Influencing People

Influencing and persuasion with out formal authority.

Social proof
  • Show examples of other doing similar to what you are proposing.
  • Show others have succeeded in doing similar thing.
  • Share testimonials.

Informal power > formal power.

Authority as an influence tactic
  • Authority - We respond to mere signs and symbols of authority.
  • Use of business attire or attire that is compliant with authority figure.
  • Develop reputation for being an expert.
  • Associate with higher powered people.
  • Indicate your expert by using correct language such as jargon.
Cognitive biases
  • Availability - we are influenced by readily available, vivid memory.
  • Stories are more influencing than numbers.
  • Framing Bias - We are risk averse to gain, but we are risk seeking towards loss.
  • Anchoring - We are anchored to first price point.
  • Likability
    • Personal appearances matter.
    • Draw on similarities.
    • Engage in dialogue before asking people for favors.
  • Scarcity
    • We value things which are less available.
    • Uniqueness, limited quantities, time constraints.
    • Exclusive information.
  • Reciprocity
    • Offer resources, help, collaboration.
    • Help, help, help. In anyway you can.
Sticky messages
  • Simple messages.
  • Unexpected.
  • Concrete.
  • Credible.
  • Emotional.
  • Stories.
  • 180-195 wpm for maximum perceived knowledge.
Non verbal messaging
  • High power - open body pose.
  • Eye contact.
  • Mirroring behaviors.
  • Relaxed facial expression.
  • Hand gestures, specially illustrative hand gestures.
  • Firm handshake.

Engaging people after they had a meal is more successful.