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[Wisdom Letter #168] 💪 Influence Models - 1
Hey friend 👋
Welcome to Wisdom Letter #168
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
These are -
Before we dive deeper, here’s an interesting recommendation for you.
🤩 Find of the week
This week’s find is the really cool newsletter - The Playbook of the Unemplyable.
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Now, onto today’s topic -
Models of Influence
Where all think alike, no one thinks very much.”
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.
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.
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”.🧲
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.
Lack of consistency is difficult for our brain to process.
It causes psychological discomfort.
We default to actions that cause the least mental dissonance.
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.
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.
Humans have evolved as tribes.
We want to connect to and be liked by people who feel like our tribe.
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.
For a longer discussion on these 3 models, read an older issue of The Wisdom Project -
There we discuss -
The learning from each model
How to prevent ourselves from getting influenced
Recommended reading and more learning content
And lots more…
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