Issue link: http://read.uberflip.com/i/536739
STARRINKS.COM JULY.AUGUST.2015 / 23 5 3 4 6 contain such phrases as "Limited Time Only" or "Limited Quantities Available." When true, scarcity affects the value of information, too. In other words, informa- tion that is exclusive is more persuasive. The next time you gain access to informa- tion that is not readily available and that supports an idea or initiative you would like the organization to adopt, gather the key players and say, "I just got this infor- mation today. It won't be distributed until next week, but I want to give you an early look at what it entails." Your listeners will lean forward and listen intently. The key to using scarcity successfully, whether for a product, service, or information, is to not just honestly tell people the benefits they'll gain, but also point out what's unique and what they stand to lose if they don't move in your direction. 3. Authority Research shows that people typically fol- low the lead of those they perceive as credible and knowledgeable experts. For example, physical therapists are able to persuade more of their patients to comply with programs if they display their medi- cal diplomas on their office walls. That's because people tend to defer to legitimate experts for information and guidance on what to do. Surprisingly, people mistakenly assume that others recognize their experience. To ensure that they do, first determine what your relevant background, experience and expertise are for the person you are try- ing to influence. If you don't do this, you will be sabotaging the power of your own message. For maximum impact, arrange to have a third party communicate this information. Another option is to direct the person you want to influence to something in writing that highlights your credentials (i.e. LinkedIn profile, your bio on your website, etc.) The key to using authority successfully is to signal to others what makes you credible and knowledgeable before you make your influence attempt. 4. Consistency People feel compelled to be consistent with their prior behaviors or statements they have made. When someone makes a commitment actively, either by writing it down or speaking it out loud, it's even more likely that they'll follow through with that commitment. You can activate the consistency principle by looking for or asking for small initial commitments. For example, suppose you want an employee to submit reports in a timelier manner. Once you believe you've won agreement, ask him to send you a sum- mary of that decision in writing. By doing so, you'll have greatly increased the odds that he'll fulfill the commitment, because people tend to live up to what they've written down. 5. Liking People prefer to say "yes" to those they know and like. But what makes someone like you? Science tells us there are three important factors that contribute to like- ability: 1) we like people who like us (and tell us); 2) we like people who are similar to us; and 3) we like people who cooperate with us toward mutual goals. The key to using liking successfully is to be honest in your praise, find genuine similarities, uncover opportunities to work together toward common goals, and get to know people more meaningfully before talking business. 6. Social Proof Humans are social creatures. And as such, we rely heavily on the people around us for cues on how to think, feel and act. In other words, people look to the actions of others to determine their own. This is why using testimonials from happy and satisfied customers is so effective in mar- keting campaigns. You can use social proof when attempt- ing to get your ideas implemented. Imagine that you're trying to streamline your department's work processes, but a member of your group is resisting. Rather than try to convince this group member yourself, ask a couple of veteran employees who support the initiative to speak up for it at a team meeting. The veterans' testimony stands a much better chance of convincing the group member than yet another speech from the boss, as social proof is often better exerted horizontally rather than vertically. The key to using social proof successfully is to have similar others share their positive story to your target. J Influence at Work (IAW®) was founded by Robert Cialdini, Ph.D, professor emeritus of psychology and marketing and author of The New York Times best-seller, Influence. THE KEY TO USING LIKING SUCCESSFULLY IS TO BE HONEST IN YOUR PRAISE, FIND GENUINE SIMILARITIES, UNCOVER OPPORTUNITIES TO WORK TOGETHER TOWARD COMMON GOALS, AND GET TO KNOW PEOPLE MORE MEANINGFULLY BEFORE TALKING BUSINESS.