Let this man (Robert

B. Cialdini) persuade

YOU!

A ”book review-presentation chimera”by Jussi Laakkonen

jussilaakkonen.wordpress.com

Psychologist

Scholar, Ph.D.

Researcher for 30 years

Visiting professor, Stanford

Chairman, Influence at Work

Renowned presenter

Influence: Science & Practice

> Influence: Science & Practice

Yeah,

over one

MILLION

copies sold!

> Influence: Science & Practice

Yeah,

over one

MILLION

copies sold!

Not bad for a book that

explains the Jonestown

massacre and department

store bargain frenzies!

> Influence: Science & Practice

Yeah,

over one

MILLION

copies sold!

Social proof!

one of theprinciples

> Influence: Science & Practice

> Influence: The psychology of persuasion

> Influence: Science & Practice

> Influence: The psychology of persuasion

> Yes! 50 scientifically proven ways to be

persuasive

So good that I spent 5 hours

making this presentation to

share the goodness.

50 rigoriously tested methods

Immediate real world application

50 rigoriously tested methods

Immediate real world application

Did you know that 50 peop

le

hearted this presentation on

Slideshare! Would you like to

read on?

50 rigoriously tested methods

Immediate real world application

Did you know that 50 peop

le

hearted this presentation on

Slideshare! Would you like to

read on?

I wish8-)

Fasten your seatbelt.

Here we go.

Oh and I’m going to

cover only 15 ways

to leave something to b

e

read from the book.

Please call again if the lines are busy.

Social proof >> inconvenience

Everybody’s buying, hurry up

and don’t miss out!

If people like me do it...

Social proof on steroids

when it comes from

> People like yourself

> People you relate to

We produce 50% more litter today...WRONG!

Social proof works also for

negative actions.

Marginalize the negative actions

”Only 2% of people litter”

You are better than average!

Social proof from statistics

attracts us towards the middle.

Reward high performers to avoid

them drifting back to the middle.

Was that vanilla cherry diet cola+vitamins?

Too many options leads to

decision paralysis.

... and besides line extensions dilute the

brand and lead lower overall sales

(Positioning, Al Ries & Jack Trout)

Free isn’t valuable

If you bundle or offer gifts,

highlight the real value.

Free software included! vs.

Software worth $500 included!

High-end boosts mid-range sales

High-end = reference point

Expensive high-end ->

mid-range becomes a fair deal

Fear by itself paralyzes

Offer a solution, actions to take.

Without actions pointing out risks

only instills fear and denial.

How can I help you?

Reciprocity is a strong norm.

... and the world would be a better place

if we all asked how we can help other

people, instead asking how they can help us.

John, thanks for filling this form!

Personal is persuasive.

Hand writing + Post-It Notes FTW!

Writing the note also commits

the writer himself to his words!

... more proof why Scrum’s post-it note

boards & daily stand up meetings work.

Wow, they really go an extra mile!

Significant, unexpected,

personalized gifts go a long way.

Attention, extra mints after meal,

repeating my order word for word

-> a bigger tip for the waiter

We’ve already done it on your behalf

You are free to participate or not.

Reciprocity back in action.

Favors go out of fashion

As time passes the value of a

favour diminishes.

Gentle refreshing restores value.

WE’ll mark you down as a yes and

let the others know you are coming.

We want to remain consistent.

Especially if others know.

Even more if we gave reasons why.

Here’s your card, and we’d like to

give you two free stamps on it.

Motivated to collect all +

Personalized gift

No strings attached

A loyalty card with 2/10 marked

beats a card with 0/8 hands down.

Great examplesGreat examples

Great examplesGreat examples

Really usefulReally useful

Great examplesGreat examples

Really usefulReally useful

Easy readEasy read

Great examplesGreat examples

Really usefulReally useful

Easy readEasy readAlive & wittyAlive & witty

Great examplesGreat examples

Really usefulReally useful

Easy readEasy readAlive & wittyAlive & witty

True to the titleTrue to the title

GGRREEAATT