PRE-SUASION

What is Pre-Suasion?

• Pre-suasion—the process of arranging for recipients to be receptive to a message before they encounter it
• Per-suasion teaches us, what to say before making a request to someone(pre-suader), so that he may agree with it
• To Persuade someone it is necessary to Persuade optimally

Key Factors to Persuade someone:

Attention:

• When you pay attention to a particular thing it will automatically become more important to you
• According to this view, in an election which ever political party is seen by voter to have the superior appearance on the issue, highest on the media at that moment will likely win
• This technique means people will give more importance to things, which media is currently reporting as it become trend
• Attention can also be grab by asking Right questions as ‘people usually look for confirmation of the idea rather than for disconfirmation’ (called as ‘positive test strategy’)
• Example of asking people whether they are unhappy? people will search for movement in which they are unhappy and tell yes, they are unhappy
• Another way to influence the people or the employee working in the company is never use language associated with violence like replacing ‘target’ and ‘beat’ with ‘goal’ and ‘outdistance’
• Another way is What’s-focal-is-presumed-causal phenomenon. This means whoever’s face was more visible was judged be more casual
• For Example: The observer was placed in such a way that they can see only one-person face and they were asked which one was dominating the conversation. They always answer the one whose face was most visible to them
• Ways to Grab Attention:
  • Sex: Sexual stimuli can grab human attention easily. For example, a recent field experiment found that only 20% of men would agree to help a woman after having been asked for directions to Martin Street, but almost twice as many agreed to help after having been asked for directions to valentine street.
  • Threatening: Humans gave Special attention to threatening stimuli. A great way to convey highly threatening news without raising people’s defences is to give a real and scary warning and then present the solutions.
  • Something Different: To grab attention of someone the attention material should be new, or different from others. For example: you walk from one room to another to do something specific, but once there you forgot why you come there, which means entering a new environment disrupts our memory
• Another way to grab attention of audience is Self. If something is related with us, we will give that thing more important than other
• For example: take a group photo and pass on the camera, everyone will look themselves first
• Same way unfinished things also grab attention as Unfinished task is more memorable and anything tell unfinished gets much attention. For Example: advertising of soft drinks and toothpaste: students were better able to recall the details when the researchers stopped the ads 4-5 seconds before their natural end.
• Even Geographies or area you work matters. Cialdini said, “the work he had done at home was miles better than what he has done at the University”.
• Cialdini give six main principles of human social influence: reciprocation, liking, social proof, authority, scarcity and consistency
  • Reciprocation: this principle states that those who have given benefits to us are entitled to get benefit from us in return
  • Liking: Salesman who is liked by customer will see their sales grow as people will purchase from him only. To attract someone Cialdini gave two things in Liking i.e. similarities (People like those people who are similar to them) and Compliments (People like complements about them)
  • Social Proof: Two main components of social proof are validity (If people came to know that others have given similar respond, then that respond become more valid and practical) and feasibility (others can do than why not i?)
  • Authority: For example: If a person receives advice from an expert, they gave it more priorities. Two highly persuasive qualities are expertise and trustworthiness
  • Scarcity: People want more what they have less
  • Consistency: Human tendency is normally; they want to be consistent with their existence commitments

Unity:

• The feeling of being a part of group or something like that is unity. the experience of unity is not about simple similarities it’s about shared identities like that person is like us (in place of using “oh, that person is of us” in place of “oh, that person is like us”)
• When people act in unison not only see themselves moral alike, evaluate one another more positively afterwards
• Music can also influence people Music does not deal with the rational part of the brain but with the emotional one. Also, man with guitar asking for phone number to a girl is more effective than a person without