Persuasion Power

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  • PERSUASION POWER Small Ways to Boost Sales & Marketing Outcomes!

    @LoisKelly! HARDI | 3.22.16!

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    Better outcomes!Minimal budget!

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    How many feel overwhelmed by new sales and marketing techniques, technologies?!

    !

    How often do you wish you could find a way to compete more on price?!

    !

    How often are you told we just dont have the budget for that?!

    !

    How many of you pray that you never have to compete with Amazon? !

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    What matters most?!

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  • AppreciateCustomerexperience

    PersuasionnudgesEasiercustomerdecisions

    StrengthsCrea;vity,energy

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  • Social, behavioral,!positive psychology!

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  • We see our customers as invited guests to a party,!And we are the hosts. Its our job every day to make every important aspect of the customer experience a little better.!JeffBezos

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  • A sense of appreciation is the single most sustainable motivator at work.!!Dr. Adam Grant!Univ. of Pennsylvania!

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  • People are less likely to express gratitude at work than any other place in their life.!

    JohnTempletonFounda;onstudy,2013

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    MORE TRUSTING.!LIKELY TO HELP OTHERS.!STRONGER SELF-WORTH.!

  • Apprecia;ngsomeoneyouworkwith

    WhattheydoandwhyitmaOers

    1. ________________________________

    2. ________________________________

    3. ________________________________

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  • Friday Howl-Outs!

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  • Where we focus and the questions we ask determine what we do. (or dont do.)!

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  • Think about an experience at your company where a sales/marketing effort was amazing.What was the program? What made it so successful? What conditions made it possible to do this?!

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  • All modesty aside, what is great about your marketing/sales and how could you do more of that? !

    1. ______________________________________________________

    2. _____________________________________________________

    3. _____________________________________________________

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  • Persuasion"NUDGES"

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  • 95% of our purchase decision- making happens subconsciously.!

    GeraldZaltmanHarvardBusinessSchool

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  • Personalized text messages:"5.7% increase in college enrollment!

    Step by step instructions in email messages:!Doubled service members enrollment in government savings program!

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  • Make it easier for customers to make decisions"

    Possibili'es Personalize

    SocialProof Par'cula

    rs

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  • 9 TYPES OF MESSAGES!

    POSSIBILITIES" Anxieties" David vs. Goliath""

    Emerging trend""

    Glitz & Glam" Seasonal"

    Counterintuitive" Personal story" How-To""

    BeyondBuzz,L.Kelly,2008

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    Themoreposi;vethemessage,themorelikelyitistobeshared.JonahBerger,UPenn,Contagious

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    Useofpersonsfirstnameinreminderappointment:57%reduc;oninno-shows

    PERSONALIZE

  • PERSONALIZE

    29%higheropenrates40%higherclickthroughrates41%morelikelytobuyfromvendorswhopersonalize35%moreopensfromapersonvs.companyemailblast

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  • 1.Save $54/month on your utility bill.!

    2. Prevent the release of 262 pounds of greenhouse gasses every month.!

    4. Saving energy is a socially responsible thing to do.!

    3. 77% of your neighbors already using fans to save energy.!

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  • SOCIALPROOF:Casestudies

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    SocialProof:Experts

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    IMAGESyougetus

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    86% of contractors in (your region) are now selling ductless heating and cooling systems.!

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    If you ask someone to do something, they are far more likely to do it if you explain why.

  • BEINGSPECIFICABOUTOPPORTUNITYCOSTSINFLUENCESDECISIONS

    Cost of choosing higher priced product !

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    Someonetomowyourlawnforsix

    weeks

  • With the average annual savings from participating in your loyalty program!

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    BEINGSPECIFICABOUTOPPORTUNITYCOSTSINFLUENCESDECISIONS

  • BEINGSPECIFICABOUTOPPORTUNITYCOSTSINFLUENCESDECISIONS

    The;mesavedusingour24/7onlineorderingsystem

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    Threeextradaysofvaca;on

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    THREE!

    Ideal # of claims to produce !positive impression!

    WhenThreeCharmsButFourAlarmsSuzanneChu,KurtCarlson,JournalofMarke;ng

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  • GET STRONGER:Renewal vs. repetition!

    hOps://youtu.be/3V7PmfvX2pE

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  • Confidence" Self-esteem" Optimism"

    For organizations who are focused on strengths, 77% of their employees report they are flourishing, engaged and able to make things happen at work."!

    VIAIns;tuteonCharacter

  • Renewal: use your character strengths"

    Crea;vity Curiosity Judgment LoveofLearning

    Perspec;ve Bravery Perseverance HonestyZest Love Kindness Social

    IntelligenceTeamwork Fairness Leadership ForgivenessHumility Prudence Self-Regula;on Gra;tudeApprecia;onofBeauty/Excellence

    Hope Humor Spirituality

    www.viacharacter.org37

  • 1. What strengths resonate with you the most?!2. When youre in the flow, what strengths are you using?!3. What do you think are Bruces strengths?!

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    APPRECIATE!NUDGE!USE YOUR STRENGTHS!

  • Im On Fire!

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    Its not what you sing its how you sing it!

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    PERSUASION POWER..Be like the BOSS. Play to your strengths. !

  • Foghound.comRebelsAtWork.comslideshare.net/Foghound@LoisKelly

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