Welcome to the 16th 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

Turning negative to positive situation

If you have to deliver a mixture of good and bad news — and you are the only speaker — deliver the good news first.

Putting the good news first will produce more attitude change than the reverse order. The good news moves the audience toward you and makes them more receptive to any bad news that follows.

But if you are in a role where you need to communicate negative information then, instead of saying only negative, follow up positive statement.

Well, a Canadian resort found a brilliant solution for situations like this.

When guests call hotels to check reservations, hotels put us on hold.

During this hold period, a typical message that can be quite annoying runs this way

“Your call is very important to us, blah, blah, blah… You’ll be connected when it’s your turn in the queue.”

Instead, in this resort changed the message to,

“Unfortunately, we’ve had to put you on hold. But, you can take comfort in knowing that you’re on hold for Canada’s only Michelin 5-star resort and spa.”

Well, you can see how clever this message was. In just two small steps the resort transformed a negative situation into a positive experience:

They began their message by fully admitting the negative situation (that the caller had to be put on hold in a queue)

This established the resort as a credible source of information

They then provided the highly positive (and substantiated) information that the caller was going to stay at a world-class hotel

Note, they employed the word ‘But’ to create a bridge to a benefit that overwhelmed the initial drawback. The frustration evaporated.

You can apply this two-step strategy in many situations where you’re able to overwhelm the negative with a positive. One more thing…

If you’re a sleuth of influence, you may have noticed that the resort honestly applied the Principle of Scarcity, saying:

“We’re Canada’s only Michelin 5-star resort and spa.”

By adding Only they created scarcity!

2

Get Straight To The Point

Today people are busy and attention is a scarce resource.

If you are making business presentations, it is best leave out the introductory remarks and get straight to the point.

Picture this opening delivered by a vice president to the board of a pharmaceutical company in US :

''In exactly two years from today, the patents on our most profitable product line will expire forever. On that day, generic manufacturers will swamp our market with cheap copies — and eat us alive."

Advertisers know that, in most advertisements, the headline is by far the most important element. Most people read little else. It took David Ogilvy 104 drafts before he came up with this classic headline:

"At 60 miles an hour the loudest noise in this new Rolls-Royce comes from the electric clock."

The advertisement became a model for copywriters everywhere.

Legend has it that when David Ogilvy offered it to Rolls-Royce for approval, the executive in charge paused, frowned, and said,

"We really must do something to improve our clock."

Did you miss our live webinar? No worries. Here is access to our recording available for next 2 days Watch Now

​

3

How to get controversial topic accepted?

We know people say YES to trusted authority. Here is an occasion where you can use this.

If your topic is controversial or if your audience doesn't consider it important enough, use expert testimony.

For the moment, imagine you are delivering a presentation calling for more spending on AI software.

You cite Microsoft as proof of where the market is moving.

"Microsoft,'' you say, "is already spending billions to make future editions of Windows AI compatible."

You continue, "Business Week quotes Satya Nadella & Bill Gates as saying,

'AI is not just the future of Windows. It is the future of computing itself.' "

You conclude, "I believe it is also our future."

When you have few hard facts to support a case, expert opinions from respected gurus such as Bill Gates are likely to be your most convincing support.

Persuaders often make the mistake of citing experts without first establishing their credentials.

Even if you think your audience knows your source or you think a person's title or an institution's name suggests authority, it still pays to briefly highlight the expertise of your source.

2 Quotes of Others

• "Information is g iving out; communication is g etting throug h." — Sydney J. Harris
• ''The fellow that ag rees with everything you say is either a fool or he is g etting ready to skin you."
  — Kin Hubbard

1 Question for You

● What has been your experience when you have to deliver a negative information? How have you handled it?

​Finally, Your wish is our command

What did you think of today's email? Reply to us..

Your feedback helps us create better emails for you!

• ​Loved it 🧠🧠🧠​
• ​Average 🧠🧠​
• ​It boring 🧠​

Best regards,

From,

Krishna G

GrowthAspire Academy For Cialdini Influence & Persuasion
​