LEVERAGING YOUR BUSINESS
As an expert-led business owner , understanding and applying the principles of influence can significantly enhance your business growth and reputation . Dr . Robert Cialdini ’ s extensive work in the field of psychology offers valuable insights into how people are persuaded . Here ’ s how you can leverage these seven principles to build and grow your business .
1 . RECIPROCITY : THE ART OF GIVING TO GROW
Reciprocity is a powerful tool in business . It ’ s about creating a cycle of mutual benefit . By sharing another professional ’ s article , helping with a job posting , or engaging in meaningful conversations , you open the door to beneficial relationships . This isn ’ t just about giving to receive ; it ’ s about fostering a genuine community of support . As you help others , they are more inclined to help you , whether it be through referrals , collaborations , or endorsements .
2 . COMMITMENT AND CONSISTENCY : THE PROMISE KEEPERS
Your business thrives on reliability . Making and keeping promises — whether it ’ s regarding your schedule , services , or product quality — builds a brand of trustworthiness . Clients and partners value consistency ; they want to know they can count on you . This reliability not only retains existing clients but also attracts new ones who hear of your steadfast reputation .
3 . SOCIAL PROOF : THE POWER OF TESTIMONIALS AND CASE STUDIES
Social proof is essential in today ’ s digital world . People often look to others ’ experiences before making decisions . By gathering and showcasing testimonials and case studies , you provide potential clients with a window into the successes you ’ ve facilitated . These endorsements act as a powerful tool in validating your expertise and the effectiveness of your services or products .
4 . AUTHORITY : ESTABLISHING YOUR VOICE
In a crowded market , establishing yourself as an authority in your field sets you apart . Hosting a podcast , appearing on others ’ podcasts , and having a consistent presence both online and offline positions you as a thought leader . This visibility not only enhances your credibility but also expands your reach , attracting clients who seek expert guidance .
5 . LIKING : THE LIKABLE LEADER
Business is not just about transactions ; it ’ s about relationships . Being personable , appreciative , and easy to work with makes a significant difference . Let your clients and peers know that you value and respect them . This creates a positive working environment and often leads to long-term business relationships and referrals .
6 . SCARCITY : CREATING EXCLUSIVE OFFERS
Scarcity can be challenging but effective . It ’ s about offering something unique or time-limited that adds value . While maintaining the quality of your regular offerings , periodically introduce an exclusive service or product . This strategy creates a sense of urgency and exclusivity , making your offer more desirable .
7 . UNITY : ENGAGING WITH COMMUNITIES
Unity is about being part of the groups and conversations that matter to your clients and industry . Engage actively in these communities both online and offline . Share insights , participate in discussions , and contribute meaningfully . This not only shows your commitment to your industry but also builds a sense of shared identity with your clients and peers .
Leveraging these seven principles of influence in your business strategy can lead to significant growth and success . Each lever offers a unique approach to building stronger relationships , establishing your authority , and enhancing your business ’ s appeal . As you apply these principles , remember that authenticity and ethical practices are key to sustainable success . By doing so , you not only grow your business but also contribute positively to your industry and community . +
Phil Gerbyshak knows sales . He ’ s a sales speaker , a sales executive , a sales expert , a sales leader mentor , a sales podcaster , and a sales coach . Phil has worked in sales , leadership and the digital space for years , starting by selling high-speed Internet when the Internet was using dial-up , was a stockbroker , a software salesman , and has even sold digital advertising . He ’ s written 6 books , more than 3000 articles , and has been quoted in the Wall Street Journal , Daily Globe and Mail , Financial Times , Investor ' s Business Daily , Inc . and many other publications , including earning 3 covers : Speaker Magazine , Marketing Media and Money , and Social Selling Made Easy . People recognize Phil for his personal brand of connection and simplicity , delivered with a smile and some hard-earned swagger . Phil works with businesses to leverage modern selling practices , including social and virtual selling , to increase their profitability , their productivity , and their performance .
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