Though the book Yes!: 50 Scientifically Proven Ways to Be Persuasive contains strategies you may have heard before, it provides the convenience of having them all under one cover. The authors also offer practical examples for using these 50 strategies.
- Use "social proof" by focusing attention on the most who do a desired behavior instead of the few who don't. If writing an ad, for example, better to say "Join the smart drivers who drive safe and sober" instead of "This is the time of year when there are lots of drunk drivers."
- Communicate the value of free items. Instead of saying "receive a free radio" say "receive a free radio worth $30."
- Using the word "because" increases persuasiveness. Classic example was person breaking in line at photocopier. "I need to break in line because I'm running late for class."
- When appealing to one's fear, be sure to include a solution to resolve the fear. Otherwise, person may resort to denial and inaction. Don't use "Termites may be destroying your home now." Use "Don't let termites destroy your home. Get a free inspection today."
- Use handwritten post-it notes. Like a handwritten letter, the receiver notices the extra effort. For example, attach one to a proposal you submit to the boss: "Boss, for your review. Hope we can discuss by Friday. Bob."
- Asking someone to do a small favor increases chance of doing a larger one. For example, if a person agreed to place a small sign in their yard, they were more likely to place a larger one if asked.
- Instead of telling someone to do something desired, ask them if they will. For example, "Will you please call us if you need to cancel?" is better than "Call us if you need to cancel." The reason is because the person is motivated to behave consistently with his or her commitment.
- If a new desired behavior is inconsistent to other person, you can say their "previous decision was correct and consistent at the time given the evidence and information on hand."
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