how to get people to like you: the science of persuasion (ignitephilly 5)
DESCRIPTION
Andrew Rosenthal of Philadelphia talks at Ignite Philly 5, March 2, 2010 on the topic of "How to Get People to Like You: The Science of Persuasion." Reviews theories of fascination, liking, and influence/persuasion.TRANSCRIPT
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Getting People to Like You:The Science of Persuasion
www.andrewjrosenthal.com
Andrew J. Rosenthal
twitter: @andrewrosenthal
20 slides : 5 minutes
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Getting People to Like You: IgnitePhilly 5 1
Who wants to be liked?
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Being liked is good for business
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“fascination” comes from the Latin fascinare, to bewitch
Being fascinating can lead to trouble…
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The mechanism of liking
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Three approaches:
How to Get People to Like You
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Seven triggers of fascination Lust Mystique
Spark curiosity Withhold
information Build mythology Limit access
Alarm Vice
Trust Prestige
Develop emblems Set a new
standard Limit availability Earn it
Power
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People like Zappos.comTrust•Become familiar•Repeat and retell•Be authentic•Accelerate trust
Badges•Core beliefs•Culture
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1. Become genuinely interested in other people
2. Smile
3. Remember that a person’s name is to that person the sweetest and most important sound in any language
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KIPP SchoolsTeach students to be liked by adults
Sit UpListenAsk QuestionsNodTrack Speaker with eyes
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xxxxx Lust xxxxx Mystique xxxxxx Alarm xxxxx
xxxxx Prestige xxxxxxx Power xx
x Vice xxxxxxxxxxxx Trust xx
Three Steps to Becoming More Fascinating
LustMystiqueAlarm
PrestigePowerViceTrust
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Step 2: Develop a plan
Find your fascination badges, then refine and expand
•Purpose•Core beliefs•Heritage•Products•Benefits•Actions•Culture
Step 3: Execute on the plan
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1. Liking2. Social Proof3. Consistency4. Authority
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5. Reciprocity
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6. Scarcity
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Want more information? Slides and links at andrewjrosenthal.com email me: [email protected]
Check out: Robert Cialdini: Influence: Science and
Practice Sally Hogshead: Fascinate Dale Carnegie: How to Win Friends and
Influence People