1. From Persuasion: Reception and Responsibility
COMMON TACTICS
From Persuasion: Reception and Responsibility

2. FOOT IN THE DOOR From Robert Cialdini.
Get the customer to make a small commitment that will become a long-term, bigger commitment.
Was used by Chinese communists to brainwash POWs.
Used by many nonprofit groups.

3. FOOT IN THE DOOR Was used by Chinese communists to brainwash POWs.
Used by many nonprofit groups.

4. DOOR IN THE FACE
From Robert Cialdini who also calls it the rejection-then-retreat strategy.
Offer them something big and get rejected, but then offer something smaller that the customer will accept.
Customers, joiners or donors often feel by settling for less, they are in control and dictated the deal.
Can also use sell-up technique with this.

5. DOOR IN THE FACE
Customers, joiners or donors often feel by settling for less, they are in control and dictated the deal.
Can also use sell-up technique with this.

6. YES-YES
Get the audience to agree with you on several points and then it is more likely they will say “yes” to the last thing you have to say.
Having agreed to most parts of the appeal, the persuadee is likely to say yes to the key and final request.

7. YES-YES
Having agreed to most parts of the appeal, the persuadee is likely to say yes to the key and final request.

8. Known as “don’t-ask-if-ask-which” tactic.
ASKING NOT IF BUT WHICH
Known as “don’t-ask-if-ask-which” tactic.
Similar to polarization. Only give them a few, usually two options to choose from.
This tactic can be used unethically, so beware.

9. ASKING NOT IF BUT WHICH
This tactic can be used unethically, so beware.

10. A QUESTION FOR A QUESTION
This is a tactic some people use to throw others off guard by responding to a request by asking a question.
This gives the questioner time to think.

11. A QUESTION FOR A QUESTION
This gives the questioner time to think.

12. THE PARTIAL COMMITMENT
Similar to the door-in-the-face or rejection-the-retreat strategy.
Get a partial commitment from the audience and then come to a final large request.
Examples of this could be samples, test drives, clipping coupons, etc.

13. THE PARTIAL COMMITMENT
Examples of this could be samples, test drives, clipping coupons, etc.

14. ASKING FOR MORE SO THEY SETTLE FOR LESS
Similar to the door-in-the-face or rejection-the-retreat strategy.
Start with a price or level of commitment higher than what audience is probably willing to pay or do. When the persuader backs off, the audience believes they are getting a special offer.

15. ASKING FOR MORE SO THEY SETTLE FOR LESS

16. PLANTING
Involves using imagery to appeal to one or more of the five senses by getting the target group or person to recall how the product, idea or candidate was experienced.
Tie the persuasion to one of the five senses, and the audience will remember the message longer and better.

17. PLANTING
Tie the persuasion to one of the five senses, and the audience will remember the message longer and better.

18. Also called the reciprocity tactic.
THE IOU
Also called the reciprocity tactic.
Involves trying to get audience to feel that they owe you something.
Can place audience in your debt by giving them free samples or offers of help.

19. THE IOU
Can place audience in your debt by giving them free samples or offers of help.