nlp@work conference: email persuasion

Email Persuasion

How to use NLP to gain rapport across a digital interface

Who Am I?• Neil Trigger – NLP Practitioner & Coach• 1998 – Hypnosis• 2006 - Completed a study on persuasion• 2008 - Started a PhD• 2009 - Stockholm• 2010 – Software Completed & Showcased

What You’ll Learn

• What is Persuasion• 3 Steps to Persuasion• The importance of being positive• Going Deeper Using Rapport• Using Persuasion Online• Other Neat Little “Bits”

What Is Persuasion?

• Started in Ancient Greece• Aristotle• “To Move An Audience”• “Do with”, not “Do to”

3 Steps to Persuasion

• Ethos– Character of the persuader

• Pathos– Emotional reason to change

• Logos– Logical reason to change

• Example: – “Your money or your life!”

Going Deeper Using Rapport

• What is Rapport?– The level at which to communicate deep messages

of truth• How To Blur The Boundaries Of Reality• Based On Mirroring• NOT Mimicking... Otherwise:

NLP is...

• Mirroring• Eye accessing cues• Anchoring• Perceptual Positioning• Using Submodalities

NLP is...

• Mirroring• Eye accessing cues• Anchoring• Perceptual Positioning• Using Submodalities

NLP is...

• Mirroring• Eye accessing cues• Anchoring• Perceptual Positioning• Using Submodalities

NLP is...

• Mirroring• Eye accessing cues• Anchoring• Perceptual Positioning• Using Submodalities

NLP is...

• Mirroring• Eye accessing cues• Anchoring• Perceptual Positioning• Using Submodalities

NLP is...

• Mirroring• Eye accessing cues• Anchoring• Perceptual Positioning• Using Submodalities

Using Persuasion Online

• The Four Ways of Thinking– Visually

• To do with the eyes / sights• Do you SEE what I mean?

– Auditory• To do with the ears / sound• Do you HEAR what I’m saying?

– Kinaesthetic• Feeling & Emotional• Do you GET IT / GRASP the concept?

– Digital• Intellectualising / Thoughtful / Analytic• Do you UNDERSTAND / COMPREHEND – Does that MAKE SENSE?

Applying this idea

• Analyse the Queen’s Christmas speech...• Compared the chart to the country’s

GDP• It correlated!

Applying this idea

• My Twitter Account (@Manteya)• Any fluctuations in + / - can be

interesting• They predict the stock market!!• (FTSE 100 index goes up and down in

relation to the mood of my twitter list)

Now for some practical stuff• Consider this email to a hypnotherapist

– (names have been changed):Dear Mike,I feel that you may be able to help. I feel really bogged down and stuck with a problem that’s really getting on top of me. I just can’t find a way forward and I need a helping hand to pull myself out of what I only feel is a pit of depression. Is that the kind of thing that you handle?Alice

• Consider this response:Hi Alice,I see the problem and from the picture you’re painting, it’s clear that you’re looking at things with not-such rose tinted glasses. If you’d like to come and see me, we can take a better look at the issue together and see if we can find a brighter future for you.Thanks,Mike

Now for some practical stuff• Consider this email to a hypnotherapist

– (names have been changed):Dear Mike,I feel that you may be able to help. I feel really bogged down and stuck with a problem that’s really getting on top of me. I just can’t find a way forward and I need a helping hand to pull myself out of what I only feel is a pit of depression. Is that the kind of thing that you handle?Alice

• Consider this response:Hi Alice,I see the problem and from the picture you’re painting, it’s clear that you’re looking at things with not-such rose tinted glasses. If you’d like to come and see me, we can take a better look at the issue together and see if we can find a brighter future for you.Thanks,Mike

Now for some practical stuff• Consider this email to a hypnotherapist

– (names have been changed):Dear Mike,I feel that you may be able to help. I feel really bogged down and stuck with a problem that’s really getting on top of me. I just can’t find a way forward and I need a helping hand to pull myself out of what I only feel is a pit of depression. Is that the kind of thing that you handle?Alice

• Consider this response:Hi Alice,I see the problem and from the picture you’re painting, it’s clear that you’re looking at things with not-such rose tinted glasses. If you’d like to come and see me, we can take a better look at the issue together and see if we can find a brighter future for you.Thanks,Mike

CLASH!

Result

• No response• Radio silence for 6 weeks• Something needed to be done

Show The Hypnotherapist

• Original EmailDear Mike,I feel that you may be able to help. I feel really bogged down and stuck with a problem that’s really getting on top of me. I just can’t find a way forward and I need a helping hand to pull myself out of what I only feel is a pit of depression. Is that the kind of thing that you handle?Alice

• Old response:Hi Alice,I see the problem and from the picture you’re painting, it’s clear that you’re looking at things with not-such rose tinted glasses. If you’d like to come and see me, we can take a better look at the issue together and see if we can find a brighter future for you.Thanks,Mike

Show The Hypnotherapist

• Original EmailDear Mike,I feel that you may be able to help. I feel really bogged down and stuck with a problem that’s really getting on top of me. I just can’t find a way forward and I need a helping hand to pull myself out of what I only feel is a pit of depression. Is that the kind of thing that you handle?Alice

• New response:Dear Alice,I get the problem and from the feelings you have, I feel that you’re too stuck in the issue to pull yourself out without help. If you’d like to come and mull things over with me, we can see whether a different standpoint might be better for you and try to dig a way out, together. Things are never as bad as they feel in the moment, so we’ll make you warm and fuzzy again. :o)All the best,Mike

New Result

• Positive response in 1 hour (at 11:28pm!)• Booking• Payment up-front• Sense of “connection” – Connection is a Kinaesthetic Word

• Referrals

The Problem

• This kind of analysis and re-write can take a very long time

• Being positive can be hard• Even people who know about predicates don’t

tend to apply it consciously online• I get hundreds of emails every day (literally)• If you’re like me, you need a quicker solution!

The Problem - Continued

• To analyse every email, you need a computerised system to run through every word or phrase in your incoming email and categorise it according to these four categories

• Then analyse your response• Then compare the two scores• Then be told what needs changing• No such system exists

The Problem - Continued

• To analyse every email, you need a computerised system to run through every word or phrase in your incoming email and categorise it according to these four categories

• Then you need to do the same to your response• Then you need to compare the two scores• Then you need to be told what needs to be

changed• No such system exists

existe

d ^

We Made One!

Here It Is

Here It Is

Here It Is

Demonstration

• I receive an email:

Demonstration• I reply

Demonstration• I reply

Demonstration• I reply

The Analysis

The Analysis

The Analysis

The Analysis

The Analysis

The Analysis

The Analysis

The Analysis

Other Applications of This Idea

• Analysis of Twitter followers:– http://www.manteya.com/tweetchecker/– Make your updates more persuasive

• Analyse your Facebook friends:– http://www.manteya.com/ffc

Other Results...• "Manteya were recommended to us when we attended an

‘email best practice’ seminar. We gained a 42% increase in click through traffic just from changing the email subject to a more positive one!"- Nicolina Coppolaro - Computer Links

• "it will certainly exceed your expectations!"- Neil Bulman - Business Adviser - Business Link

• "Excellent, professional product that clearly helped us to look at our company from a different point of view. Some of the small changes we’ve made have already started to make a difference to sales so well worth the investment." - Olly Daglish - Owner - Ollypop (As seen on BBC TV)

Other Comments• "We have definitely seen a rise in our enquiries and bookings. I

would recommend Manteya to anyone who wishes to increase their enquiry levels... “ - Fi Daly - Prince Hall Hotel

• "researched to the highest academic standards and groundbreaking in it's content and application"- Tony Cobley - Photographer

• "Your knowledge about the human brain is astonishing"- Ivelina Borislavova - Internet Marketer - Free Classified Ads London

• "Every business should think about having something like this"- Kerry Adams - Director - Dodd & Associates Limited

Cost

•£497 per version

Cost

•£497 per version

Cost

•£497 per version•Special Conference

Only Deal: £250• Please come to speakers

corner and see me.