I have been listening, reading and learning a lot about Communications and Persuasion (happy to share the list of materials) and it is clear to me that as well as the AIDA marketing approach (Structuring communications on the basis of Attention, Interest, Desire and Action) it is important that communication follows the key rules of Influence.
1. Consistency – be consistent in your approach, and aligned to their wants and needs
2. Reciprocity – offer something free and they will be grateful, indebted and receptive to you
3. Social Proof – case studies, testimonies, podcasts, references add to credibility
4. Authority – being authoritive, qualified, recognised and respected add to credibility
5. Liking – being like someone else, and being likable, being similar help build rapport
6. Scarcity – rarity, time-limits, availability all drive the buying decision
7. Story Telling – helps people understand and relate to people, situations, and opportunities
Please use the comments box below to let me know, what you think, and how you feel about this?
Tim Rogers
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Skype - timhjrogers
Humility, knowing your audience and getting some feedback often also overlooked and under played in sales.
ReplyDeleteLots of work goes into the presentation and job interview, how often is no feedback sought ? Probably a trait of our culture. How do people go straight into a pitch would understanding that the guy on the other-side might no more about the subject than you do...
We all make and have experienced mistakes, talking without humility certainly alienates me!
Matt
I wholly agree. Indeed prior to starting the Blog I sought lots of feedback and ideas and I remain open to these, primarily because learning and understanding other views, other perspectives, other approaches gives me more options, more skills, and more methods. We are so good at asking Why? when we are a child, but less when we become adults, with a possible impact on learning as well as relationships. What do you think?
ReplyDeleteAh... for me it's about being authentic. when you're a kid, you are who you are, mostly live in the moment & only change for a few minutes to manipulate the situation for yourself ( cry, wail, sulk, grin appealingly etc).
ReplyDeleteGrown ups get all tangled in trying to impress folk and shape the future and striving and stuff...so we change ourselves for weeks/ months/ years at a time...faking it so we don't know what we think...
The most convincing communicators I know talk from themselves, authentically. They are relaxed about their views which makes them even more persuasive and alluring....
Also, as a coach, why questions are of limited use. Why questions give stock responses - answers which are already known, previously thought through - old thinking. How/ when/ what/ who/ where questions ( google: Wisdom Access Questions) lead to all sorts of more interesting ( and potentially influential) places.....
I like what you suggest. Andy Murfin of Victoria College is about to do is Masters Project parly focused on what what influences boys or girls to certain sports. I suspect your contrast between children and adults and our projection of our 'selfs' will be relevant here.
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