Influence people

Friday, May 10, 2013

Six Principles of Persuasion: Social Proof

Part 3 of a 6-part series

You're feeling the power of social proof when you order the same appetizer as everyone else at the table, even though you've never eaten a ridge gourd.

Robert Cialdini says social proof equips us with a "wonderful kind of automatic-pilot device" that spares us mistakesbut also leaves us vulnerable to marketers.

Social proof explains why baristas salt the tip jar; why publishers splash "best-seller" across book covers; and why manias for products like mortgage derivatives and Cabbage Patch Dolls occur.

Want to persuade someone? Tout the number of customers you have or all the great reviews you've gotten.

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