Welcome to the 14th edition of the Influence Insights newsletter.

In today's newsletter you discover 3 powerful ideas all research backed that can transform your influence success at business and personal lives.

3 Ideas of Influence & Persuasion

Lets today learn how Small changes such as 1 word/question/sentence can make BIG wins possible in our persuasion effort

1

How reciprocity is key in organizations

"Evidence from studies led by Indiana University’s Philip Podsakoff demonstrates that the frequency with which employees help one another predicts sales revenues in pharmaceutical units and retail stores; profits, costs, and customer service in banks; creativity in consulting and engineering firms; productivity in paper mills; and revenues, operating efficiency, customer satisfaction, and performance quality in restaurants."

Here is what Home Depot, Leading Home Appliance Retailer says,

"Traditionally, we hire the best people in the industry, so they make more money than their counterparts do at our competition. That breeds initial loyalty when they are hired; receiving company stock further deepens that loyalty; and then they fall in love with the way they are treated ..

Every associate at Home Depot has an opportunity to be an owner of the company. Everyone has a stake in the company that goes beyond a day's wages. Associates have a real vested interest in cultivating customers and building lifelong relationships with them." Bernie Marcus, Founder - Home Depot

2

Easy way to boost sales using commitment

If you are working with sales teams here is easy way to make them exceed their targets.

Dr. Neidert who is partner with Dr. Cialdini was invited by large company to consult on improving sales.

He arranged for a meeting with all salespeople, where the CEO assigned two tasks to them:

1. Write down a sales target for next month you feel comfortable with.
2. State loud the target you wrote down for next month.

Then the CEO added: “Any level is fine. We just want to know what you’re aiming for.”

When totaled, individual targets surpassed expectations.

However, …the real test came at the end of the next month, when the sales figures came in. Well, sales not only met the new target, but also exceeded it by a substantial margin.

Wondering Why? It’s the Principle of Commitment Consistency at work, which states the following:

The salespeople’s commitments, spoken aloud, put them on record in the eyes of their CEO and colleagues.

Therefore, the salespeople were motivated to exert effort and demonstrate that they live up to their commitments. It’s something we all want to do. That’s why this strategy works for many goals.

If you want to motivate some one to goal => help them voluntarily set their target and commit the goal to the public

3

Scarcity and Demand

You travel to new city. You want to go to a restaurant. In one of the restaurant there is significant crowd and space is limited and in another which is spacious and less crowded.

Which would you go if you don't have time pressure? Studies show most people prefer crowded restaurants!

That is why some "in" restaurants continue to have waiting lines outside

Long lines seem to make the restaurants even more fashionable, further increasing the length of the queues.

Why don't restaurants eliminate the waiting line by increasing their prices? They don't because removing the queue would eliminate the scarcity factor, and demand could collapse.

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2 Quotes of Others

• One of the best predictors of a company's performance is when staff work together, which starts with reciprocation. Adam Grant, a professor at the Wharton School of the University of Pennsylvania
• The secret of business is to know something that nobody else knows— Aristotle Onassis

1 Question for You

● Tell us your experience of any influence principle in action?

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Best regards,

From,

Krishna G

GrowthAspire Academy For Cialdini Influence & Persuasion

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