The Art of Elicitation and the Six Principles of Persuasion
Often used within spy circles as a way to obtain information without the subject understanding the purpose or intention of the conversation, elicitation is a powerful and measurable tool you can use to generate feedback and create engagement within your sites/posts. Similarly, the principles of persuasion are also designed to generate action. In addition to the utilization of key words, formulating your message while incorporating these techniques and principles fosters an environment conducive for interaction and engagement. Information supporting your efforts writing to follow:
Elicitation:
1. Quid pro quo - This is a technique where you share a bit of information in a way that leaves the reader feeling obligated to share back.
2. Flattery/Appeal to Ego - Asking or giving value to other's opinion. For instance, you can finish off a post by stating, "In the end, I'm sure as you read this you have a much better perspective or additional amplifying information to add, I'd love to hear your thoughts..."
3. Questionnaires/Surveys - Although not a sexy elicitation technique, it's a good way to gauge your follower's interests. This is more direct and will fall in line with your niche.
4. Provocative Statements - Using statements to entice your reader to ask you a direct question. You have to be careful here, claiming that you can help them generate a home based business that will make them rich within 30 days, while theoretically possible, isn't all that believable. Stating something like, "How'd you like to supplement your income with an extra $300-$500 a month within the next 30-90 days," may be a bit more believable.
5. Opposition - Stating or showing disbelief in something seemingly simple will often lead those that know to defend their beliefs or position. When you state something is wrong or not possible, the next statement should be, "Prove me wrong." This is not designed to engage in a heated debate, but provides you with the chance to show how your niche supports their beliefs or position.
6. Can You Top This? - Provide an extreme story that leads the reader to want to top it. For instance, if your niche is UAV employment, you could talk about commercial UAVs now delivering pizza to your door. Then you ask your readers what other applications they see in the development of commercial UAVs. This will generate discussions and potentially point them in the direction of your UAV affiliates that are capable of producing the results they came up with on their.
Six Principles of Persuasion:
1. Reciprocity - When you offer or give something to someone, they automatically feel indebted to you. In your posts, offer them something, make it personal, and most important, make it exclusive,
2. Commitment/Consistency - This is self-explanatory. Once they find you, they'll want to stick with you providing you satisfy one of their hierarchy of needs according to psychologist Abraham Maslow (Physiological, Safety, Love/Being, Esteem, Self-actualization). Start with small requests, encourage commitment, and reward them with loyalty.
3. Social Proof - For the most part, no one likes to be a loner, we all want to know that others have been where we are going. Trust is built through reviews, peers, experts, and even celebrities.
4. Liking - It's a proven fact that decisions are made based on if we like the person on not. Therefore, ensure your posts are friendly and not too salesy (my word), they're physically attractive (not too much clutter), similar to them (not a brand, show you can relate to them), and cooperation (show them your on their side and you'll fight for the same things they will).
5. Authority - The truth is, we follow those who we believe are experts in their field. Everything from your title to your references can show you know what your saying and doing. Make sure you come off, or are, the expert.
6. Scarcity - We're magnetized to rare and barely available things because we assume that difficult to obtain means high value. So using limited time, limited quantity, and one-of-a-kind language will promote quick action and decisions.
The next time you write your post, bounce it off these principles and techniques. If you're using one, or more, your chances of success are likely to increase. I hope this helps, it has definitely helped me in both my professional career, as well as, here!
Recent Comments
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While the last one (Scarcity) is effective, I feel it is overused. You can tell a marketer when the limited time is promoted. Just create good content and get people excited to respond and scarcity isn't necessary.
I agree that is can be and is often overused. But, if done right, it can also be very effective. The idea is to use it with an audience you already have, vice trying to fish for new members. Those already following you are more likely to listen than new visitors. Thanks for the thought!