Chapter 10 - Persuasive Message
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Transcript of Chapter 10 - Persuasive Message
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PERSUASIVE MESSAGE
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PERSUASIVE:The ability to use argument and
discussion to influence an
individual’s beliefs or actions.
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EFFECTIVE PERSUASION TECHNIQUES
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Establish credibility
Make logical, precise request
Tie facts to benefitsRecognize the power of loss
Expect and overcome resistance
Share solutions and compromise
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The Importance of
Tone
Avoid sounding preachy or
parental
Don’t pull rank
Avoid making threats
Soften your words when
persuading upward
Be enthusiastic, positive, and
likable
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Gaining attention
Building interest
Reducing
resistanceMotivating action
Major Elements
4in Successful Persuasive Messages
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GAINING ATTENTION
Problem description
Unexpected statement
Reader benefit
Compliment
Related facts
Stimulating question
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BULDING INTEREST
• Facts, statistics
• Expert opinions
• Examples
• Specific details
• Direct/Indirect benefits
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REDUCE RESISTANCE
• “What if” scenarios
• Show/Increase
credibility
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MOTIVATING ACTION
Avoid
• Too general
• Too timid
• Too pushy
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Individual Assignment
You’re about to write a letter
asking for the 4-month
internship at your dream
company.
Apply the techniques you
study today to write a
persuasive letter (maximum 2
pages)
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