This document discusses strategies for effective persuasion and influence. It outlines analyzing goals and audiences, building arguments through deductive or inductive reasoning, and calling others to action. Key elements of persuasion discussed include gaining attention, building rapport, establishing credibility, communicating messages through emotion or logic, and overcoming objections. The document also covers organizing messages, storytelling techniques, roleplaying, and sources of influence like expertise or relationships. Negative influence tactics like avoiding, threatening or intimidating are also mentioned.

1. Persuasion

2. Persuasion
(Influence Tactics)

3. All communication should aim -- to move
an audience to do something; to buy a product,
to change a behavior, to move someone to take
action.
PERSUASIVE STRATEGY:

4. Communication
Sender--Message Encoding--Channel--Receiver--Message Decoding
F E E D B A C K Reaction
Received and Adjusted
Received and Ignored
Missed altogether

5. ANALYSIS:
 Analyze your Goal
 Analyze Yourself
 Analyze your Audience
 Build your Argument
 Call to Action

6. Persuasion – Elements
• Gain Attention
• Build Rapport
• Establish Credibility
• Communicate your Message
– Appeal to Emotion
– Logic
– Relationships
• Overcome Objections

7. Gaining Attention

8. Building Rapport

9. Establish Credibility

10. Organizing Your Message
• What’s your point?
• What do you want them to know or do?
• How / By when?

11. Organizing Approaches
• Main Point – Supporting points
• Chronological
• Comparison and Contrast
• Cause and Effect
• Subject -- Categorical
• Scenario – What if

12.  Build your
Argument
DEDUCTIVE -- Decision because this and this and this…..
INDUCTIVE -- Because of this and this and this….then

13.  Call to Action
- Credibility
- Content
- Organization

14. Storytelling
Opening - Getting Attention
Building - Holding Attention / Making your Point
Overcome Obstacles - Challenges
Portray What Action Looks Like
Results - What Action Leads to

15. Role-playing
- Walk in the other persons shoes
- Point / Counterpoint
- Instant Replay
- What would Eleanor Roosevelt do
- Look at a situation through a child’s eyes
- Tape record - Voicemail yourself

16. Sources of Power
• Positional
• Expert
• Reference
• Relational
• Experiential

17. Influencing Tactics
• Legitimizing
• Logical Persuading
• Appealing to Friendship
• Socializing
• Consulting
• Stating
• Modeling
• Appealing to Values

18. Negative Influence Tactics
• Avoiding
• Threatening
• Intimidating
• Manipulation

20. 90 Second Elevator Speech

21. Preparation – Ask yourself
• What is your product/service/solution?
• Who is the intended customer?
• What need or problem do you address?
• How does it work?
• What are the benefits?
• Why are you different/better than the others?
• What do you want them to do when you are
done?

22. The Pitch
• Get attention – The Hook
• Convince person of mutual benefit
• Set the stage for follow up