Dr. Robert Cialdini – Principles of Ethical Influence

I recently attended a fruitful three days of learning and connecting at Affiliate Summit West 2010.  The highlight of the conference was a talk by leading psychologist Dr. Robert Cialdini.

Dr. Robert Cialdini,  is the author of the groundbreaking books Influence: Science & Practice and Yes! 50 Scientifically Proven Ways To Be Persuasive.

His books are the result of over 30 years of academic study into the reasons why people comply with requests in business settings.  Influence has sold nearly two million copies of the book world wide.

The book has been published in 24 languages and is the top must read sales and marketing book of the CEO Read’s 100 Top Business Books of All Time.   Influence and Yes! have been ranked on the NY Times and Business Week Best Seller Lists.

In the field of influence and persuasion, Dr. Cialdini is the most cited living social psychologist in the world today.

At his presentation Dr. Cialdini discussed the six principles of ethical influence which can be applied to any area of one’s life including one’s business.

The six principles are:  (brief overview)

1. Reciprocation – be the first to give (service, information, concessions)

2. Scarcity – emphasize (genuine scarity, unique features, exclusive information)

3. Authority – establish position through professionalism, industry knowledge, credentials, admitting weakness first

4. consistency – start small and build, be consistent with existing commitments

5.  Liking – make friends by uncovering similarities, areas for genuine compliments, opportunities for cooperation

6.  Consensus – social proof – by the responses of many others including testimonials and people proof.

Apply these six principles to your business and you will greatly increase the likelihood of success.

[Editor - for more information about Dr. Cialdini and his work go to his webpage:   INFLUENCE AT WORK]

« Previous Page — Next Page »