The Role of Covert Persuasion in Business

December 15, 2011 By Leave a Comment

The Role of Covert Persuasion in Business Is Very Important

Many people are interested in the role of covert persuasion in business. They want to know how to maximize their persuasion techniques and become more successful. The article we have for you today appeared in the Huffington Post and features the  strong, successful and determined, Arlene Dickinson.

The Role of Covert Persuasion in Business

By the time Arlene Dickinson was 30, she was divorced with four kids, had no savings and a high school diploma. Today, she’s one of the country’s most influential entrepreneurial leaders. Here’s how the Dragons’ Den co-star and CEO of Venture Communications used the art of persuasion to achieve success (and how you can, too).

How has persuasion helped you?

It’s helped me significantly. You can’t do anything on your own. At the end of the day, you do need support and need somebody to take a leap of fate with you. Sometimes, because you have a vision, it doesn’t mean you’re going to get anything done. For me, persuasion has helped me to get people to follow my vision, to believe in me and my efforts. It’s been a critical part of my life.

What tips do you have for women who want to get ahead in business?

To try to not play the feminist role. I always say I’m not a woman in business, but I’m a person in business who happens to be a woman. Emotion is not a dirty word. Instead of making excuses or trying to quell the emotional capacity we have, we should be embracing it and utilizing it in a positive manner and not making excuses for who we are.

Everybody shows emotion in some way and the truth of the matter is nobody will ever do anything for you in business unless they’re emotionally connected to you — and women do that better than anyone.

What is your advice for the younger generation of women interested in business?

They have to be confident and be able to illustrate why they deserve a place at the boardroom table. Women fought that fight 50 years ago to get into the workforce and for equality — now we need to show up and bring value to the boardroom table.

I think young women in particular need to realize their career will likely take a different path than men’s will, they have to embrace that too. They might have kids, they might get married or move cities; those are things most women deal with and not men.

Ms. Dickinson understands the role of persuasion in business and reveals her techniques for success in her book “Persuasion-A New Approach to Changing Minds”

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Persuasion is Like a Game of Follow the Leader

November 28, 2011 By Leave a Comment

Drew Stevens PhD writes in the Changing Minds.org that persuasion is like a game of follow the leader. Does he really mean it is as simple as that? All you need to do is take a good look around you and you will notice that anywhere or anything people are flocking to, has become a leader in it’s niche. Persuasion is like a game of follow the leader and the one with the most followers…wins!

“When you were a kid did you ever play follow the leader? Do you ever wonder why there are things that attract us to certain people? Buyers today become attracted with those that are not only contrary but offer value, substance, something the community can benefit from.”

“Think of this. When there is a new diet doesn’t most individuals tend to flock towards it? When there is a new television show, why is it that many need to view it? The reason there is some benefit statement, something of value that attracts us.”

Learn about leadership from team sports examples.

“For those entrepreneurs and practice professionals, gosh even selling professionals believe it or not – similar systems apply. Therefore it is important to build systems and support tools that allow you to create a universe that develops visibility and creates community.”

“Why because when you create, share and dispense valuable content you become the thought leader in your universe. This makes you invincible and gets others attracted. When this occurs you create a community that flocks to you while telling others of your value. Don’t believe?”

“Great examples include the incredible community of Facebook that does not advertise, the incredible activity of Apple retail stores – the busiest store in any US retail shopping mall and yes-even celebrities. Joe Paterno’s termination created a storm of activists. This is the incredible value of creating community, they surround you, they talk about you, and they protect you.”

So what are key methods for establishing visibility and community?

  1. Provide presentations to local community groups and present content congruent with your marketing message.
  2. Create a “meme” a marketing message that does not stereotype you but offers information based on your value. Email me and I will provide you a quick template to create a valuable meme.
  3. Get involved in local volunteer community programs so that your neighbors know you.
  4. Write tip sheets and articles in regional periodicals or those national periodicals for associations were you are a member or seek membership.
  5. Create alliances with others that allow you to build off of the others active network.
  6. Use a series of self-promotional integrated marketing messages that create shameless promotion on your services and value.
  7. Use the 4 to 1 referral system and achieve multiple referrals from every one person you meet.

“Just like the games when you were a child of follow the leader you must become the leader. You must build the connections, so that people follow you, believe in you and cannot move without you. When your community becomes your marketing department, you have a world you own and cannot achieve without your value.”

Persuasion is like a game of follow the leader and the strongest leader will usually have the most followers and followers means attention, traffic, opportunity, strength power and most importantly in this case; money.

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Language of Persuasion and Covert Hypnosis

November 21, 2011 By Leave a Comment

There is a distinct language of persuasion and covert hypnosis that an individual must master in order to become really comfortable with any hypnosis technique. Today’s article found on Slaw.ca on how to close more clients using persuasion, discusses mirroring and other anchoring techniques that speak the language of persuasion and covert hypnosis with every single word.

What is mirroring and how do you do without someone knowing?

“In his book, Influence, The Psychology of Persuasion, Robert B. Cialdini, Ph.D. discusses many factors that affect how persuasive you can be with others. Cialdini was also one of the authors of Yes! 50 Scientifically Proven Ways to Be Persuasive, co-authored by Noah J Goldstein and Steve J. Martin.”

“Lawyers can use these persuasive techniques to help them increase the percentage of inquiries or initial consultations that turn into paid client engagements.”

“People like people who are like themselves; they hire people that they know, like and trust. In your initial consultation, you need to build up the like and trust factors in order to increase the chances that the potential client will want to work with you by the end of the consultation.”

“In an earlier post, Who Are You Marketing To, I talked about clients being a reflection of you:”

“People do business with people they know, like and trust. Clients are attracted to people who, at least in some ways, resemble them. In order to trust someone, you must feel comfortable that the person you’re working with shares some of your values and goals. Identifying your individual values and what you stand for can help clarify the kinds of clients that you will work best with.”

“In other words, you can identify the kinds of clients you want to work with by understanding more about yourself. In the same way, expressing an understanding of who your clients or potential clients are and what their concerns are can help persuade clients to retain you. The authors of Yes! suggest that mirroring behavior plays upon the natural inclination to like those who are similar to you; reflecting the client’s words and body language can help you seal the deal.”

“I’ve talked about “speaking your clients’ language” before (most recently in the context of networking); instead of using legal jargon or words only lawyers use, use the words your clients use. Legalese and jargon create more distance between you and your audience.”

“If your goal is to demonstrate your expertise and show potential clients and referral sources that you understand their problems and can help them, you want them to feel like they know you and that you understand them and their problems.”

“Mirroring verbal language makes clients feel understood. It increases their positive feelings toward you and makes them more likely to decide to retain you to represent them. Matching the rate and volume at which you speak to your client and mirroring their body language can further reinforce those feelings of closeness and comfort, foster rapport and can also aid in your persuasiveness.”

“Don’t make sudden or drastic changes, but be cognizant of how the potential client speaks and their body language. Be careful not to mimic or copy the other person exactly or your efforts can backfire.”

“Mirroring may not work in situations where a client is anxious or overly excited – in that case, mirroring by repeating the client’s concerns back to them, making sure that they know they have been heard and understood, but consciously not mirroring their anxiety level or rate of speech may be more persuasive.”

“In those instances, you may be more persuasive by being more calm and reassuring, and you may even be able to get them to mirror you. When the potential client begins to mirror you, you’ll know you are well on your way to being in synch and signing a new client.”

There are so many ways to practice the art of mirroring and the more you practice of course, the sooner you will master it. Mirror with your family and friends. Try it out on people at work or when you go out. Practice it even for few seconds with a waitress or barber. You can practice the language of persuasion and covert hypnosis almost anywhere.

 

Filed Under: Conversational Hypnosis, Covert Hypnosis, Learn Hypnosis, Persuasion Tagged With: , , , , , , , ,

Persuasion More Effective When You Use the “Unexpected” Message

October 28, 2011 By Leave a Comment

Persuasion is more effective when you use the “unexpected message” and back it up with strong arguments. Why? People will listen and pay more attention to your message if you had and unexpected element to it. The problem is if you don’t deliver something worthwhile the persuasion is lost. Swaycraft Persuasion Techniques discusses the surprise element for effective persuasion.

Something unexpected can either take your mind off something else or help you focus on it. Photo courtesy of Morguefile.com

“In consumer research at least, experts can be more persuasive when they express uncertainty. Uncertainty works here because it is unexpected: we expect experts to be certain about their position because of their specialized knowledge and training.”

“Many authors suggest unexpectedness as one of the persuasion cornerstones. For example, Heath brothers make unexpectedness second element in their SUCCESs formula. (SUCCESs stands for Simple, Unexpected, Concrete, Credible, Emotional, Story – see their bestsellingMade to Stick).”

“Overall, this is solid advice. But it can also backfire.”

“Research indeed shows that in general unexpectedness boosts persuasion. The reason: unexpected message surprises your audience; they pay more attention; the more attention they pay the more likely it is that the message will sway them.”

“In essence, people are more likely to meditate on your message if it surprises them.

“But here is a critical requirement: your message must be supported by strong arguments. If not, your message will be ineffective or will even backfire because your audience will be more likely to spot any flaws.”

Sources:

  • Richard E. Petty, John T. Cacioppo, Rachel Goldman, “Personal Involvement as a Determinant of Argument-Based Persuasion,” Journal of Personality and Social Psychology, Vol. 41, 847-55 (1981).
  • Richard E. Petty and John T. Cacioppo, Communication and Persuasion: Central and Peripheral Routes to Persuasion (1986)
I know this works with children, I used to watch my kids’ pre-school teacher do this all the time. She was always prepared with a silly song or an unexpected detail, and it held the interest of most of the kids while she taught what she needed to. It’s works in advertising and relationships and business, persuasion is more effective when you use the unexpected message. 
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Filed Under: Covert Persuasion, Learn Hypnosis, Persuasion Tagged With: , , , , , , , , , , ,

Conversational Hypnosis and Public Speaking Techniques

September 19, 2011 By Leave a Comment

For anyone who is involved in public speaking, conversational hypnosis and public speaking techniques are useful and effective tools. The article below written by Jennifer VanBaren, appearing on the ehow.com site suggests several easy ways to incorporate conversational hypnosis and public speaking techniques into your persuasive speeches.

Public speaking techniques can be enhanced by conversational hypnosis

“Persuasive speaking is a technique people use that is aimed at convincing or influencing the speaker’s audience. People who give persuasive speeches often embrace an idea, an attitude or an opinion about a topic and write their speeches in a way that causes the audience to react to it. Persuasive speaking has several key characteristics that set it apart from other types of speaking.”

  1. Audience Focus

    • “Persuasive speaking is always done in a way that focuses directly on the audience. The writer of a persuasive speech concentrates each point of the speech directly on influencing the audience to think a specific way. According to Austin Community College, persuasive speaking is a way of manipulating the listeners’ thinking.”

    Pronouns

    • “Persuasive speaking primarily uses first and second person pronouns. This includes using “I,” “we,” “you” and “your.” By using these types of pronouns, the speaker refers directly to himself with the words he speaks and also talks straight to his audience by calling them “you.”

    Clear Claim

    • “A persuasive speech should present a clear and direct claim to let the audience know exactly what the speaker’s point of view is. A persuasive speech never gives the audience a chance to choose an opinion of the subject, but instead the speaker tries to offer only one position about the topic. 

      “When writing a persuasive speech, never deviate from your claim or stance on the subject. To convince the audience of your perspective, it is important to offer at least three support points. These points are strong pieces of evidence that prove your position is the best position to take.”

    Appeal

“Writers of persuasive speeches use various types of appeal to convince the audience. Ethos is a type of appeal where the speaker is qualified to speak about the subject. Ethos causes the audience to believe the speaker is an authority on the subject; it is obtained through the speaker’s qualifications, experience and knowledge.” 

“Pathos is another type of appeal a speaker often uses. Pathos works by appealing to the audience’s emotions. To use this type of appeal, use illustrations, parables and stories with moral values. Logos is a different type of appeal that uses facts and figures to support the speaker’s position.”

Everyone can identify a good speaker when they hear one, the message and impact of the speech is clear, and memorable and the listener feels good and has learned something valuable. Conversational hypnosis and public speaking techniques really do work and the proof will be when you start getting more feedback and better results from your speaking engagements.

Filed Under: Conversational Hypnosis, Covert Hypnosis, Covert Persuasion, Neuro Linguistic Programming, NLP, Persuasion Tagged With: , , , , , ,
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