In Secrets from the Science of Persuasion Cialdini and Martin discuss “the factors that influence us to say yes” (2012). One would think that people make decisions based on all of the information available, however, this is not the case in most circumstances.
Cialdini and Martin give six rules of thumb (shortcuts) to influence people:
1. Reciprocity - an obligation to give when you receive. This is the idea that if people feel in debt to you, no matter how small, they will say yes. This is the reason that stores give samples. You take a sample, you like it, then you feel obligated to purchase the product.
“The key to this principle is: be the first to give and insure that what you give is personal and unexpected” (Cialdini &Martin, 2012).
2. Scarcity – people want what is rare, scarce. This is likely …show more content…
My dentist does this and I honestly thought it was to save them time. It worked though, when I received my card in the mail that I filled out myself I immediately wrote it down in my calendar and I did not miss seeing the dentist right on time.
5. Liking – “People prefer to say yes to those that they like”. (Cialdini and Martin, 2012). They stated there are three parts to this principle. We like people who are similar to us, who pay us compliments, and who cooperate with us toward mutual goals.
Cialdini and Martin said, “before getting down to business, look for areas of similarities and give genuine compliments. This principle is often used online, or on the phone by sales people.
6. Consensus – “People will look to the actions of others to determine their own” (Ciladini and Martin, 2012). This technique is use in ads “4 out of 5 dentist recommend Crest …”. Amazon uses this as well with their customer ratings. Who doesn’t feel better about their purchase after combing though all the options and getting the best product for a great
Cialdini and Martin give six rules of thumb (shortcuts) to influence people:
1. Reciprocity - an obligation to give when you receive. This is the idea that if people feel in debt to you, no matter how small, they will say yes. This is the reason that stores give samples. You take a sample, you like it, then you feel obligated to purchase the product.
“The key to this principle is: be the first to give and insure that what you give is personal and unexpected” (Cialdini &Martin, 2012).
2. Scarcity – people want what is rare, scarce. This is likely …show more content…
My dentist does this and I honestly thought it was to save them time. It worked though, when I received my card in the mail that I filled out myself I immediately wrote it down in my calendar and I did not miss seeing the dentist right on time.
5. Liking – “People prefer to say yes to those that they like”. (Cialdini and Martin, 2012). They stated there are three parts to this principle. We like people who are similar to us, who pay us compliments, and who cooperate with us toward mutual goals.
Cialdini and Martin said, “before getting down to business, look for areas of similarities and give genuine compliments. This principle is often used online, or on the phone by sales people.
6. Consensus – “People will look to the actions of others to determine their own” (Ciladini and Martin, 2012). This technique is use in ads “4 out of 5 dentist recommend Crest …”. Amazon uses this as well with their customer ratings. Who doesn’t feel better about their purchase after combing though all the options and getting the best product for a great