Models of Influence 💪 - Part 1
#125 | Mental Models to Live By🧠
Hey folks👋
Welcome to Wisdom Letter #125
Do your ideas get traction? Can you persuade others? Are you able to get the resources (time, attention, money, etc) from others?
Or Do you end up giving your time, money, attention without realizing it?
This is the Power of Influence.
Today we are talking about 3 Models of Influence inspired by the phenomenal Book - Influence By Robert Cialdini
While these models can help create influence, they can also be used to safeguard yourself when others use them to exploit you.
In this part, we explore 3 models -
Reciprocity
Commitment
Liking
In less than 3 minutes
So let’s get into it👇
“Where all think alike, no one thinks very much.”
-Walter Lippmann
1. Reciprocity👐
The What
We, humans, are uncomfortable with the feeling of owing to someone.
When someone does us a favor, we are more likely to reciprocate the favor in a much bigger way.
This essentially makes us free of any debt we may feel towards that person.
The How
Our understanding of how our tribe perceives us has a big influence on our behavior.
We are wired to return favors.
We inherently understand that when we don’t return favors, we may be considered leeching off of our tribe.
The Where
2 simple examples of reciprocity👐
Pharmaceutical companies give “free” gifts to their network of Doctors expecting that they would return the favor by recommending their medicines.
Creators/ Marketers offer free ebooks or courses that eventually sell you a much more pricey Video course. These are often called “lead magnets”.🧲
The Learning
Offer value and you are more likely to see the favor returned.
2. Commitment🤝
The What
This model says that when we make a choice (a commitment, agree to a statement, or make a decision), we are more likely to behave consistently with that choice - especially in front of the people who were witness to our decision in the first place.
The How
Lack of consistency is difficult for our brain to process.
It causes psychological discomfort.
We default to actions that cause the least mental dissonance.
The Where
2 simple examples of commitment🤝
When you publicly commit to a goal - Quitting your job, Growing your Business, Proposing to your partner - You are more likely to follow through
When you agree with a small statement like “Do you want to sleep better”, you are more likely to answer in the affirmative about the sales pitch of the Mattress or the pillow or any other sleeping solutions that follows.
The Learning
If you need somebody to follow through on your request, ask for small commitments to get a foot in the door.
You are more likely to get a positive response for the actual “bigger” request.
3. Liking❤
The What
We are more likely to listen to people with whom we share common characteristics.
To build rapport with someone, it is good to understand common interests, background, or anything that would put us in the same social circle.
The How
Humans have evolved as tribes.
We want to connect to and be liked by people who feel like our tribe.
The Where
2 simple examples of Liking❤️
Facebook shows common interests to build a rapport with an unknown account. You are more likely to be persuaded to build a connection. Also, you are also less likely to be disrespectful and engage in social media hate when you know you are fans of the same soccer club.
We are more inclined to make purchases based on references from our family and friends.
The Learning
Build a rapport based on common interests, beliefs. This is true to making friends in the offline and in the online world.
How to save yourself from getting influenced.
We often find ourselves on the receiving end of influence - Where marketers convince us to spend our time, energy, and money on things we don’t need or desire.
Understanding these biases is the first step to spot them in action.
Once you have spotted the bias, your body shows signs of discomfort - your stomach tightens (“the gut feeling”).
This may be a signal for you to relook at the facts and make a conscious effort to take a rational decision.
Learn More
📜Read
🐦 Scroll
📺Watch
🤝Related
This Week Last Year - 2021
This Week - 2020
Important Update
We would appreciate it if you can move us to your primary inbox.
This year we’re doubling down on curating the best content online to help you think better and live better.
And in the process help you transform your life and become the best version of yourself.
We don’t want you missing any emails just because the email went in your promotions tab.
Also, if you’ve signed up recently, do tell us what is the 1 thing you want us to focus on in 2022, what are your expectations from us, we would do our best to live up to them.
Cheers,
Ayush & Aditi