Persuasion is a key skill for marketers to master — not manipulation but honesty-based persuasion.
As Emma Snider writes for HubSpot:
“To sell something, you have to convince a buyer that they not only want your offering, they need it. To be clear, I’m not talking about fooling them into buying a piece of junk. Oftentimes, prospects stand to benefit considerably from purchasing a new product or service.”
“Most salespeople swear by personal persuasion tactics that ‘just work.’ But what does science have to say about it? After researching scientific studies on tactics that prompt people to act in a certain way, the folks at Everreach put together the infographic shown below. Instead of deciding which method of persuasion to use based on gut feel, salespeople can now consult the science before proceeding. So before your next meeting or call, think: Which of these six tactics would hold the most sway over this particular buyer? Adjust your approach accordingly and you’ll have them signing on the dotted line in no time. It’s not magic; it’s science.”
I found these tips on persuasion very helpful! Some of the factors mentioned were things that I never would have thought would change the decisions people make. The fact about consistency is the one I found most interesting. I wouldn’t think that asking for a smaller commitment before asking for something larger would really make so many more people agree to it. The commitment of putting a small card in the window before asking to put up a sign in front of the house led to a 400% increase. That’s crazy to me. I’m sure most people don’t even realize that they would behave similarly in this situation. I think these universal factors are used often, but not noticed by the people being persuaded, because these methods can be used in a casual way.
These tips are simple, but smart tips that I would never think of. This reminds me of a show I watched “Hack Game”, where one episode was a way to get perks from a customer’s viewpoint, by upgrading to a first class seat for free. It included complimenting the representative on their job and the company, the customer being a repeat customer and using the service for many years. And when the customer asked for alternatives, and put the representative in the customer’s shoes by asking ” What will you do if you were in this situation?” Overall, by becoming friendly and personable with the representative, it didn’t get the customer first class, but it did get the customer a better seat with more leg room for no charge at all.
As a sales associate, i found these tips real helpful. For example scarcity, people want things that not a lot of people have. Working at blooming dale,s people ask me for products all the time that unfortunately we do not carry. I bring thing information to my manager who talks to the buyers for Bloomingdales. Lining: connecting with the customers plays a huge role in being a good sales associate. I need to connect with my customers and form relationships with them to help bring them back to Bloomingdales and create good customer/associate relationships.