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Best-selling author, speaker and

founder of The Influence Institute

For bookings and information:

Visit www.gilangork.com

Email manager@gilangork.com

Call +27 63-245-4049

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universal

Reciprocation

Scarcity

Authority

Consistency

Liking

Social Proof

PRINCIPLES

Reciprocation

RECIPROCATION

Our sense that we ought to match one positive action with another

positive action.

Window washer

• Window washer pic

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.

STIGMA

attached to being labelled as someone

who does not reciprocate

Reciprocation

The power is in the hands of

the giver.

3%

14%

23%

Reciprocation

Be the first to give, and make

sure it’s personalised and

unexpected.

Reciprocation

“No problem”

becomes

“Sure – that’s what we do – we help each other get ahead”

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

BE A SAFE

DRIVER!

BE A SAFE

DRIVER!

20%Asked off-the-bat

BE A SAFE

DRIVER!

50%‘Keep California Beautiful’ petition

BE A SAFE

DRIVER!

76%Foot-in-the-Door technique

CONSISTENCY

People like to be consistent with the things they have previously

said or done.

CONSISTENCY

Activate this by looking forsmall initial commitments that

can be made.

CONSISTENCY DOMINO EFFECT

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

People follow the lead of credible, knowledgeable

experts .

Milgram EXPERIMENT

AUTHORITY

It's important to signal to others what makes you a credible,

knowledgeable authority before you make your influence

attempt.

EXPERT INTRODUCTION

20%

15%

Rise in appointments.

Increase of signed contracts.

The particular combination of

expertise & trustworthiness

renders a businessperson a

mighty, persuasive

communicator.

BUSINESS INFLUENCE & AUTHORITY

‘Likes’

People prefer to say yes to those who they like.

LIKING

What causes likeability between two people?

How do you get others to like you?

LIKING

SIMILAR COMPLIMENT SHARE GOAL

Time is money. Get straight down to business.

55%Came to an agreement

Exchange some personal info. Identify a similarity you share.

Then begin negotiating.

90%+ typically worth 18% more to both parties

GRIGORY RASPUTIN

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

44%

16%

49%

16%

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

• MUGS – HOW MUCH WOULD YOU SELL FOR?

Mug

Experiment

$7.12 vs $2.87

SCARCITY

We are influenced more when we imagine losing something, or

missing out on something.

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.

CORPORATE TALKS

Sales

Marketing

Leadership

Negotiation

MENTALIST EXPERIENCE

Interactive Show

Engaging MC

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