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
Plea se call again if the lines are busy.
Social pro of >> inconvenience
Everybody’s buying, hurry up
and don’t miss out!
If people li ke me do it...
Social proof on steroids
when it comes from
> People like yourself
> People you relate to
We produce 50% more litter today...
Social proof works also for
Marginalize the negative actions
”O nly 2% of people litter”
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.
Was t hat vanilla cherry d iet cola+vitamins?
Too many options leads to
... and besid es line extensions dilute the
brand and lead lower overall sales
(Positioning, Al Ries & Jack Trout)
Free isn’t valuable
If you bundle or offer gifts,
highlight the real value.
Free software included! vs.
Software worth $500 included!
High-end boosts mid-range sales
High-end = reference point
Expensive high-end ->
mid-range b ecomes a fair deal
Fear by itself paralyzes
Offer a solution, actions to take.
Without actions pointing out risks
only instills fear and denial.
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
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.
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
We’ve already done it on your behalf
You are free to participate or not.
Recip rocity back in action.
Favor s go out of fashion
As time passes the value of a
Gentle refreshing restores value.
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.
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 +
No strings attached
A loyalty c ard with 2/10 marked
beats a card with 0/8 hands down.