Watch the video above. In it, Cialdini describes how people with an agenda (telemarketers, sales people, etc.) put you in a positive state of mind before delivering their message. Changing someone’s perspective or mood, even if only for a brief moment, is as important as crafting a persuasive message.
People find it much harder to notice if they are primed before a pitch. This makes the ability to separate yourself from the problem at hand a durable competitive advantage. It also means practicing pre-suasion will improve your ability to effectively convey ideas or pursue certain agendas.
Challenge: Try pre-suading one person today. I’ll let you work out the details, but I’m going to try it on my barista. For those who are really stuck, try something like:
“Do you consider yourself a helpful person?”
[probably responds yes]
“I only have two bucks on me and left my wallet at home. Is there anyway I can still get a Cafe au Lait? [worth $3.50]”
Comment your results below. Also, if you’re looking for additional info on pre-suasion, look here.