How to Get People to Like You: The Science of Persuasion (IgnitePhilly 5)

Getting People to Like You: The Science of Persuasion www.andrewjrosenthal.com Andrew J. Rosenthal [email_address] twitter: @andrewrosenthal 20 slides : 5 minutes

Who wants to be liked? 1

Being liked is good for business 2

Being fascinating can lead to trouble… 3 “ fascination” comes from the Latin fascinare , to bewitch

The mechanism of liking 4

Three approaches: How to Get People to Like You 5

Seven triggers of fascination
Lust
Mystique
Spark curiosity
Withhold information
Build mythology
Limit access
Alarm
Vice
Trust
Prestige
Develop emblems
Set a new standard
Limit availability
Earn it
Power
6

People like Zappos.com 7
Trust
Become familiar
Repeat and retell
Be authentic
Accelerate trust
Badges
Core beliefs
Culture

8
Become genuinely interested in other people
Smile
Remember that a person’s name is to that person the sweetest and most important sound in any language

10 KIPP Schools Teach students to be liked by adults S it Up L isten A sk Questions N od T rack Speaker with eyes

Three Steps to Becoming More Fascinating 11 xxxxx Lust xx xxx Mystique xxxx xx Alarm xxxxx xxxxx Prestige x xxxxxx Power xx x Vice xxxxxx xxxxxx Trust xx Lust Mystique Alarm Prestige Power Vice Trust

12 Step 2 : Develop a plan
Find your fascination badges, then refine and expand
Purpose
Core beliefs
Heritage
Products
Benefits
Actions
Culture
Step 3 : Execute on the plan

Liking
Social Proof
Consistency
Authority
14

Reciprocity
15

Scarcity
16

Want more information?
Slides and links at andrewjrosenthal.com
email me: andrew@andrewjrosenthal.com
Check out:
Robert Cialdini: Influence: Science and Practice
Sally Hogshead: Fascinate
Dale Carnegie: How to Win Friends and Influence People
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How to Get People to Like You: The Science of Persuasion (IgnitePhilly 5)

by Andrew Rosenthal on Mar 03, 2010

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