6 tips to convince others easily! Persuasion

The book Influence talks about six principles of social influence: reciprocity (people think they have an obligation to repay those who have helped them), commitment and consistency (people want their behavior to be consistent with their commitments and values), social identity (people will decide their behavior according to others' behavior), preference (the more people like, the easier it is to obey each other) and authority (people expect experts to guide them).

《yes ! Persuasion is more concrete. You can cooperate with reading to deepen your understanding.

when people are uncertain about a certain behavior, they tend to pay attention to other people's actions to guide their own behavior. This "other person" may be people around, people who have made choices in the past, authoritative experts, strange third parties and so on.

although people always deny that other people's actions will affect them, this influence is subtle and hard to detect. Compare: "The operator is waiting for your call, please dial the hotline immediately" VS "The operator is on the phone, please dial later"; "Protect the environment, please reuse towels" VS"85% of tenants reuse towels at least once ". Recall the judgment that "more than 1 billion cups are sold a year, and the cups can be connected around the earth", "shopping APP used by 3 million people" and "the longer the queue, the better the food", and e-commerce shopping "9% of users who bought this product also bought some other product".

following others' behavior also needs to be combined with specific environment, situation or current conditions. If you are in the library, you will consciously whisper, and you will be noisy in the bar.

People are more easily influenced by group-like views. For example, if a leader wants to persuade employees to use the new system, he should find someone who has used the old system for a long time to convince those who are unwilling to change, explaining why he never wants to use it, and what are the benefits of using the new system.

people will unconsciously follow most people's behaviors, including bad behaviors.

The slogan of Petrified Forest, "Take a piece of wood fossil with you, which means that 14 tons of wood fossils are stolen every year, and the historical sites in front of you are being destroyed", will make people feel that it should be okay to take a piece by yourself when 14 tons are taken away every year. If you change it to "protect the original appearance of the petrochemical forest, please don't take away the wood fossils" and add a sign prohibiting it, everyone will clearly know that this kind of behavior is not allowed.

The behavior level formed by most people will form a "magnetic median", and those who deviate from the median will move closer to the middle. No matter whether the original behavior is good or not, people will change their behavior and be in line with the "regular crowd".

if people's original behavior is more beneficial to society, how can they prevent this normal phenomenon from having a negative impact on their behavior after they know that their behavior deviates (is not very good)? We can add an attitude that represents social recognition and affirm their positive behavior, which not only shows that such behavior is beneficial to society, but also strengthens personal positive behavior by enhancing personal pride. Such as praise, smiling face, green environmental protection logo, etc.

when influencing others' decision-making, we should not only provide choices, but also pay attention to the number of choices. Too many choices may bring negative effects and even discourage consumers from choosing.

For every 1 fund options added to the pension plan, the participation rate will drop by 2%. There are too many dishes on the menu, and users will not know how to choose them. Adding the words "must order, sign, hot sale" can reduce the cost of users' choice and urge them to make decisions as soon as possible. When making donations, if you say donate some money, many people will hesitate to know how much money to donate, but eventually they will not donate. If you just say donate money to 1 yuan or 5 yuan, the donation rate will be higher.

it is also a good thing for companies to streamline product lines and concentrate on making more competitive products. For example, P&G Head & Shoulders products have been reduced from 26 to 15, and Jobs cut business lines to concentrate on making mobile phones and computers, and mobile phones only have a home button.

Sometimes, if you want to persuade others and influence others, you can accomplish the task better by adding an "inaction" option.

including an "inaction" option can greatly enhance people's intention to choose actions. This option constantly reminds participants that their choices are good choices. When nutrition experts add the option of "inaction" in the consultation process, customers will feel that they should be more strict with themselves in healthy eating.

sometimes, the giveaway of products may make consumers turn to buy products from other companies.

On the one hand, consumers think that businesses will not give away valuable things in vain (expiring soon, clearing inventory), on the other hand, the value of gifts is often underestimated, and "free" masks the value of gifts themselves. Try changing "free access to security software" to "you can get security software worth 15 pounds without paying". If the school establishes a free extracurricular activity club for students, telling parents about the cost of joining a private extracurricular activity club outside the school can arouse their enthusiasm for participating in the club.

when consumers are faced with a series of choices of similar products, they often prefer "compromise choice" and choose products between the highest price and the lowest price.

when the new bread maker with higher quality and price was introduced, the sales of the old bread maker increased. Shampoo shops generally have 3-4 kinds of perm prices, and users usually choose products with middle prices. Bars usually put the most expensive products on the front page, so when they see the prices behind, they will feel fine and acceptable. Intermediaries show people the house, generally look very poor first, so that when they see the house behind them, they are more likely to be satisfied.

people are usually impressed by the first and the first time. People are usually forgetful and remember recent events more deeply.

Variety shows, it is easier to get high marks if you perform later. Unless the first one performs very well and is obviously better than the people behind him, this will create the feeling that the people behind him are not as good as the first one, and set himself as a comparison benchmark.

The person who comes second will compare with the person who comes first, and feel that he is almost the first. People who come third will feel lucky and almost miss the top three.

No matter who the ranking is related to, people always like lists with familiar ranking figures. The top 92 list is not as good as the top 1. If you rank second, you will say "one of the top three", and if you rank 16th, you will say "the top 2".

Only when the high fear information is matched with a specific action plan can it promote the user's action and reduce the danger and fear.

if you only describe the dangerous situation and stimulate the users' fear, but don't tell them the specific ways to deal with it, then the information audience may "block" the information and avoid the problem to cope with the fear. If you only talk about the dangers of diabetes, don't tell me how to deal with it. Only report the problems existing in the company or project, and do not propose solutions.

if you accept others' help, you will try to repay them. Debts will surpass personal likes and dislikes.

replace "who can help me" with "who can I help". Offer help first, and the other party will find opportunities to repay this favor. If you give a small gift first, then ask for answering the questionnaire or trying out the product.

Mutual benefit is a kind of social adhesive, which urges people to form and maintain a certain cooperative relationship. The more obvious the humanization of the request, the higher the probability of response.

such as "Dear" of Taobao, "Master, I'm on my way" of three squirrels, handwritten thank-you notes, and "Brother Courier has worked hard" printed on the express box.

give users extra surprises.

a candy is more effective than sending a bill alone (the waiter expresses his gratitude and the customer is more likely to return the tip); Two candies are better than one candy (the more you get, the stronger the feeling of rewarding each other); Accidental candy delivery is better than regular candy delivery.

If one party makes concessions first, and then asks the other party to give him a little favor, then he can often put himself in an advantageous position.

giving price concessions first, and then asking the other party to praise or recommend friends to buy, can promote the transaction more than direct discount.

motivation can effectively promote action. Reward a child with an ice cream, and his enthusiasm for cleaning the room will be improved. Rewarding the dog with food can cultivate him to learn new skills.

when we want to influence others' behavior, "who can I help" is more effective than "who can help me". If tenants can reuse towels, the hotel will donate some energy-saving funds to environmental protection organizations. Instead, donate in the name of the tenant. For example, the WeChat campaign encourages users to take 1w steps every day and donate a certain amount after enough. For example, in ANT FOREST, energy conservation and environmental protection are encouraged, and the bonus points can be accumulated for a real tree. (The latter two examples don't seem particularly appropriate)

Enterprises participate in social responsibility activities, enhance corporate image, enhance employees' motivation and win customers' trust, goodwill and loyalty.

an organization's good deeds will affect others' evaluation of product quality. When the products or services of enterprises are the same, the products of socially responsible enterprises will often get better evaluation.

For example, .2% of Taobao's store transactions will be donated to public welfare funds, and people will subconsciously feel that he has more credibility and is more inclined to buy things at his home. Variety shows play games in groups, and donations will be made in the name of the group with high scores. Everyone will think that this program is not so boring and will do something meaningful.

The psychological perception of giving and receiving favors will change with time. The recipient of the favor has a higher perceived value at the moment of receiving the favor, and the longer the time, the lower the perceived value. The benefactor, on the contrary, the longer the time, the higher the perceived value.

the best thing to do is to ask for something in return as soon as possible after giving kindness. You did the consumer a small favor, and you can't expect him to remember it 1 years later.

If you want users to promise a troublesome thing, you can start with a simple thing.

The promotion of all products should start with the minimum order. When a user buys a product, regardless of its size, he is no longer a potential consumer, but a real customer. If the minimum order is difficult to reach, you can start with a free trial and spend 5 minutes learning about the product details.

"A journey of a thousand miles begins with a single step". If you want to achieve a big goal, such as fitness, you can start by walking for 3 minutes every day, instead of asking yourself how much exercise to achieve at the beginning.

put a certain trait, attitude, belief or other label on a person, and then make a request to this person that matches the label.

Teachers, coaches, parents and companies can all use the labeling method to give "psychological hints". For example, airlines often say, "Thank you for choosing to take the * * flight", which will remind users that they chose this one among many airlines and strengthen their confidence and awareness. For example, teachers often say that so-and-so children are particularly obedient and polite, like to help others, and so on, and then put forward tasks or requirements.

people are more motivated to fulfill their promises to themselves.

For example, in a restaurant, when customers call to make a reservation, they don't say "Please call to explain when you need to cancel the reservation", but "If you want to cancel the reservation, can you call to explain?" Everyone will say "Yes" and make a commitment. They will feel it necessary to follow the agreement and call to explain the situation when they can't keep the appointment.

set goals and write them down. No matter what this goal is, the most important thing is to set a goal, so that there is a direction to work hard. Write it down, it has magical power.

When a person takes the initiative to make a commitment, he tends to think that his own personality, hobbies, ideals and so on make him make this decision. So as to work hard for this decision and commitment and fulfill the agreement. If users are allowed to fill in the reservation information themselves, the miss rate will drop by 18%.

If you want people to fulfill their promises, especially after a period of time, you should let them tell you their specific plans, such as the time, place and method of fulfilling their promises. In order to let the other party have a "willingness to execute."

encourage employees to focus on the bigger picture rather than the current task. Or put forward multiple goals, highlight more difficult problems, in order to weaken the difficulty of the current task.

people generally want their behavior to be consistent with their attitude towards life, manners and values. For example, a person who stresses hygiene will generally keep himself and his family environment clean and tidy, and will pay attention to the hygiene habits of his family.

in general, if a person buys high-end furniture, then TA will also buy high-end appliances, home users, etc. Pictures and sentences that a person basks in a circle of friends will also show some consistency.

if you want to win someone who hates you, you can try and ask him for help, besides groveling and indulging in interests. If he helps you, in order to maintain the consistency of his behavior, he is more likely to reduce his dislike of you and gradually improve.

People always have a strong motivation to adjust their attitude to keep consistent with their own behavior. There is a practice in marketing: first change the user's behavior, and then change the user's mind.

People who have helped you are more willing to help you than those who have helped you.

it's rare to be rejected because of taking the initiative to talk to people, provided that the conversation content is mainly based on mutual understanding within the first few minutes of contact.

in traditional communication occasions, such as large-scale conferences, sales exhibitions, etc., if employees are afraid of being rejected, they will wait for potential customers to come to cooperate on their own, which will be a big loss.

If you want to get help from others, tell the other person that his little effort can help, which will effectively enhance the other person's willingness to help.

For example, when donating money, if you just say donate some money to people in need, the other party will give up because they don't know how much to donate, for fear that if you donate less, you will show your lack of love. However, if you add a sentence, "A penny can help a lot" or "Donate 1 yuan to these people", the rate of donation will be much higher.

it can also be used in the workplace, such as "an hour can help me a lot", "I wish I could make an appointment in advance", "you only give me 1 minutes" and so on.

when the starting price of a commodity is high, potential buyers will think that the value of the commodity is higher. However, the low starting price is more likely to bring higher transaction price.

A low starting price means that there are many people participating in the auction. More clicks will make potential competitors feel a sense of urgency. Those who participate in the auction from a low price have invested time and energy and will be more persistent/inclined to buy things.

when observing other people's behaviors, people often don't fully consider the influence of situational factors on behaviors. Paying a third party to publicly affirm your ability is still very convincing.

For example, the order and recommendation of books, evaluation by third-party authoritative organizations, national famous trademarks, letters of recommendation from tutors, brand endorsements and so on. It is better to praise yourself than others. Just like Brother Hui said, first of all, you should do it yourself, and secondly, some people say that you can do it. The key is to say that you can do it.

two heads are better than one. No matter how strong the ability is, the effect of working independently is not as good as that of teamwork. Be good at listening.

when you think that you are invincible and only you can make the wisest decision, then you are likely to fall into the greatest danger.

if the leader can't learn from the team members, and it is difficult for the team members to put forward their own opinions, it will form a vicious circle and lead to over-decision.