seven social influence principles you'll wanna know they're important
if you're in sales
I would get Robert Cialdini's book
Influence the Science and Practice these are where those come from
because he has does a nice job summarizing
these pretzels and the scientific evidence for them how they operate
other people affect us world we may be aware of it
of a downward unaware of it and will profoundly influenced by other people
thirty social influence processes
to become aware of it allows you a certain degree of freedom
remains quite a manipulated
if you are the target other but to become aware of it if you're a
exporter or manipulator will make you a much more
efficient exploiter or manipulator people because these work
sob and to three different
sales events a last year two or more car-related
where I went and the specs presley not to buy carbon to get information
and another one was vacation property so by a large corporation
and all cases they put on every
pressure they could but because I knew how they operated
I did leave feeling bad they did make the sale they couldn't believe that in
mega sale
because they thought they had what they needed to get me to buy what they wanted
me to buy
but I understand how it works and if you understand how it works too
you can resisted or
hopefully use it for positive
for the good benevolently
public health anybody injured in public health or medical field or anything like
that
don't you wanna influence people in a positive way to increase their health
and well-being
these work for that charities
these work for that too so
the principles a powerful what you understand them you can use 'em
I hope you choose to use them for good reciprocity we were playing in Chi
and that which is given to us sometime and
wailing like doing it but we do it anyway
yeah absolutely offer you a favor you turn it down because you didn't want all
that person
getting particular care for them and you don't want to owe them a favor
yeah absolutely right because there's a power that
you do me a favor even the final ask you to do me a favor
there's a power where I feel a need to repay it
it's the basis a social contract theory if you think about it
I do for you you do for me
you say I I'll do you a favor but you
only one all right
there's that power behind that statement where people can I laptop
I help you know babbitt next time I moved
year you need to help me or I I might be laughing but I'm serious
the next time I move you need help me i hello to you help me
we now have a relationship it's predictable and we can both society on
it
essays to be a universal thing it's not always positive
but largely is positive because if I did gallon you don't kill may you kill me
not to get here we can now walk in safety
on ATSU campus right
all part it could be that somebody does wrong to hear what you want to do
they'll
pay-back right that's the base is a vengeance
negative reciprocity somebody does harm to you feel
compelled to do something back to them that's our road rage
through a pic table get in a situation where there's a lot of ambiguity
they see a behavior they make the fundamental attribution error they
assume it's got some the new the character person
and make a negative judgment about it and then they do something that causes
that person ago
what the hell's wrong rap percent and also their goal repay
that negative where the negative and pretty soon you got a cycle going back
and forth
were somebody might accidentally done something to begin with
at becomes very intentional soon so
lookin at the reciprocity principal
think about applications the everglades same
are sane people here fallacy mailing labels in the mail
from charities they send you something by the charity said you mailing labels
casual for 100 below broad I'll
just to convey his there has been right nice correcting
no well research shows that by giving a small gift
you're likely to return the favor to a charity gives you a little token gift
you're more likely actually donate to the charity
the Hari Krishna movement which was well known in the seventies
wearing saffron robes and usually go on without hair
pioneered this technique getting donations by going
in airports when everybody to go in airport to go anywhere they wanted
the different time altogether and they would go up the people
ever had a flower this is jurors
just 38 if you can make a donation that would be great but if not that's fine
that how the person receiving the flower when he got it
gimme that ass allow adjuster plow
period I up thanks up
and they're gonna dig in the pocket at hand back a dollar something right
and then you know what people would do because they didn't really wat the
flower
then walked to give money do this group of people who or
by most social standards at the time consider quite strange
it and then people would they found that people go throw the flowers away
together flour mega race and for the flower way
so the guy have to that start giving plastic flower Hill
again have our you give a donation you throw the flower away
and that you get out the trash they give it away again
it presents a it works why
cuz reciprocity works it works
well if you want somebody do something view one great way to
ensure that happens to do something for them when we get something
we feel that somebody to give back us
and when somebody gives us we feel obligated retard and its interesting
because
they does in social psychological study where they can go into a random act of
kindness
for some body well and then set up a scenario
and one situation they went in the library and they go up to people that
they'd chosen
randomly and they welcomed him a coca-cola old
pill I i din paper that I me know I don't know if there are jurors
it's yours was given things away today I take it
right and then this scenario is then
you send a person who's actually Confederate
a research assistant the person who you're looking at doesn't know the
researchers and
and they gonna drop their books and files all over the place the people who
were given a gift were more likely statistically significantly more likely
to actually help a person pick up the stuff
there stranger gives you something you feel this obligation return a pair but
you have no one to give it to
somebody comes along is your perfect opportunity to do a good deed
and you're more likely to do that good deed having just been the recipient
up a good deed interesting because it's very subtle
but it's a very powerful behavior
would like to be consistent it's a nearly obsessive desire to appear
consistent with what we've already done said the course internally we wanna be
consistent with what we believe in our behavior that the basis of
but look at the other day the attitude behavior being consistent if they rank
it says the field
xactly cognitive dissonance all so that's the idea inconsistency causes
discomfort
if you have a reputation you know what your reputation sullied right
because you have this a parent's being maybe an honest person
or person that to be counted on all
what happens when people don't follow through with their commitments
they get labeled as well flighty
irresponsible wishy-washy a budget negative
pejorative terms people don't like it what others are inconsistent why
we like to be able to connect thing we like to be able to protect
the wall and behavior it I know you to be a certain kinda person that's back at
the personality chapter
I expect you to behave consistently across a jew asians
but as we'll see situations can be altered in such ways that
we behaved very inconsistently what what we think of ourselves and what others
think about the times
that's normal human behavior by the consistency principal
is gonna lie several the issues we talk about short like
ingratiate shit
and liking let's talk about liking first
old
somebody ask you to do me a favor you know I compile
very much well somebody asked you to do
a favor forum and you like him a lot the which one you more like a dude fair for
the person you like we do things for people we like
that we won't do for people we don't like that's just part
are human behavioral repertoire it makes some sense
right you don't expend effort on somebody you don't care for
very much but it turns out we all want to be light
we all want to be careful with some rare exceptions there's always exceptions and
human behavior some people
seem to revel in not being liked right but what are they getting in that
and the process usually a lot of attention
rights I get attention positively I get attention negatively
Obama get some attention people usually like to be liked
and they don't like it was other people don't like them
why don't they like me why do you care
because it's kinda wired in its we want to be like I
and bothered if you don't like me I could handle it but I'd like to know
who are you don't like me rye and we don't often get the answer that question
so they liking is a powerful thing in fact it's the base is the most rock
relationships right think about all up
all those relations is up better preserve America's end in divorce
they start hating each other the star out love the job
like job at like you until the letters I hate you I hate you
all what happened in the middle
white happen in Mill right liking probably
allow them in the first stage in relationship to overlook a lot on their
own issues
and overlook a lotta issues they have with other people and as familiarity
said and
you had to reckon with realities in reality is more nearly
as the fantasy bases you might have hoped they were
right and then your gonna have to like somebody
for who they really are not for who you wish they would be
or is not going to work very well bring Gracie Asian
is a motivated attempt to make somebody like you
with the idea that you'll get something in return later
classic brown nose and ass Kissin
right superficial compliment given to some body
where other saying this behavior go
hell mean that I can tell that's just bullshit they did
they're just saying that they don't feel that
so what do people do that why would they engage in superficial complimentary
the behaviors all because it works
that works all
one look objectively and scientifically people
who are the targets immigration nation bosses managers et cetera
tend to give the raises and promotions
to the people who ingratiate more not everybody
on average well even if they know it's ingratiate Shin
even if they know attention same here you'll
wow you with a wall by New Year being insincere I would never favor you later
but that insist their D is still registered as what
a positive comin at me and now I
kinda oh yah for treat me so well
time to do your solitaire
and now more likely to do it and are more likely to like you could you keep
professing to like me
even if the dome scarcity
opportunities say more valuable when they're less available
that is the essence that economy rowlett
supply and demand there's a lot of supply
and no demand dry things shape up top rate
but what if there's a lot of demand and no supply
old then almost anything case on value
baby babies ya know beanie babies are expensive
Barbie dolls old
can be really expensive stay ups
pieces a paper on that big day
came a cum really expensive baseball cards
all what's a baseball car really worth
old the paper reported all that's a picture
and since the test text all lol card
any by then ball no they are
shape relatively speaking
but if you got a mint condition
babe ruth rocky cart here said not a fortune
all because why they're just not that many a more detailed
the lack all the supply and there being any demand what so ever
increases the perceived value that the social influence part other
data perceived value I'll
what other I'll examples and chilled in his book
this idea was a jewelry store
I think it wasn't New Mexico Arizona where turquoise is plentiful
and they had a display of some jury that had not sold for a long long time
the owners were leaving the store and instructed the staff
to mark it down dramatically
some miscommunication occurred and the market bought
dramatically all and it's all that weekend it
old the value of the actual objective
material change no the perceived value because it was so expensive it must be
really good so that interesting right so you can c L
just manipulating ideas how about one day only sales
how well miquelle be 4a
limited time only or Barbie doll
for a limited time only you better get it before it's
golf on because it is scarce opportunity
it conveys a sense up urgency
and value world
and then we got novelty papal
why new things now came in my
people very on these principles to the degree that they want gays arrest prices
agree that the gauges consistently
to the degree they would in grey shi'a or feel needed I need to be like to the
degree that they
are motivated by one day only kinda things or limited time only or
I need this particular item and novelty I'm relatively low novelty i dont
eat the same shit outta up I hear you very well
pizza everyday I'll be alright with that
other people I pizza last night I can't happen again denying
lol but need something else I'd eat something different I already did that
I need something new and that's interesting because his novel the idea
works in sales
what is a call no unapproved
why do you say no employer why do you put that big bowl labeling on your
product
because it's not all hold it's me
it's now maybe I should take a second look you'll
memo I don't know how old regional ages change
I'm getting old I wanna be a tall man and die one day
that's gonna be alright thing
everybody else does I'm sure I'll get used to it there was a time
when Heins told green catch up
Dr membrane get up price only our little there I
graying catch up was
something nobody had ever seen before
and you know what happened to sales poo
third-world sales agreeing catch-up may not drink at a place like
yet track catch up because this food color you know read catchers actually
may help
boat coloring I don't think that read:
but what tenth both and catch up red number filed on that perhaps vinegar
about the die at the color other thing right the actual variable changes from
red
to graying all you can play and then I actually came out what purple catch up
I'm before what all
people realize it was just catch up with a stop buying it and they went back to
buy what
at read catch up why
I'll so they're used to read catch up seems more natural causes the collar
theoretically ultimatums even though the actual color cover
catch up is artificial and that's the novelty
effect right it is nothing and people sometimes like to try new things and
I'll trial
their behaviors affected because nobody's done it then they get what
conversations going on have you tried that movies
have exactly that affect brand new movie The come out why do they sell most
tickets
you know opening night the first week that they're open
cause there what no go
the new movies out this is even remotely a month later I saw that maybe not cuz
automobile month ago
a movie a nap there's new movies out now
right it's all happened people let it go