By making small, ethical and most often cost-less changes to your offer, you will easily increase the chances of getting a yes for your request! Here's how:
1. Reciprocity
People give back to others when they receive first. Research done recently found that when restaurants give you a mint with your bill, tips increase by 3%! If they give you 2 mints, tips go up to 14%! That's much more than double! However, if they give you two mints just because they really liked you (and tell you why), tips increased to 23%! This applies to most other social situations! |
| Be the first to give, make it personal & unexpected! |
Would you like to get that 23% increase in your business? Here are the 3 things you should do:
1. Be the first to give value
2. Make it personal
3. Make it unexpected
2. Scarcity
People want more of what they can have less of (British Airways reduced a London - New York flight because it became uneconomical - upon announcement sales went up drastically) - in my case it is a spot in my yoga class! Spaces are limited so I know that if I miss my session I won't find another spot until the week after!To get the most out of this psychological phenomenon - instead of just explaining the benefits of what you offer, tell your prospective clients what is UNIQUE about it and what they will be LOSING OUT ON if they don't take it. Start by analyzing who your target audience is and what it is that they want so desperately! You can download this free sheet to help you underline your target audience and their needs.
3. Authority
People follow the lead of credible knowledgeable experts. For instance, people in uniforms are more likely to get help from strangers because they are seen as authoritative figures and are therefore given more trust.Arrange for someone to talk positively about you (ethically) before making your persuasion attempt. A study found that people do not really care that much about who is making the introduction or whether they are connected to you or even whether they are benefiting from it.
One real estate company increased sales by 20% by having their receptionist introduce the negotiator she is passing them through to as experts in what they were after. This could translate in a testimonial section, or endorsements on your website or social media!
4. Consistency
People like to be consistent with what they have already said yes to. By looking and asking for small commitments that can be made prior to asking your big question, you will increase the likelihood of people saying yes to you. An experiment done recently showed that a little commitment asked from people before being asked to commit to a bigger one increased the desired action by up to a whopping 400%.Early in your meeting, email or sales letter, ask questions that are likely to get a yes answer or get a small commitment! Moreover, try to break down the desired action in small steps which they can commit to gradually. E.g. By getting a lead to exchange some contact details for more information from you before asking him to schedule a demo or getting a simple email confirmation when scheduling a meeting.
5. Liking
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People work more with people that they like and this mainly happens due to these 3 major factors:
a. we like people who are similar to us
b. we like those who pay us compliments and
c. we like people who cooperate with us towards a common goal
b. we like those who pay us compliments and
c. we like people who cooperate with us towards a common goal
Studies found that exchanging personal information and looking for common likes rather than going straight to business increases like-ability and improved agree-ability by 40%!
In practice, you can use social media and website content in the right ways to get people to know you more personally and relate more to the 'character' of your brand.
6. Consensus
Especially when uncertain, people look to the actions of other people to determine their own!A hotel went from telling people to reuse their towels in order to take care of the environment to telling them that a high percentage of guests were already reusing towels to help the environment. This improved results by 26%!
Point out what many other similar people (to your clients) are already doing! This is easily done by restaurants who use TripAdvisor to share reviews of their food, service and ambiance by other clients!
A few changes in how you do and word things can have a great impact on how much you persuade people. Identify who your clients are and what they are looking for in a service provider first to get more sales for your business! Download a FREE guide here!
Based on the Universal Principles of Persuasion based on the research of Dr. Robert Cialdini, Professor Emeritus of Psychology and Marketing.
Let us know in the comment box below which of the above you can benefit from - in both your personal and business life!
Based on the Universal Principles of Persuasion based on the research of Dr. Robert Cialdini, Professor Emeritus of Psychology and Marketing.
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