Yes - 50 scientifically proven ways to be persuasive

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Let t his man ( R o be rt B . Cialdin i) persu ade Y O U ! A ”book review-presentation chimeraby Jussi Laakkonen jussilaakkonen.wordpress.com

description

Book review - presentation chimera of Robert B. Cialdini\'s book

Transcript of Yes - 50 scientifically proven ways to be persuasive

Page 1: Yes - 50 scientifically proven ways to be persuasive

Let this man (Robert

B. Cialdini) persuade

YOU!

A ”book review-presentation chimera”by Jussi Laakkonen

jussilaakkonen.wordpress.com

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Psychologist

Scholar, Ph.D.

Researcher for 30 years

Visiting professor, Stanford

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Chairman, Influence at Work

Renowned presenter

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Influence: Science & Practice

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> Influence: Science & Practice

Yeah,

over one

MILLION

copies sold!

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> Influence: Science & Practice

Yeah,

over one

MILLION

copies sold!

Not bad for a book that

explains the Jonestown

massacre and department

store bargain frenzies!

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> Influence: Science & Practice

Yeah,

over one

MILLION

copies sold!

Social proof!

one of theprinciples

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> Influence: Science & Practice

> Influence: The psychology of persuasion

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> Influence: Science & Practice

> Influence: The psychology of persuasion

> Yes! 50 scientifically proven ways to be

persuasive

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So good that I spent 5 hours

making this presentation to

share the goodness.

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50 rigoriously tested methods

Immediate real world application

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50 rigoriously tested methods

Immediate real world application

Did you know that 50 peop

le

hearted this presentation on

Slideshare! Would you like to

read on?

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50 rigoriously tested methods

Immediate real world application

Did you know that 50 peop

le

hearted this presentation on

Slideshare! Would you like to

read on?

I wish8-)

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Fasten your seatbelt.

Here we go.

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Oh and I’m going to

cover only 15 ways

to leave something to b

e

read from the book.

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Please call again if the lines are busy.

Social proof >> inconvenience

Everybody’s buying, hurry up

and don’t miss out!

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If people like me do it...

Social proof on steroids

when it comes from

> People like yourself

> People you relate to

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We produce 50% more litter today...WRONG!

Social proof works also for

negative actions.

Marginalize the negative actions

”Only 2% of people litter”

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You are better than average!

Social proof from statistics

attracts us towards the middle.

Reward high performers to avoid

them drifting back to the middle.

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Was that vanilla cherry diet cola+vitamins?

Too many options leads to

decision paralysis.

... and besides line extensions dilute the

brand and lead lower overall sales

(Positioning, Al Ries & Jack Trout)

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Free isn’t valuable

If you bundle or offer gifts,

highlight the real value.

Free software included! vs.

Software worth $500 included!

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High-end boosts mid-range sales

High-end = reference point

Expensive high-end ->

mid-range becomes a fair deal

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Fear by itself paralyzes

Offer a solution, actions to take.

Without actions pointing out risks

only instills fear and denial.

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How can I help you?

Reciprocity is a strong norm.

... and the world would be a better place

if we all asked how we can help other

people, instead asking how they can help us.

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John, thanks for filling this form!

Personal is persuasive.

Hand writing + Post-It Notes FTW!

Writing the note also commits

the writer himself to his words!

... more proof why Scrum’s post-it note

boards & daily stand up meetings work.

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Wow, they really go an extra mile!

Significant, unexpected,

personalized gifts go a long way.

Attention, extra mints after meal,

repeating my order word for word

-> a bigger tip for the waiter

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We’ve already done it on your behalf

You are free to participate or not.

Reciprocity back in action.

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Favors go out of fashion

As time passes the value of a

favour diminishes.

Gentle refreshing restores value.

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WE’ll mark you down as a yes and

let the others know you are coming.

We want to remain consistent.

Especially if others know.

Even more if we gave reasons why.

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Here’s your card, and we’d like to

give you two free stamps on it.

Motivated to collect all +

Personalized gift

No strings attached

A loyalty card with 2/10 marked

beats a card with 0/8 hands down.

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Great examplesGreat examples

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Great examplesGreat examples

Really usefulReally useful

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Great examplesGreat examples

Really usefulReally useful

Easy readEasy read

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Great examplesGreat examples

Really usefulReally useful

Easy readEasy readAlive & wittyAlive & witty

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Great examplesGreat examples

Really usefulReally useful

Easy readEasy readAlive & wittyAlive & witty

True to the titleTrue to the title

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GGRREEAATT

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