Robert Cialdini - The 6 Principles of Influence
Aug 19, 2019
Are there research-based ways to increase your influence? In this blog I am going to give you The 6 Principles of Persuasion that I learned from Dr. Robert Cialdini.
Dr. Cialdini has a research-based resource available to help you increase your influence and the Influence Trainer gives this book two thumbs up. I have also included a link at the end of this post where you can buy it. I am more of an audio version kind of guy, but you can get either through the link.
Let me give you the 6 Principles:
- Reciprocity: People will give back to you the kind of treatment they have received. It’s the old maxim, “Treat people as you would like to be treated.” For years I have provided free trainings for companies that I want to do business with because it works. I present a complimentary training, which motivates them to continue the relationship. (Follow this link to see if you qualify for a free training) Even if you are not an entrepreneur like me, you can use this principle in the office to increase your influence.
I have an example of how you can use reciprocity here.
- Scarcity: People will try to seize opportunities that are rare or limited in availability. What makes the Mona Lisa so special is that it is priceless, and it is priceless because there is only one. How can you use scarcity in the office?
I have an example of how you can use scarcity here.
- Authority: People will be most persuaded when they see you as an individual who possesses knowledge and credibility. Association is why I used a picture of Dr. Cialdini and myself for this post -- it gives me credibility. I have sat under his teaching; I have been in proximity with him and that gives me authority on the subject. How do you gain authority if you are the newest person on a team?
I have an example of how you can use authority here.
- Commitment: People feel a need to comply with your request if it is consistent with what they have publicly committed to. That is why I ask you to like/subscribe to my email list and comment on my blog. This action is you associating with me, or at least recognizing me in the public square, and subconsciously you are committing in a small way to me. The hope is that in the future you may choose to attend a training from me. On that note, share and subscribe if you are getting value from this content and comment below with your questions about influence. Your questions will guide the content for future YouTube videos and blog posts.
I have an example of how you can use commitment here.
- Liking: People prefer to say yes to your request to the degree that they know and like you. It is the old “know, like, and trust factor.” It is real. All things being equal, people do business with those they know, like and trust, so be likable. John Maxwell taught me the 101% rule. Find the one thing you have in common with another person and give it 100% of your energy in order to connect with them. He talks about this in his book, “Winning With People.” I have read the book multiple times and I highly recommend it. If you focus on one thing you like about a person, over time they will like you back and your influence will increase.
I have an example of how you can use liking here.
6: Consensus: People will likely say yes if you give them evidence that people just like them have also said yes. This is known as social proof. Nine out of ten people subscribe to my blog after reading just one post! I admit I made that up, but you get the point. This is why we read the reviews on Amazon. How do you use social proof in the office?
I have an example of how you can use consensus here.
Here is a bonus tip: Different people will respond to the above principles in varying degrees. Some people assign a great deal of weight to authority and association. Others are all about commitment and being true to themselves, while others are super heavy on the “reviews” or social proof. If you want to influence a person faster, determine what they value and give them more of that. I have an entire teaching you can watch here.
To access your free download, click on the “Influence Assessment” link below.
If you have questions about increasing your influence, please comment below and I will be happy to answer your questions.
Increase your influence, realize your dream.
Influence by Robert Cialdini
The 21 Irrefutable Laws of Leadership by John Maxwell
Winning With People by John Maxwell
Video: Robert Cialdini - The 6 Principles of Influence
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