How to Coach Yourself and Others How to Influence, Persuade and Motivate | Page 239

and family — people we know so well — are participating in the
program, then we feel social proof and family pressure that it must be a
good company or product. That's why referrals are some of your best
prospects! Referrals are your greatest source of social validation.
Etiquette is also a form of social validation. When we eat, what we order,
what we drink, where we put our napkins, and how we cross our
silverware when finished, all are forms of social validation. Have you
ever noticed that no one wants to be the first to order dessert? If the
majority does not want dessert, it's likely that no one will. I recently
attended a business opportunity seminar that was promoting a home