There are plenty of ways to get people to do what you want a€” without them even realizing youa€™ve persuaded them. Whether you want people to like you, to agree with you, or to buy your products, use these tips to feel more powerful in your everyday interactions. In his book “Influence: The Psychology of Persuasion”, Robert Cialdini talks about an experiment he did.
Free 10-minute phone consultation for people who bought the DVD (deliver a lot of value here. Don’t you hate when you want to buy a laptop, you go to eBay and they have 2,000,000 laptops to choose from? What this means to you: narrow down the choices you give your visitors and you’ll increase your sales instantly. What this means to you: don’t just give people reasons to act; tell them why they need to act NOW! Note: Depending on your market, about 1% of the people will rip you off, but your sales will double. It does seem counter-intuitive and for commodities, like gasoline, the lowest price is king. The more expensive is often times perceived as the better product or service and in my experience this is the case more times than not. Since I started my business 5 years ago I have had to raise prices significantly, because I was getting too many clients.
Not to say you should just buy blindly on a higher price without looking any further, by all means do some due diligence. I still for the most part stay away from these tactics and I know it is to the detriment of my bottom line, but once in awhile I will use a few simply because in my line of work, the most important thing for me is to help consumers get out of their own way, and get the information that they need to resolve their problem. Psychological research suggests there are plenty of ways to get people to do what you want a€” without them even realizing youa€™ve persuaded them. Wea€™ve rounded up 11 science-backed strategies for getting people to like you, to buy stuff, and to give you what youa€™re after. In his TED Talk, behavioral economist Dan Ariely explains the a€?decoy effecta€? using an old Economist advertisement as an example.
The ad featured three subscription levels: $59 for online only, $159 for print only, and $159 for online and print. In other words, if youa€™re having trouble selling the more expensive of two products, consider adding a third option whose only function is to make the a€?expensivea€? product look more enticing. One study, cited in the book a€?You Are Not So Smart,a€? found that participants playing the ultimatum game opted to keep more money for themselves when they were seated in a room with a briefcase, a leather portfolio, and a fountain pen than when they sat in a room with neutral items.
This tactic could potentially work when youa€™re bargaining with someone a€” instead of meeting in a conference room, consider convening in a coffee shop so your partner is less inclined toward aggression. Psychologist Robert Cialdini says one way to influence people is to invoke the reciprocity norm.
And when youa€™re thanked for helping out, Cialdini advises saying something like, a€?Of course, ita€™s what partners do for each other,a€? instead of a€?no problem,a€? so they feel like theya€™re expected to do the same for you. The next time youa€™re trying to impress a hiring manager or the object of your affection, try subtly mimicking the way theya€™re sitting and speaking a€” theya€™ll probably like you more.
Scientists call it the a€?chameleon effecta€?: We tend to like conversation partners that mimic our postures, mannerisms, and facial expressions.


The strangest part of this phenomenon is that it happens largely unconsciously a€” most participants in the a€?chameleon effecta€? study werena€™t even aware that they were being copied.
On the contrary, when youa€™re delivering an argument that your audience agrees with, it helps to speak more slowly, so they have time to evaluate the message. One study found that when experimenters went door-to-door selling note cards for charity, DTR helped them make twice as much money as when they simply told people they were selling eight cards for $3. So if youa€™re planning to ask a coworker to help out with a project that will supposedly only take an hour, ita€™s best to ask at the end of a workday. In one study, people were more likely to clean up after themselves in a cafeteria when they saw an image of eyes than when they saw an image of flowers. Whether youa€™re trying to prevent littering or encourage people to return the books they borrow from the office library, it helps to give people the impression that theya€™re being watched.
In one study, people were asked two versions of the same question: a€?How important is it to you to vote in tomorrowa€™s election?a€? and a€?How important is it to you to be a voter in tomorrowa€™s election?a€? Results showed that participants in the a€?votera€? condition were more likely to cast their ballots the next day.
Thata€™s likely because people are driven by the need to belong, and using a noun reinforces their identity as a member of a specific group. Research suggests that people who experience anxiety and then a sense of relief usually respond positively to requests afterward. Thata€™s possibly because their cognitive resources were occupied thinking about the potential danger they encountered, so they had fewer resources left to think about the request that was just posed. While negotiating, research suggests you should emphasize to your partner what theya€™re about to gain as opposed to what theya€™re losing. That way, youa€™ll persuade your partner to see things from a different perspective, and theya€™ll probably be more likely to concede. They pay attention to their own behaviors and figure out what it is that gets them to buy or make decisions. This is because everything is either a great deal or an awful deal based on what you compare it with. For example, if you sell artisan bread try saying “this bread isn’t for people looking for mass-produced loafs of blandness.
Don’t just use your cousin Joe (the one with the beer belly) because he’ll do it for nothing.
But anytime the customer isn't comparing apples to apples, the customer will always look to price to determine quality.
I really like the decoy product idea, that makes a lot of sense and thinking about it, has caught me more than a few times!
The world hopes for even more passionate writers like you who aren’t afraid to say how they believe. Ariely figured out that the option to pay $159 for print only exists so that it makes the option to pay $159 for online and print look more enticing than it would if it was just paired with the $59 option.
Even though none of the participants were aware of what had happened, the business-related objects may have elicited competitiveness.
Basically, you help someone with something they need so they feel obliged to return the favor. Research suggests that when someone disagrees with you, you should speak faster so they have less time to process what youa€™re saying. While trying to figure out how many dollars 300 pennies comes out to, people are distracted, and so they just accept the idea that the price is a deal.


Yet someone whoa€™s tired or distracted will likely be less critical, and will simply accept what you say as true. That way, theya€™ll be drained from the daya€™s tasks and wona€™t have the mental energy to realize that the project will probably take up more of their time.
For example, people who heard an invisible policemana€™s whistle while crossing the street were more likely to agree to complete a questionnaire than people who didna€™t hear anything.
What restaurant would you rather go to: the one that is fully booked for the next 3 months or the one that’s empty? Use stock photos or if you need a model put an ad on Craigslist and you’ll get very attractive -although not famous- people to feature your products. It turns out the increase price actually reflects a better service because my skills have increased greatly over the 5 year period. This is what gives the best marketers in the world the edge that everyone else just dreams about. If lawyer A is charging twice as much as lawyer B, without knowing anything else, you'll assume the more expensive lawyer (Lawyer A) is better. And they said that the two have the same quality but the difference is that the other one is imported and because of the travel expenses. By learning the psychology of buying, moveover by learning your target markets psychology you can command premium dollars and stand apart from the competition. If you’re afraid of things going wrong, start by testing your guarantee on 200 sales and keep some reserve cash just in case. Now, ultimately value is what every customer is looking for, so if you're charging a higher price then the competition you better deliver a higher quality service. Then compare the extra sales with the refunds you had to give and see if it makes sense to keep doing it. In his TED Talk, behavioral economist Dan Ariely explains the "decoy effect" using an old Economist advertisement as an example.
Research suggests that when someone disagrees with you, you should speak faster so they have less time to process what you're saying. Yet someone who's tired or distracted will likely be less critical, and will simply accept what you say as true. In one study, people were asked two versions of the same question: "How important is it to you to vote in tomorrow's election?" and "How important is it to you to be a voter in tomorrow's election?" Results showed that participants in the "voter" condition were more likely to cast their ballots the next day. For example, people who heard an invisible policeman's whistle while crossing the street were more likely to agree to complete a questionnaire than people who didn't hear anything. While negotiating, research suggests you should emphasize to your partner what they're about to gain as opposed to what they're losing. For example, if you're trying to sell a car, you should say, "I'll give you my car for $1,000," instead of, "I want $1,000 for the car." That way, you'll persuade your partner to see things from a different perspective, and they'll probably be more likely to concede.



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