50 Scientifically Proven Ways to Be Persuasive by Goldstein, Martin, and Cialdini, actually came out in 2008, but I just ran across it. It is packed full of scientifically proven strategies for increasing your influence. Many of these will surprise you!
The authors take the position that persuasion is a science, not art, and that with the right approach anybody can become a master in the skill of persuasion. Follow the link to see all 50. Here are three highlights:
A small gift makes people want to reciprocate. People who were given a small no-strings-attached gift from a stranger were twice as likely to buy raffle tickets from him than those who were just asked to buy raffle tickets.
The impact of restaurant mints. I really wish I knew about this in college. When a waiter included a mint with the check, his average tip went up by 3.3%. Then, when the waiters passed out mints, prior to signing the check, the tipping amount went up by 14.1%. Still more persuasive, the waiter would present the patrons with 1 mint per guest, then give them the check, turn around and leave, then, turn back around and give them another mint. 23% increase in tips!
Spinning negative facts as positive allows customers to make a mental link towards the positive. Among the viewers who viewed an ad advertising restaurant’s cozy atmosphere, an ad advertising the restaurant and lack of parking spaces, and an ad mentioning both, the third group made a connection between cozy atmosphere and bad parking situation. The restaurant was so cozy, the customers reasoned, that they didn’t even have enough parking spots, which made them even cozier in the eyes of a customer.
Verbalization helps interaction. Waiters who repeat customers’ order to them make 70% more in tips than waiters who just say “Okay”. Our mind subconsciously appreciates the effort taken to ensure the things are perfectly right.
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