Sublime

A third sample of visitors was greeted warmly and given a small cup of yogurt. Even though the retail value of the yogurt equaled that of the key ring, it increased food purchased much more, to 24 percent. Why? Because visitors entered with a need for food, and matching the gift to the need made the difference.

Principle One: Reciprocation. When you give something to someone they feel obliged to give something back in return. If you want to receive, give first. The best salespeople use this all the time. They give value first.

relationship cultivation is primary; followed by social proof and authority for when reducing uncertainty is foremost; followed in turn by consistency and scarcity for when motivating action is the principle objective.

You can read Robert Cialdini,

A well-known principle of human behavior says that when we ask someone to do us a favor, we will be more successful if we provide a reason. People simply like to have reasons for what they do.

One of the key findings they drew on was introduced by psychologist Robert Cialdini in his business classic Influence: The Psychology of Persuasion. In a number of studies he references, it was discovered that once people take an action, no matter how small, as long as the experience wasn’t onerous, they are more inclined to take any action in the

Freedman e Fraser non si sono fermati qui, ma hanno provato su un altro campione una procedura leggermente diversa. Qui la prima richiesta era di firmare una petizione per «salvaguardare le bellezze della California». Naturalmente, firmarono quasi tutti perché la bellezza dell’ambiente, come l’efficienza del governo o le cure prenatali, è uno di