Holding Slide
I have this
Gilan to insert
Best-selling author, speaker and
founder of The Influence Institute
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Reciprocation
RECIPROCATION
Our sense that we ought to match one positive action with another
positive action.
ReciprocationEven though they didn’t
ask for the favour.
Even if they didn’t like the person.
Even though the return favour was at a higher
expense.
People are significantly more willing to comply with requests for
• favors or help
• services
• information
• concessions
• and more…
from a leader who has provided such things first.
BUSINESS INFLUENCE & RECIPROCATION
People are more willing to
be influenced by a colleague
or leader if they see the
objective, or change, as
consistent with commitments
they have previously made.
BUSINESS INFLUENCE & CONSISTENCY
AUTHORITY
It's important to signal to others what makes you a credible,
knowledgeable authority before you make your influence
attempt.
The particular combination of
expertise & trustworthiness
renders a businessperson a
mighty, persuasive
communicator.
BUSINESS INFLUENCE & AUTHORITY
Exchange some personal info. Identify a similarity you share.
Then begin negotiating.
90%+ typically worth 18% more to both parties
People say yes to the leaders
they like.
Use the Feel / Felt / Found
formula for building rapport and
handling resistance
BUSINESS INFLUENCE & LIKEABILITY
Your brain uses whatever cues and clues it can to judge
the value of something.
Experience is a major source of information.
Social PROOF
We start to think that if other people believe something, then it’s
probably true.
Just the idea that others believe or do something, can influence us to do
the same.
Social PROOF
SOCIAL PROOF
Rather than relying on our own ability to persuade others, we can point to what
many others are already doing, especially many similar others.
People are more willing to
perform a recommended
action if a leader provides
evidence that many similar
others are performing it.
BUSINESS INFLUENCE & SOCIAL PROOF
•People want more of the
things they can have less of.
SCARCITY
People want more of the things they can have less of.
• Hotel and airline bookings
• I HAVE THESE SLIDES
“The way to love anything is to realise that it might be lost”
- G. K. Chesterton
SCARCITY
It's not enough simply to tell people about the benefits they'll gain if they choose your
products, services or business idea;
You'll also need to point out what is unique about your proposition and what they stand to
lose if they fail to consider your proposal.
SCARCITY
“This idea will give you X, Y & Z”
becomes
“By using this idea, you won’t miss out on X,Y or Z”
BUSINESS INFLUENCE & SCARCITY
Communicate benefits or incentives as something which they could potentially lose or miss out on.
Frame ideas, targets, incentives, or anything else as unique opportunities
The 3 Subconscious Questions OF INFLUENCE
1. Can I trust you?
2. Can you help me?
3. Do you care about me?
universal
Reciprocation
Scarcity
Authority
Consistency
Liking
Social Proof
PRINCIPLES
These are small, practical, often costless changes
that can lead to big differences in your ability to influence, persuade and lead
others.