Yes - 50 scientifically proven ways to be persuasive

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

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Yes - 50 scientifically proven ways to be persuasive

  1. 1. (Robert Let this man rsuade B. Cialdini) pe YOU! A ”book review-presentation chimera” by Jussi Laakkonen jussilaakkonen.wordpress.com
  2. 2. Psyc hologist Scholar , Ph.D. 30 years Resea rcher for tanford iting pro fessor, S Vis
  3. 3. at Work irman, Influence Cha resenter Ren owned p
  4. 4. ractice nce: Science & P Influe
  5. 5. ractice nce: Science & P > Inf lue Yeah, over one M ILLION copies so l d !
  6. 6. ractice nce: Science & P > Inf lue Yeah, over one M ILLION copies so l d ! a book that N ot bad for Jonestown explains thend department massacre a ain frenzies! s tore barg
  7. 7. ractice nce: Science & P So cial proof! > Inf lue one of the Yeah, principles over one M ILLION copies so l d !
  8. 8. ractice : Science & P suasion nfluence y of per >I e: The psycholog > Influenc
  9. 9. ractice : Science & P suasion nfluence y of per >I e: The p sycholog ys to be Influenc oven wa > fically pr > Yes! 5 0 scienti per suasive
  10. 10. 5 hours at I spent tion to S o good th presenta m aking this e goodness. share th
  11. 11. ethods tested m 50 rig oriously plication orld ap Immedi ate real w
  12. 12. ethods tested m 50 rig oriously plication orld ap Immedi ate real w 0 people ow that 5 tion on D id you kn presenta hear ted this ld you like to Slidesh are! Wou ? read on
  13. 13. ethods tested m 50 rig oriously plication orld ap Immedi ate real w 0 people ow that 5 tion on I wish D id you kn presenta 8-) hear ted this ld you like to Slidesh are! Wou ? read on
  14. 14. seat belt. F asten your He re we g o.
  15. 15. goi ng to Oh a nd I ’m er o nly 15 ways cov to be th i n g . to leave some book read fro m th e
  16. 16. Plea se call again if the lines are busy. Social pro of >> inconvenience Everybody’s buying, hurry up and don’t miss out!
  17. 17. If people li ke me do it... Social proof on steroids when it comes from > People like yourself > People you relate to
  18. 18. We produce 50% more litter today... WRONG! Social proof works also for negative actions. Marginalize the negative actions ”O nly 2% of people litter”
  19. 19. You are better than average! Social proof from statistics attracts us to wards the middle. Reward hig h performers to avoid them drift ing back to the middle.
  20. 20. Was t hat vanilla cherry d iet cola+vitamins? Too many options leads to decision paralysis. ... and besid es line extensions dilute the brand and lead lower overall sales (Positioning, Al Ries & Jack Trout)
  21. 21. Free isn’t valuable If you bundle or offer gifts, highlight the real value. Free software included! vs. Software worth $500 included!
  22. 22. High-end boosts mid-range sales High-end = reference point Expensive high-end -> mid-range b ecomes a fair deal
  23. 23. Fear by itself paralyzes Offer a solution, actions to take. Without actions pointing out risks only instills fear and denial.
  24. 24. H ow can I help you? Recipro city is a strong norm. ... and the world would be a better place if we all asked how we can help other us. people, instea d asking how they can help
  25. 25. J ohn, thanks for f illing this form! Personal is persuasive. Hand writing + Post-It Notes FTW! Writi ng the note also commits the write r himself to his words! ... more proo f why Scrum’s post-it note boards & daily stand up meetings work.
  26. 26. Wow, they really g o an extra mile! S ignificant, unexpected, personalize d gifts go a long way. Attention, extra mints after meal, repeating my order word for word -> a b igger tip for the waiter
  27. 27. We’ve already done it on your behalf You are free to participate or not. Recip rocity back in action.
  28. 28. Favor s go out of fashion As time passes the value of a favour diminishes. Gentle refreshing restores value.
  29. 29. WE’ll mark you d own as a yes and let the others know y ou are coming. We want to remain consistent. Espec ially if others know. Even more if w e gave reasons why.
  30. 30. H ere’s your card, and we’d like to g iv e y o u t w o f ree stamps on it. Mo tivated to collect all + Personalized gift No strings attached A loyalty c ard with 2/10 marked beats a card with 0/8 hands down.
  31. 31. ex a mpl es Gr eat
  32. 32. ex a mp l es Gr eat ally use ful Re
  33. 33. ex a mp l es Gr eat ally use ful Re E as yr ead
  34. 34. ex a mp l es Gr eat ally use ful Re E as yr ead live &w itty A
  35. 35. ex a mp l es Gr eat ally use ful Re E as yr ead live &w itty A title Tru e to the
  36. 36. G R E A T

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