6 Ways to Better Persuade Others

Unarguably a guru on persuasion, Robert Cialdini introduces to us the key principles of having people say YES! Have a look at the video, my notes below:

  1. Reciprocity: be the first to give, and the gift must be personalized and unexpected (e.g. waiter gives you a mint with the check, and then another one because “you’re nice”, and you give him more tip)
  2. Scarcity: people want more of what there’s less –> talk about benefits of my product & what’s UNIQUE about it and what they’d lose if they fail to consider my proposal
  3. Authority: people will follow the lead of credible knowledgable experts, or people in uniform (have someone else to introduce your credentials to the prospect, e.g. “let me introduce you to … who has X many years of experience in this field”)
  4. Consistency: look for and ask for small initial commitments (voluntary, active, and public commitments and get them in writing) that can be made (and they’ll afterwards commit to other things consistent with them, e.g. patients writing their own next appointment details commit to it more often)
  5. Liking: people say yes to whom they like (people who are similar to us, who pay us compliments, who cooperate with us towards mutual goals) –> before starting negotiating exchange personal info and build common ground of things both of you like + pay compliments, before getting down to business
  6. Consensus: when uncertain, people look at actions of others to determine their own (point out what SIMILAR others do, e.g. 75% of people in THIS hotel room reuse their towel –> it makes you reuse yours)

Here below another interesting video on human Trigger Features (“because”, “expensive = good”, and the contrast principle)

5 Posts to Take Your Blog to Success

I should have written this post as the very first one of my blog, as it helps me provide focus and purposes when I write and share my findings.

Below you can find a few tips on how to create and write a better blog… The bottom line is to focus on genuinely helping people, providing content that gives value to somebody, and that is first interesting to you.

On the purpose of blogging:


Tanner, and also Seth, suggest that people wanna hear about things that can help them or are entertaining, something that is insightful for them: you must be truly helpful! So start blogging by asking good questions (broad enough) and look for answers (others will probably need the same answers). e.g. what is creativity? why does it matter? how can we get more in our lives? how will it affect the future?

You should ask questions that you think are interesting for YOU! And find the answers. Be passionately curious!! Create art for art’s sake, for yourself.

Focus on exploring passionately a topic you’re interested about, and share your findings. Don’t make people feel good, give them tough advice: the advice they need, not the one they want to hear… Being really helpful is the key to successful blogging!

Write well and you’ll be fine: write like you meant it, first do research, then write your findings. Research is your gift to readers… 😉 Write as if you were writing for your past, uneducated self. You are your own audience! You are teaching yourself…

And Quora and Google scholar are great places to look for information…

What do you think?

3 Posts to Greatly Improve Your Emails

Here’s a couple of links to posts for writing leaner and more effective emails… They’re not extremely short, but worth reading:

4 Great Links to Improve Your Presentations

Even if for most of us presenting is not our main activity, it doesn’t mean we should just improvise…

Here’s a couple of links that can help you design more effective presentations:

Leadership to Action

Great TED talk by Simon Sinek on purpose-based leadership.

Simon talks about using the golden circle, namely communicating in this order:
communicate first the WHY: the mission, our beliefs (e.g. Apple: we challenge the status quo)
then the HOW: how we do it, the unique selling proposition (e.g. Apple: we challenge the status quo by designing beautiful products)
only talk about now the WHAT: what we do (e.g. Apple: we happen to make computers, wanna buy one?)
People don’t buy what I do (or they could buy as well from my competitors), they buy WHY I do it! What I do simply works as the proof of what I believe.

The goal is to do business (with costumers and also employees) with people who believe what I believe (the why)! Not to do business with people who need what I have (my products, a job)…

Simon thinks this is determined also by how our brain is structured:

  • what: neo-cortex brain, logic, language (facts & figures, benefits)
  • how+why: limbic brain, feelings (loyalty, trust), decision making, behavior… (the limbic brain has no capacity for language, hence the benefits of the WHAT don’t drive behavior!)

You must talk with the why and the how to the limbic brain, that then goes out to the neo-cortex to rationalize behavior!

It hence becomes clear that “making money” is not a why, but a result, it’s a WHAT!

If you talk about what you believe, you’ll attract people who believe what you believe!
Why is it important to talk about it? For the bell curve! Innovators + early adopters (whose tipping point is at 15-18% of market penetration). They care about the WHY! The early+late majority only care about the WHAT and buy only if someone who they trust (the early adopters) already bought it.

So Simon suggests that communicating like this: “if you ARE the kind of person that …………., I have the product for you!” is much more effective that saying “I sell …….”
And people will show up, not for you, but for themselves!! For what they believe! In fact, Marthin Luther King said “I have a dream…” not “I have a plan…” 🙂

Leaders (authority) and those who lead (inspiration through aspiration) are two different kind of people: and we follow those who lead, not because we have to, but because we want to, not for them, but for ourselves.

What’s your favorite leadership talk?

11 People to Get You Inspired

Here’s a list of inspiring people that greatly impacted the way I view the world:

Who inspires you?