How to Coach Yourself and Others How to Influence, Persuade and Motivate | Page 19

4.

Showcase the reactions of others
Humans are highly social animals, and we often make
decisions based on the actions and beliefs of others. For
instance, hotel guests are more likely to reuse their towels
if they are shown a message stating that many others are
already doing this, rather than one that promotes the
environmental aspects of reuse alone. For those in the
working world, testimonials and recommendations can be
powerful factors in helping others to make decisions.

5.

Find common ground
Likeability is often a key factor in winning people over and
studies have shown time and again that one of the key
factors in influencing how much a person likes another is
how many similarities they share. So if you’re seeking to
persuade, take time to find out about the other person’s
interests and determine what common ground you two
may share.

6.

Get a foot in the door
Sometimes effectively persuading someone comes in baby
steps, and getting them to stay yes to something small can
lead to a greater chance that they’ll be on board with a
larger idea in the future. A study on this phenomenon
found that homeowners who agreed to place a small sign
in their windows asking drivers to slow down were much
more likely to agree to put a larger, more obtrusive sign in
their yards later on than those who were not asked to
display the smaller sign.

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