The 7 most important strategies to gain influence

1. Top 7 influential strategies
For those who want to impact for
the better….
Or for the worst…
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2. Top 7 influential strategies…
1. Instincts
2. Power of stories
3. Brain tricks
4. Need to belong4. Need to belong
5. Desire of mastery
6. Power of habits
7. Carrot & the stick
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3. 1-INSTINCTS
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influence for trainers speakers
coaches

4. Fear
• grab attention
– show dangerous events
• triggers action immediately
• remember you?• remember you?
– pictures/word inspire fear
• of loss
– more motivation
– avoid trying something new
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5. Moods
• up
– will try something new easily
• bad
– avoid to try something new– avoid to try something new
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6. Control
• give choices
– limit to 3 (max 4)
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7. Feeling Save
• helps to do somehting new
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8. Chemicals released
• dopamine
– wanting
– searching
– stronger then endorfine
– released after consumption of little bit of info– released after consumption of little bit of info
• BREAKS!
– stimulated by unexpected things happening
• e.g.. warning for email
– USE
• make stimulus unpredictable and use Sensory
channels (VAKS)
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9. Chemicals released
• endorfine
– liking
– satisfaction
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10. When you change your audience "persona",When you change your audience "persona",
they will change their behavior
2-POWER OF STORIES
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11. Power of stories
– persona=identity
• use persona , your audience is most
willing to connect to
• introduce a small crack in existing persona
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• introduce a small crack in existing persona
– e.g.; once you go Mac, you never go back

12. 3-TRICKS OF THE MIND
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13. Lazy brain has 2 - systems
• System 1
– automatic
– fast
– tries to jump in first
– easy
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– easy
– intuitive
– best guess
– looks for what= normal
• System 2
– effortful
– slow
– pupils dilate

14. System 1
• use Simple+familiar= good and true
• Familiar= good + true
• Familiar = more likely to occur
– e.g.. Yesterday customer said... and cashier
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– e.g.. Yesterday customer said... and cashier
did...
– Give examples of what occurred recently
• overestimation of likelihood

15. if you want yes make it easy
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16. If you want people to think…
make decision making difficultmake decision making difficult
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17. Priming
• e.g.. Suitcase
– P...CK
– PACK
• Hockey
– P..CK– P..CK
– PUCK
• when you want people to anchor with high
number, Give high number
• when you want people to anchor with low number,
give low number
• target narrow, use very specific number
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18. confirmation bias
• focus on what they believe
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19. Uncertainty & Ambiguity
• to propel to action, use uncertainty &
ambiguity
• to make uncertainty & ambiguity to go
away, provide easy solutionaway, provide easy solution
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20. 4-NEED TO BELONG
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coaches

21. Need to belong
• let them feel connected
– use laughter to bond
• when asking, use nouns to invoke identity
rather then verbs
– Are you a learner<> do you learn– Are you a learner<> do you learn
– Subtopic
• to get people to do something, be passionate
about what you aks
• to get people to do something, show others
are already doing it
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22. 5-DESIRE FOR MASTERY
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23. Desire for mastery
• Reward unexpectedly
• linked with dopamine
– curiousity lets us servive
– better for long run motivation– better for long run motivation
• uses intrinsic motivation
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24. 6- POWER OF
HABITS
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25. Habits
• install new habits using cues and reward
– break desired habit in small steps
– make it as easy as possible
– No decission making required except to start– No decission making required except to start
– anchor on existing habit
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26. 7 - CARROTS AND STICKS
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27. New behavior
• solution
– continuous reinforcement
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28. Stick behavior?
• solution
– variable ratio scheme ( sometimes after x,
times, then after y times)
• employee does not know when rewarded• employee does not know when rewarded
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29. Stable behavior quality
• Quality job regularly
• Not necessary a lot
• Solution
– variable interval in time ( sometimes after 1– variable interval in time ( sometimes after 1
minute, then after 50 hours, etc…)
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30. Burst of behavior
• fixed ratio
– e.g.. Frequent buyer card for 12 coffee's with
2 stamps already on it
– more motivated when you show what is left– more motivated when you show what is left
– not effective for getting consistent behavior
• People are more attracted by goal, when
reaching the end
– e.g./ You smell your stable?
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31. Carrots
• money
• food
• tickets for concerts
• jewelry
• clothes• clothes
• praise
• appreciation
• attention
• autonomy
• social interaction
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32. Rewards
• immediately after behavior
• AFTER!
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33. Eric Van Camp
Results Soft Skills Trainer
Reinforcer
Coach
Facilitator
Soft Skills | Leadership | Reinforcement
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Soft Skills | Leadership | Reinforcement