COMM 205 Lecture Notes - Lecture 6: Plaintext, Human Behaviour, Pole And Polar
7 Dec 2018
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Reciprocation: if you do me a favour, i"ll do you one. Commitment: once you start, you should continue. Social proof: providing proof and actions that will convince you, especially proof involving other humans. Liking: we are more likely to accept requests and favours from people who we think like us. Authority: convey authority to convince the receiver to comply. Scarcity: limited-time offers, limited quantities, we like things that are scarce and restricted. Attention opening: capture attention, create awareness, describe the problem, compliment, ask something stimulating. Interest body: describe rationale, facts, figures, examples, specific details, benefits. Desire body: reduce resistance, anticipate objections, offer counter arguments, show the value again. Action closing: make the request, call to action, make it easy. Credibility: this is someone you should believe. Reasonable, specific request: doesn"t beat around the bush, is realistic. Tie facts to benefits: provide stats, reasons, analogies to support your arguments.
