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.