The Story: Some people are quick to learn. Just hours after a bank manager attended the "6 Principles of Persuasion" webinar, she used Principles #1 (Reciprocity) and #4 (Liking) to sign up a new account. The webinar cited a study where the response rate to a survey doubled from 34% to 69% when a yellow sticky note with a signed, personal message was added. The banker added a yellow sticky to her proposal with the bottom-line summary, "Stephen, You'll save $2,500.00. Stephanie". The bank had a new customer that day.
The Take Away: The Reciprocity Principle states that people feel indebted to those who do something for them. The simple act of adding a personal note can be enough to trigger this reaction. That is why giving free information, samples, or promotional items are effective. Ever buy food after sampling it at the grocery?
The Challenge: What can you give your prospects to trigger the Principle of Reciprocity? Do you offer a valuable report? How can they sample your product or service? Don't underestimate even the simplest things.
Read all 6 Principles of Persuasion and see if you can figure out how Stephanie used Principle #4 (Liking).
Want to learn how to persuade your audiences to action? Attend "Winning Sales Presentations" in March. Click here for the dates and locations.
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