How the World’s Leading Persuasion Expert Gets Your Business Card

If you attend conferences, you’ll encounter lots of people doing things to get your business card. Walk the aisles of an exhibit hall, and you’ll see fishbowls for iPad raffles, booth babes handing out t-shirts… all for the price of a mere business card. Keynote speakers wouldn’t attempt anything so crass, of course, but how [...]

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How to Turn a NO into a YES!

Can an initial rejection actually help you get the “yes” you really want? Surprisingly, if you create the right first and second requests, it can. Persuasion expert Robert Cialdini conducted a classic experiment that demonstrates the technique by soliciting volunteers to work with troubled kids.

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Give Big, Get Bigger

Reciprocity is a common enough theme here at Neuromarketing. The concept of reciprocity suggests that giving someone something, or doing a favor for someone, establishes a subtle return obligation. An interesting study by German researcher Armin Falk showed that a bigger “gift” amplifies the reciprocity effect. Falk’s study involved mailing 10,000 requests for charitable donations, [...]

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What Don Corleone Could Learn from Guy Kawasaki

When someone thanks you for doing them a favor, there are any number of stock ways to respond. “No problem.” “It was nothing.” And, of course, “You’re welcome.” For some situations, though, there’s a phrase that beats the common replies that we toss out. One of my favorite bits in Guy Kawasaki’s Enchantment is a [...]

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Zilch

Zero does have a seemingly magical impact on our brains (see The Power of Free), though zero isn’t always a good thing. Zero resources, for example, are generally not good for business! That’s exactly what many non-profit organizations start with, though. In Zilch: The Power of Zero in Business, author Nancy Lublin translates her years of experience in under-resourced non-profits into strategies that can be applied by any business.

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Collecting Visitor Info: Reward vs. Reciprocity

Many of us work with websites that depend on collecting user information – lead generation sites, charity sites, etc. Often, these sites have information useful to those visitors. The knee-jerk reaction is often, “Force them to give up their info before we show them the good stuff.” If there’s a search engine optimization person helping [...]

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Personalization: Post-Its and Beyond

Have you ever received a printed invitation to, say, a charity fundraiser, and found that someone you know on the organizing committee had hand-written a short note encouraging you to attend? (Or sat in a room with other people actually scribbling such notes, periodically asking questions like, “Who knows Elmer and Dolly Pennington?”) It turns [...]

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Small Favors, Big Success

Most of us need to persuade people that we don’t know personally to do things. A salesperson wants to close a deal. An office worker needs to persuade the new computer guy to fix her computer first. A fundraiser wants to get a potential donor to make a pledge. Our natural instinct in such situations [...]

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