3 simple tricks to get people do what you want

in #science6 years ago


Here are 3 psychological tricks that marketers, sales people and the like use to get you do what they want.

Principle of reciprocity – give before you take

The principle of reciprocity says that in many social situations we pay back what we received from others. Not so long ago, you may have come across disciples of the Hare Krishna sect. A member of the sect presented you with a small flower and a smile. If you are like most people, you took the flower to avoid seeming rude. If you tried to refuse, you would have heard a gentle “Take it, this is our gift to you.’ Just when you thought that was the end of it, another disciple of the sect approached, this time asking for a donation. In many cases, the plea was successful.
The trick to make reciprocity applicable in real life is simple. When someone thank you for helping them, tell them this “You would do the same for me.” This would ensure that the favour you did for the other person wasn’t in vain.

Scarcity – only while stocks last

The theory behind scarcity is simple – the rarer an item is the more valuable it becomes. Here is an analogy to help you understand. Professor Stephen Worchel did an experiment to assess the quality of cookies. Participants are split into two groups. The first group received an entire box of cookies, and the second group just two. Participants who received just two cookies rated the quality much higher than the first group did. When we are deprived of an option, we suddenly deem it more attractive. Assess products base solely on their price and benefits. It should be of no importance if an item is disappearing fast.

Contrast effect – why you should hang out with ugly people

We judge something to be beautiful, expensive, or large if we have something ugly, cheap or small to compare with. Discount business relies heavily on this tactic. A product that has been reduced from $100 to $80 seems a better value than a product that has always cost $80. Another real life application - assume you decided to buy a new suit. Quickly, the smart salesperson offers you a somewhat expensive tie that goes nicely with the suit. In comparison with the price of the suit, the tie does not seem too expensive, but without the comparison standard elicited by the suit, you may never have considered buying such an expensive tie.

Think rationally.

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