Lecture - Module 12

3,270 views

Published on

Published in: Education, Technology, Business
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total views
3,270
On SlideShare
0
From Embeds
0
Number of Embeds
1,759
Actions
Shares
0
Downloads
16
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide
  • \n
  • \n
  • \n\n
  • \n
  • \n
  • The audience will do as you ask without any resistance.\nYou need a response only from the people who are willing to act. \nThe audience is busy and may not read all the messages received.\nYour organization’s culture prefers direct requests.\n
  • The audience is likely to object to doing as you ask.\nYou need action from everyone.\nYou trust the audience to read the entire message.\nYou expect logic to be more important than emotion in the decision.\n\n
  • The audience will do as you ask without any resistance.\nYou need a response only from the people who are willing to act. \nThe audience is busy and may not read all the messages received.\nYour organization’s culture prefers direct requests.\n
  • In a direct request, put the request, the topic of the request, or a question in the subject line.\nIn a problem-solving message, use a directed subject line: one that makes your stance on the issue clear. \nYou can also use common ground or a reader benefit to show readers that the message will help them. \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • Describe the problem you both share (which your request will solve).\nGive the details of the problem.\nExplain the solution to the problem.\nShow that any negative elements are outweighed by the disadvantages.\nSummarize any additional benefits of the solution.\nAsk for the action you want.\n\n
  • Specify how much time and/or money is required.\nPut the time and/or money in the context of the benefits they bring.\nShow that money spent now will save money in the long run.\n
  • \n
  • To have the reader act.\nTo provide enough information so that the reader knows exactly what to do.\nTo overcome any objections that might prevent or delay action.\n
  • To build a good image of the writer\nTo build a good image of the writer's organization.\nTo cement a good relationship between the writer and reader:\nTo reduce or eliminate future correspondence on the same subject so the message doesn't create more work for the writer.\n
  • describe the problem you both share (which your request will solve)\ngive the details of the problem\nexplain the solution to the problem\nshow that any negative elements are outweighed by the disadvantages,\nsummarize any additional benefits of the solution\nask for the action you want.\n\n
  • Be... \nfactual\nspecific\nreliable\n\n
  • \n
  • Lecture - Module 12

    1. 1. Persuasive Messages Module 12
    2. 2. Common Persuasive Strategies
    3. 3. Direct Request
    4. 4. Problem-Solving
    5. 5. How do you decidewhich strategy to use?
    6. 6. Use a direct request when... No audience resistance Busy audience Organizational Preference
    7. 7. Use a Problem- Solving stratey when... Audience objections Need full participation Audience will read completelyAudience privileges logic over emotion
    8. 8. Subject lines forpersuasive messages?
    9. 9. Subject Lines Direct Request: In the subject lineProblem-Solving Message: Your stance
    10. 10. Example Subject Line: Persuasive MessageSubject: Request for Updated Software(strategy: direct request)
    11. 11. Example Subject Line: Persuasive MessageSubject: Status of Account #3548-003(strategy: neutral position, topic-only)
    12. 12. Example Subject Line: Persuasive MessageSubject: Do We Need an AdditionalTraining Session in October?(strategy: question to introduce challenge)
    13. 13. Example Subject Line: Persuasive MessageSubject: A Proposal to Change theFormula for Calculating Retirees Benefits(strategy: propose action)
    14. 14. Example Subject Line: Persuasive MessageSubject: Arguments for Expanding theMarysville Plant(strategy: propose an action)
    15. 15. Example Subject Line: Persuasive MessageSubject: Why Cassanos Should Close ItsWest Side Store(strategy: argue an action)
    16. 16. Pattern for Problem- Solving Messages Problem Details Solution Advantages / Disadvantages Additional Benefits Call to Action
    17. 17. Handling Objections in Persuasive Messages Be clear about required resources Resources vs. Benefits Spending now saves later Appeal to reader benefits
    18. 18. Common Persuasive Messages• Orders and requests.• Proposals and recommendations.• Sales and fund-raising letters.• Job application letters.• Reports, if they recommend action.• Efforts to change people’s behavior.
    19. 19. Primary Purposesof Persuasive Messages Get the reader to act. Provide necessary information. Overcome objections.
    20. 20. Secondary Purposes ofPersuasive Messages Good image of writer. Good image of organization. Relationship with reader.Eliminate audience correspondence.
    21. 21. (12.2) How do youorganize a problem- solving persuasive message?
    22. 22. (12.3) How can you build credibility?
    23. 23. (12.18) How did yourespond to John Inoye’srequest regarding Peggy Chafez?

    ×