What do people really want? How do you use influence strategies to motivate people?
People decide for emotional reasons and justify with logic. Learn how to motivate people emotionally.
Influence Tactics 101
We influence and persuade others all day long. Sometimes it works, other times not so much. What if you could get better at persuading people to see things your way? And thank you for it? What difference could that make in your life?
With a minimal understanding of how people think on an emotional level you can get better at influencing people.
Influence Strategy – KNOW WHAT PEOPLE WANT
So what do people want the most?
1. To be understood
2. To be recognized
3. To be right
If you appeal to any or all of those influence tactics – you can motivate anyone.
THE NEED TO BE UNDERSTOOD
The most frustrated people on earth are those who feel misunderstood. You know the type. “Nobody cares what I think”. They are also the easiest to motivate. Why do you think physiatrists can charge $200/hour? You pay them to understand you. Think about it. You get the warm and fuzzy when your point is accepted. When your proposal is implemented at work. From a marketing perspective – pure gold. Find out what your prospect’s (visitor’s) problems are and say/write words that conveys understanding. Simple as that. If you come across as sincere – score one for you.
THE NEED TO BE RECOGNIZED
THE NEED TO BE RIGHT
We all take chances. We get sold on marketing programs and get very annoyed when they don’t work. That meant we were wrong in selecting this program. We don’t like to be wrong. I have done some online trading. (FOREX). One of the big reasons people fail in trading is that they don’t like to be wrong. So they hold on to positions even when they are doomed and they should be exited. In trading you can be wrong 60% of the time and still make money. As long as you make more when you are right. Same in marketing. You convince the prospect it’s the right thing to do – and if they believe you they will buy. You see this often as well. One thing you can do is say: “200 people before you succeeded with this program. They did the right thing in signing up.” Implying that you too will do the right thing.
OTHER THINGS PEOPLE WANT
Here’s a list of other things people want these days:
• The same thing everyone else is having, but different.
• A menu where the prices aren’t all the same.
• More attention than the person sitting next to them.
• A slightly lower price than anyone else.
• A new model, just moments before anyone else, but only if everyone else is really going to like it.
• A seat at a sold out movie.
• Access to the best customer service person in the shop, preferably the owner.
• Being treated better, but not too much better.
• Being noticed, but not too noticed.
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Influence Tactics | Influence Strategies
Persuasion Tactics | Influence and Persuasion
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