Has this ever happened to you:
1. Someone gives you a gift or does you a favor
2. You feel the NEED to return it or you feel guilty.
That's the Reciprocation influence weapon...
But how do we use it in marketing/sales?
2/14
How To Use the 6 𝐏𝐬𝐲𝐜𝐡𝐨𝐥𝐨𝐠𝐢𝐜𝐚𝐥 𝐖𝐞𝐚𝐩𝐨𝐧𝐬 𝐨𝐟 𝐈𝐧𝐟𝐥𝐮𝐞𝐧𝐜𝐞 in your marketing👇
Here's a Summary of:
Influence: The Psychology of Persuasion - By Robert Cialdini
- / Thread / -
Has this ever happened to you:
1. Someone gives you a gift or does you a favor
2. You feel the NEED to return it or you feel guilty.
That's the Reciprocation influence weapon...
But how do we use it in marketing/sales?
2/14
Tip: Nowadays "free guides" are everywhere and it's less effective (for this particular weapon)
This weapon is better for selling services online... (See next reply)
3/14
How to use Reciprocity: Do them a small favor/give them a small gift.
Maybe fixing a small issue with their website, etc.
Now they are more likely to return that favor: Buying your service
4/14
This weapon exploits that humans love to be consistent.
Even if we're wrong
We often stick to beliefs because we don't want to look like we were wrong.
So if you get someone to commit to your brand you are more likely to keep them.
5/14
Combine with a good product & you keep them loyal
2: Get the customer to repeatedly say yes before closing. You're exploiting that they want to be consistent.
2 works better on phone/in person than in written copy
6
We are all sheep to a certain extent.
If we see everyone else is enjoying/getting results from something - we want to do the same.
Use this in your marketing by showing off others have success/fun with it.
7/14
> Give out your product for free to influencers
> Include testimonials/reviews in your sales pages
> Create hashtag campaigns (if you have the resources)
8/14
We buy from people we like.
It's the reason why many casinos & clubs try to hire attractive women — if they want to appeal to men
Men are more likely to spend/agree to upsells if an attractive woman is offering it.
But that's not the only way...
9/14
- Humour
- Honesty
- Similarity
- Giving compliments
Not mentioned in the book: Info/value - I believe that can make people like you
Think about: How can you make people like your brand?
10/14
We follow orders from authorities
The police stop you and ask for information on what you're doing.
You will probably give it to them.
Some random guy does the same?
Probably not.
11/14
Become a well-known authority in your niche.
- Social proof also helps for this.
- Build a reputation for helping people
- Showcase expertise by delivering (and showing) results
12/14
Nobody wants to miss out.
This rule is simple: Create offers that are limited to quantities/time periods
Doing this will:
1. Make people not want to miss out on the offer
2. Increase your offers perceived value as the price goes up after/becomes unavailable
13
I hope you have enjoyed this thread.
The weapons were taken from the book "Influence - The Psychology of Persuasion"
For more Marketing Psychology threads follow me here:
@_sampoyan
And don't forget to RT to help someone sell more 🔥
14/14 https://t.co/qf52rFht52
How To Use the 6 \U0001d40f\U0001d42c\U0001d432\U0001d41c\U0001d421\U0001d428\U0001d425\U0001d428\U0001d420\U0001d422\U0001d41c\U0001d41a\U0001d425 \U0001d416\U0001d41e\U0001d41a\U0001d429\U0001d428\U0001d427\U0001d42c \U0001d428\U0001d41f \U0001d408\U0001d427\U0001d41f\U0001d425\U0001d42e\U0001d41e\U0001d427\U0001d41c\U0001d41e in your marketing\U0001f447
— Sam \u270d (@_sampoyan) March 20, 2022
Here's a Summary of:
Influence: The Psychology of Persuasion - By Robert Cialdini
- / Thread / - pic.twitter.com/Fym11Qii1o
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Why is this the most powerful question you can ask when attempting to reach an agreement with another human being or organization?
A thread, co-written by @deanmbrody:
2/ First, “X” could be lots of things. Examples: What would need to be true for you to
- “Feel it's in our best interest for me to be CMO"
- “Feel that we’re in a good place as a company”
- “Feel that we’re on the same page”
- “Feel that we both got what we wanted from this deal
3/ Normally, we aren’t that direct. Example from startup/VC land:
Founders leave VC meetings thinking that every VC will invest, but they rarely do.
Worse over, the founders don’t know what they need to do in order to be fundable.
4/ So why should you ask the magic Q?
To get clarity.
You want to know where you stand, and what it takes to get what you want in a way that also gets them what they want.
It also holds them (mentally) accountable once the thing they need becomes true.
5/ Staying in the context of soliciting investors, the question is “what would need to be true for you to want to invest (or partner with us on this journey, etc)?”
Multiple responses to this question are likely to deliver a positive result.
Why is this the most powerful question you can ask when attempting to reach an agreement with another human being or organization?
A thread, co-written by @deanmbrody:
Next level tactic when closing a sale, candidate, or investment:
— Erik Torenberg (@eriktorenberg) February 27, 2018
Ask: \u201cWhat needs to be true for you to be all in?\u201d
You'll usually get an explicit answer that you might not get otherwise. It also holds them accountable once the thing they need becomes true.
2/ First, “X” could be lots of things. Examples: What would need to be true for you to
- “Feel it's in our best interest for me to be CMO"
- “Feel that we’re in a good place as a company”
- “Feel that we’re on the same page”
- “Feel that we both got what we wanted from this deal
3/ Normally, we aren’t that direct. Example from startup/VC land:
Founders leave VC meetings thinking that every VC will invest, but they rarely do.
Worse over, the founders don’t know what they need to do in order to be fundable.
4/ So why should you ask the magic Q?
To get clarity.
You want to know where you stand, and what it takes to get what you want in a way that also gets them what they want.
It also holds them (mentally) accountable once the thing they need becomes true.
5/ Staying in the context of soliciting investors, the question is “what would need to be true for you to want to invest (or partner with us on this journey, etc)?”
Multiple responses to this question are likely to deliver a positive result.
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