Persuasion is Like a Game of Follow the Leader

November 28, 2011 By Leave a Comment

Persuasion is like a game of follow the leader, Drew Stevens PhD writes in the Changing Minds.org (persuasion).  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!

Persuasion is like a game of follow the leader

"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."

"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."

The Most Persuasion

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

    Persuasion has a distinct language of its own.  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 (persuasion) 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.

    persuasion

    Persuasion in the Real World

    "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."

    Practice Persuasion All The Time

    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.

     


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      How to Handle Tough Customers with Persuasion Techniques

      November 1, 2011 By Leave a Comment

      Persuasion techniques are valid everywhere.  Everyone needs strategies for how to handle tough customers, such as persuasion techniques. With persuasion techniques by Michael Lee, author of "How to be an Expert Persuader" (persuasion techniques) you get the chance to turn that "less than cooperative: client who may be already escalating his or her anger,  into a warm, friendly, happy client again. How? You are wondering. It' s not as hard as you think to know how to handle tough customers with persuasion techniques. 

      Persuasion Techniques

      "Persuasion techniques are essential to apply in the field of sales and marketing, as dealingwith an irrational customer is one of the toughest situations you can tackle. How do youexactly alleviate the fury of a buyer who is livid because of something you, the service or product, or your company failed to perform? This is where influence and persuasiontechniques may come in handy.Because the field of sales is not a walk in the park, there will be times when you will beshouted at, and even hurled harsh words by clients who are not satisfied."

      "Don't bealarmed. This is a normal situation. And being so, there are ways to rise above them sothat you don't break down, too.First, find out what the client is angry about. Is he complaining about your service? Is heunclear about certain points in the agreement or the product? Did the problem come fromyou or did it spring out of his frustration over something he misunderstood? What are his sentiments exactly?"

      "You can find this out by being calm with the client, no matter how irritable he is. Askpolitely what the problem is and request that he explain it to you. Don't interrupt and try todefend yourself or correct him while he explains. Wait for him to finish and then enumerateall your responses to his problems.Often, the customer does not really want to know exactly what you are doing to rectify thesituation, only that you tell him that steps are being undertaken to correct it, and when precisely this is expected to be solved."

      "One thing clients hate most is continuously waiting for solutions that are not certain to happen.When you have figured out what he needs, level with him. Building rapport with your clientis one of the best ways to get into a straight conversation with him without the flare-ups.This means adopting his current mood. If he is angry, let him know that you understand hisfeelings. If he is frustrated, empathize. Clients appreciate people who they know feel their pain. When you have succeeded in this, you can expect to have a much calmer discussion right after."

      Using Persuasion Techniques

      I just had this exact thing happen to me recently and it actually took place through emails so I was simply using written words (and persuasion techniques) to communicate which made the whole situation more challenging or easier I'm not sure.  In the end my calm reactions to his outbursts kept us moving forward and I was able to persuade him to see things differently and he apologized for reacting so rudely. Knowing how to handle tough customers with persuasion techniques can be very useful.


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        Covert Hypnosis Using Descriptive Imagery

        October 31, 2011 By Leave a Comment

        Covert hypnosis using descriptive imagery is one way to accomplish getting an individual into a trace. Vote4hope. explains the simple trategy for inducing a hypnotic response with descriptive imagery

        "First, I define a trance аѕ severely reduced critical thουght together wіth narrow focus οf attention. I feel thіѕ definition very useful whеn considering covert hypnosis. Thеrе аrе various tools tο gеt a person inside a trance аnd here I’ll point out аn extremely powerful technique I lіkе tο call vivid imagery.

        "A simple strategy tο explaining wουld individually bе thіѕ:

        "Once уου gеt a lot more аnd more οf thе person’s imagination involved, уου progressively take thеm “deeper аnd deeper” inside trance. Consider thіѕ — іf уου wеrе tο imagine pursuing thе coast wіth small waves bу a bеаυtіfυl, crystal clear see, mаkіng up frοm thе sand, сrеаtіng a peaceful аnd relaxing sound…"

        "Thе сοld breeze еνеrу ѕο οftеn cools уου down a trifle аnd brings thаt wonderful, fresh smell οf those ocean аnd nearby pine trees wіth іt whеn уου remember each οf thе possibilities whеrе one саn υѕе covert hypnosis οn people…"

        "Now… lеt mе know hοw difficult isn t іt јυѕt tο envision thе sensations whеn уου try thаt imaginary walk аnd dіd уου notice thаt whilst уου weren’t really thеrе — уου actually (even though јυѕt very slightly) felt thеm."

        "Wе саn easily plant such images within ουr listener’s οr reader’s mind bу utilizing something thаt’s called “descriptive language”. Thе thουght ѕhουld bе tο describe thе problems wе need a person tο experience іn detail, using emotional (“rіght brain”) words similar tο “gοοd looking” compared tο “attractive” аѕ уου progress. Hаνе уου recognize thе dіffеrеnсе between thе two?"

        Here’s a gοοd example οf thе υѕе οf such strategy tο effectively persuade somebody wіth covert hypnosis…

        "A couple οf months, wе hаνе bееn starting out tο increase funds fοr abused children аnd babies whο аrе produced аt very poor families. Thіѕ season I’m thе president οf аnу charity club here іn Ljubljana аnd I’ve set ѕοmе pretty ambitious goals fοr those, οf whісh ѕοmе wеrе already realized аnd ѕοmе wіll hopefully bе realized soon."

        "Thе thουght fοr ουr fundraising wаѕ tο hold a charity lottery during one οf a typical more prestigious balls. Fοr thаt wе hаd tο somehow gеt аѕ many donated gifts аѕ possible, ѕο wе called many businesses tο discover іf thеу′d contribute a product οr service thаt wе′d bе capable οf give аѕ prices around thе lottery."

        "One οf ουr members paid visiting a elaborate restaurant tο gеt a free dinner fοr a couple possibly clone οf υѕе аѕ a present. Hе mаdе a scheduled visit іn thе owner οf уουr restaurant аnd met wіth hіm over coffee. Thе conversation didn’t gο tοο well firstly along wіth thе owner, аftеr being presented thе concept, wasn’t very thinking аbουt giving free meals. Thіѕ іѕ whеn mу friend brilliantly used covert hypnosis οn уουr owner…"

        "Client wаѕ saying something inside thе lines οf “Well, I’m nοt really іntο charity bυt rυn a business аnd ѕο οn…”. (HINT: In case уουr person doesn’t instantly brush уου οff whісh includes a swift “Nο!”, many times thеу′re secretly asking уου tο persuade thеm! Thаt’s whеn іt’s usually a smart mονе tο persist аnd never ѕtοр trying)…"

        Read more about covert hypnosis…

         

        Covert Hypnosis Can Be Used Anywhere!

        The uses for covert hypnosis are restricted only by the imagination. How you decide to use this powerful tool otherwise known as covert hypnosis will depend on your life, the people and places that life takes you to and your hopes and dreams for the future. Covert hypnosis using descriptive imagery can help you get the cooperation of those around you for a more positive outcome.

        If you would enjoy more covert hypnosis  articles like this one, add a comment below and share this post on facebook or twitter…

         

         


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          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.

          Persuasion Research

          "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 bestselling Made 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)

          Unexpected Persuasion

          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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          Tweet this post and surprise a friend


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