Doing the Opposite Can Make You More Influential – part 2

Last week I mentioned the classic Seinfeld episode, The Opposite. George’s interaction with Jerry and Elaine highlighted a paradox when it comes to influence and persuasion: instinctive approaches often backfire. In that post I shared three common mistakes — along with counterintuitive, science-backed approaches to help you ethically and more effectively influence people. I promised three more tips this week so here you go!

1. Make Effort Feel Worth It

Ever hear, “Operators are standing by. Call now!”? While it sounds reassuring, it creates the picture that operators are sitting round chatting and twiddling their thumbs because no one is calling.

Do the opposite: Subtle social proof works wonders. When NordicTrack debuted on TV, they didn’t say operators were waiting. Instead, they said, “If operators are busy, please call again.” Sales skyrocketed because people assumed demand was high and they didn’t want to miss out.

Your Influence Tip: Make it easy to act, but don’t make it so easy that people don’t see value or demand.

2. Confusing Your Consistency with Another’s

Your personal consistency — living up to your promises — is hugely important because it makes you trustworthy. However, when it comes to the principle of consistency remember this; it’s not about you, it’s about the other person.?

Do the opposite: Focus on what the other person has said, done, believes, or values. Most people will live in alignment with how they see themselves and how others perceive them.

Your Influence Tip: Stop telling people what to do, “I need your help.” Instead, tap into a previously displayed positive trait. Try this approach, “You’ve been so helpful in the past. I hope you’ll be able to help me…” Dale Carnegie pointed out; when you giving the other person a fine reputation, they’ll usually live up to it.

3. Focus on What They’ll Lose, Not Just What They’ll Gain

Talking about benefits — “Look at all you’ll get!” — is common. After all, we like positive people and approaches. But research shows people are more motivated to avoid loss than to achieve gain.

Do the opposite: Reframe your message to focus on what’s at stake. Bose followed this strategy with their Wave Sound System. When they switched from a “NEW” campaign approach to “Hear what you’ve been missing,” sales surged by 45%.

Your Influence Tip: Instead of saying, “Sign up for our free course and gain new skills,” try, “Don’t miss out on this free course — it won’t be available forever.”

The Irresistible Opportunity…Again

Behavioral research is clear that common-sense approaches to influence don’t always lead to success. When you embrace the counterintuitive principles of persuasion, you get better results with less effort.

Would you like to learn more strategies that are sure to boost the bottom line? Join my Cialdini Community and access these free gifts taught by Dr. Robert Cialdini, the “Godfather of influence”:

• Persuasion Power Course: Enhance your influence skills immediately.
• Certified Practitioner Program Trial: A preview of our flagship training.

Don’t miss out on this opportunity to boost your influence skills and positively impact results. Click here to get started.

Edited by ChatGPT

Brian Ahearn

Brian Ahearn is the Chief Influence Officer at Influence PEOPLE and a faculty member at the Cialdini Institute.

An author, TEDx speaker, international trainer, coach, and consultant, Brian helps clients apply influence in everyday situations to boost results.

As one of only a dozen Cialdini Method Certified Trainers in the world, Brian was personally trained and endorsed by Robert Cialdini, Ph.D., the most cited living social psychologist on the science of ethical influence.

Brian’s first book, Influence PEOPLE, was named one of the 100 Best Influence Books of All Time by Book Authority. His follow-up, Persuasive Selling for Relationship Driven Insurance Agents, was an Amazon new release bestseller. His latest book, The Influencer: Secrets to Success and Happiness, is a business parable designed to teach you how to use influence at home and the office.

Brian’s LinkedIn courses on persuasive selling and coaching have been viewed by more than 650,000 people around the world. His TEDx Talk on pre-suasion has more than a million views!