Robert Cialdini Tips On Influencing
Whether a personal trainer looking to influence clients to train more often, a sales person hoping to influence a prospect to become a member or a manager influencing their team to follow their direction, the ability to persuade people is critical.
In his book ‘Influence’ Robert Cialdini identified six principles:
- Liking – if people like you, they are more likely to say yes to you. People will like you when they sense you like them or if you have something in common.
- Reciprocity – people tend to return favours. If you help people, they’ll help you.
- Social proof – people will do things they see other people doing, especially if those people are similar to them.
- Commitment & consistency – people want to be consistent. If they make a public, voluntary commitment they’ll try to fulfill that commitment.
- Authority – people defer to experts or those in positions of authority.
- Scarcity – people value things more if they perceive them to be scarce.
Your goal should be to include these in your marketing and advertising. When you do, you will have greater success. If you need help designing your marketing pieces, contact Justin for help: email him now.
Watch this video for a deeper explaination:
Justin is the Managing Director of Active Management, which he began January 2004. He offers coaching to businesses worldwide in everything from start up and design to marketing and sales systems. Justin also facilitates four Australian and New Zealand ‘fitness industry roundtables’ events, which allows him to see a huge cross section of business models.