Monday 1/30/2012
by Brian Ahearn
EXCERPTS:
Yes: 50 Scientifically Proven Ways to Be Persuasive, the authors (Cialdini, Goldstein, Martin) cite two studies on the use of yellow sticky notes to show how they engage people and can increase the response rate. In both studies, when a sticky note with a hand written message was attached to a survey cover letter, the response rate to the survey more than doubled when compared to just sending out the survey cover letter
Why does the sticky note with the short message work so well? Because of reciprocity; the principle of influence that alerts us to the reality that people feel obligated to give back when they sense someone has done something for them. Using a sticky note with a handwritten message takes extra time and personalizes the request. Consciously or unconsciously, recipients of the survey responded to that small act in a big way. After all, it’s hard to deny a doubling of the response rate in two separate studies.
Brian Ahearn - Columbus, Ohio, United States - I’ve been in the insurance industry for more than 25 years and have been a part of the State Auto Insurance Group since 1990. A Chartered Property Casualty Underwriter (CPCU) and Competent Toastmaster (CTM), I've been involved in the development and delivery of sales training programs for more than 15 years. In addition to training I'm a sales coach for a dozen regional vice presidents across the country. The focus of my sales training and coaching revolves around ethical influence and persuasion. Having trained under Robert Cialdini, PhD, I'm currently one of only 27 Cialdini Method Certified Trainers (CMCT) worldwide. There’s more than 60 years of behavioral science research to back up this claim - there are scientifically proven ways to get people to say “Yes” to you when you make a request. My goal is to help you understand how to apply that science so you can enjoy more success at work and home.
Access Source And Its Great Content: http://www.influence-people-brian.blogspot.com/2012/01/700000-great-reasons-to-use-yellow.html
No comments:
Post a Comment