AUDIENCE / CULTURE

Influence In Speaking by Robert B. Cialdini
Podcast

Motivators – Factors that influence people to say yes.
Tension / Pre-suasion – The setup that helps people see the value of the motivators. How can you help them see it as more important in their minds?

What influences people?

• Commitment & Consistency: We want to appear consistent with our past actions and commitments. 

• Social Proof: We tend to follow what others are doing. 

• Liking: We’re more easily influenced by the people we like. 

• Authority: We often are influenced by those we perceive as having legitimate authority or expertise. 

• Scarcity: Opportunities seem more valuable when they seem limited. 

• Contrast: Showing something in light of something else. 

• Unity: We tend to trust those that we perceive to share a social identity with.

• How can I relate in a way that shows I’m united with them? (I’m a ____ too). 

• What are we losing by not listening? 

• How does this kingdom way contrast with the way of the world? 

• Where is the social proof that other people (majority) are living like this? 

• How do those in authority affirm this?