Getting People to Like You:The Science of Persuasion

www.andrewjrosenthal.com

Andrew J. Rosenthal

andrew@andrewjrosenthal.com

twitter: @andrewrosenthal

20 slides : 5 minutes

Getting People to Like You: IgnitePhilly 5 1

Who wants to be liked?

Getting People to Like You: IgnitePhilly 5 2

Being liked is good for business

Getting People to Like You: IgnitePhilly 5 3

“fascination” comes from the Latin fascinare, to bewitch

Being fascinating can lead to trouble…

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The mechanism of liking

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Three approaches:

How to Get People to Like You

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Seven triggers of fascination Lust Mystique

Spark curiosity Withhold

information Build mythology Limit access

Alarm Vice

Trust Prestige

Develop emblems Set a new

standard Limit availability Earn it

Power

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People like Zappos.comTrust•Become familiar•Repeat and retell•Be authentic•Accelerate trust

Badges•Core beliefs•Culture

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1. Become genuinely interested in other people

2. Smile

3. Remember that a person’s name is to that person the sweetest and most important sound in any language

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Getting People to Like You: IgnitePhilly 5 10

KIPP SchoolsTeach students to be liked by adults

Sit UpListenAsk QuestionsNodTrack Speaker with eyes

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xxxxx Lust xxxxx Mystique xxxxxx Alarm xxxxx

xxxxx Prestige xxxxxxx Power xx

x Vice xxxxxxxxxxxx Trust xx

Three Steps to Becoming More Fascinating

LustMystiqueAlarm

PrestigePowerViceTrust

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Step 2: Develop a plan

Find your fascination badges, then refine and expand

•Purpose•Core beliefs•Heritage•Products•Benefits•Actions•Culture

Step 3: Execute on the plan

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1. Liking2. Social Proof3. Consistency4. Authority

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5. Reciprocity

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6. Scarcity

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Getting People to Like You: IgnitePhilly 5 19

Getting People to Like You: IgnitePhilly 5 19

Getting People to Like You: IgnitePhilly 5 20

Want more information? Slides and links at andrewjrosenthal.com email me: andrew@andrewjrosenthal.com

Check out: Robert Cialdini: Influence: Science and

Practice Sally Hogshead: Fascinate Dale Carnegie: How to Win Friends and

Influence People