My mom taught me as a child, it’s really hard to unyell once you’ve yelled. If you want to get what you want, start soft. You can always yell once that fails, but you once you’ve yelled, it’s too late for the soft approach.
We all know birds of a feather flock together, but we’re often unaware of how frequently we flock with birds of our feather. Even when we say we are uninfluenced, the opinion and action of the crowd often get us to behave in ways we do not expect and can be used against us to influence our actions through the principle of social proof. (part 3 of 3 in the series on Weapons of Influence).
Consistency and Commitment are usually good things, but what about when underhanded marketers or other persuaders get us to subtly commit ourselves before we know what they’re after and then play on our desire to be consistent with our commitments? This is used against us every day. (Part 2 of 3 in the series on Weapons of Influence).
Robert Cialdini’s book Influence discusses several “Weapons of Inflence”. This first part examines the power of reciprocation — our need to give back to someone who has given something to us — and how this is used to influence us every day in our buying decisions and in other areas. Parts 2 and 3 will look at social proof and comment and consistency.
I love Smartwool. I’m actually wearing a Smartwool shirt and Smartwool socks right now. If Smartwool wanted me to write a testimonial, all they would have to do is ask, to say “Hey, we want some killer testimonials for our website, will you help us out?” That’s not what they did.
The most foolish things I’ve done in my life have been for neither love nor money, but simply for free ice cream. One spring, when I was about ten years old, in return for an ice cream cone, I swam out to the ice in Lake Champlain, only about 25 feet, but in water cold […]
I’m listening to a writer for Law and Order, who used to be a crime reporter. He was saying that if you ask any homicide detective, they’ll all tell you that often the killer says “Well he told me to shoot.”
We are motivated to do good, even great, things for friendship (social norms) and we expect to pay for commercial goods (market norms), but when we mix these, bad things happen in our social lives and for companies that get this wrong.
You weren’t planning to buy the premium edition, but somehow that’s what you came home with. How did they get you do to do that? Easy. The Contrast Principle
It seems that every corporate website has some place to handle problems and complaints. But shouldn’t you have a place to handle happy customers? The unhappy customer may be unrecoverable, but you want a long-term relationship with happy customers.