calub and it taught me the universal rules when you want to effectively use your persuasiveness. The seminar aimed to enhance my persuasion techniques and be able to let my clients/friends/others get my point. Hopefully this one proves right to you.

1. Law of Reciprocation
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         When someone gives you something of perceived value, you immediately respond back with the desire to give something back. This is especially true to Filipinos, the term 'utang na loob' is highly common to this very humble race. In simpler terms, you should give something first before asking for a request or something; in that way your 'client' will be more soft heart-ed with you. The more harder or expensive the gift is, the bigger the emotional lag. So in Sales, before doing your sales presentation give "samples" first.

2. Law of Contrast
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         When two things, people or places that are relatively different from each other are placed near to each other in time, space, or in thought... people will see them as more different and easier to distinguish which one is more preferred. It is often easier to choose if you are shown a good and a bad option. This is really similar to persuading someone by letting one see the perks of your product over another similar yet lousy one.

3. Law of Scarcity

Retrieved from susanrosenthal.com. Copyrights to image are to the mentioned site.
        When a person perceives something he might want is limited quantity, he believes that that object has now a greater value than when it is in abundance. This is very in line with the words "One day only", "Limited Edition", "For a period of time". This is very much used in malls and in commercials. 

4. Law of Conformity
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         Most people tend to agree to ideas that will be perceived as acceptable by the majority of other people. This is commonly known as "Band wagon". Ensure that you talk as if you are in demand, make yourself sound credible and well respected. For presentations, you can use the word "IMAGINE" since this will provoke a very intimate and common feeling to everyone.

5. Law of Power
Retrieved from getentrepreneurial.com. Copyrights to image are to the mentioned site.
        People have power over other people to the degree that they are perceived as having greater authority, strength, or expertise in contrast to others. To have this confidence, you have to understand and develop your expertise on a certain field. If you cannot be the expert then find a credible expert to express your idea, in this way power can still be exuded. In this essence, you can see why people buy or go for branded goods. Brands are a way to model expertise on something. 

6. Law of Association
Retrieved from orgs.ttu.edu. Copyrights to image are to the mentioned site.
        People tend to like products, services, ideas that are endorsed by people we like or respect. This means that we tend to listen more or appreciate something if we know that the person delivering it is well rooted in society. For example, if Manny Pacquiao were to endorse a pain reliever and being an avid fan of his, one would definitely believe or endorse the same product to others just because Manny is respectable. So it pays to have pictures of yourself taken with celebrities or high class people, such that people will think that you are well rooted as well.


7. Law of Consistency

Retrieved from icsigns.org. Copyrights to image are to the mentioned site.
        People tend to take action if they themselves have written physically something that they have said or believed in. So during presentations, let your clients write the things that they've said and committed to. In this way a more personal bond is created between your idea and them.

8. Law of Friendship

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        People tends to give in to something if he/she thinks that you have his/her best interest in mind. This translates to building real friendships with people, you have top ensure that they feel loved and taken care of. Do not take advantage of others. If there is a weakness in your idea, let them know but give an alternative for it. This comes out as you caring genuinely, which you really should. Take care of others and others will do the same.

9. Law of Expectancy
Retrieved from okotoksdogwalker.com. Copyrights to image are to the mentioned site.
        People tend to be affected by expectations. When you believe that someone can do something at a certain way and he/she does it. This is very similar to the concept of "Law of Attraction". When someone expects you to perform well and keeps cheering you on, it helps you strive harder to achieve that. That is why Pep Talks are really important in work.

10. Law of Time

Retrieved from time-management-central.net. Copyrights to image are to the mentioned site.
          Changing someone time perspective helps them make different decisions. When people change their time perspective, they change how they feel about something and decisions regarding it. Thus it is very important to know how your client thinks. Let them move between the past, present, and future. This way you can strike an emotion that is intended to stress your idea.










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