Today, I’d like to quickly hit on some learnings I gleaned from re-reading a classic book on persuasion, called,
“Influence: The Psychology of Persuasion.” The author, Dr. Robert Cialdini, is considered the father of the science of persuasion (and you didn’t even know that existed!).
Here at Career Resume Consulting, I like to take the best practices of Psychology, Sales and Marketing and use them to your advantage as a job seeker, especially in the six-figure or executive spaces.
I’d like to share with you the six persuasion techniques Cialdini outlines in his book,and a quick way to use each of them in a job search. I’ve also included, at the bottom of this newsletter, a video that goes into more detail about how to use these persuasion techniques.
Here are the main principles and how to use them as a job seeker:
RECIPROCITY
People feel obligated to do something back for you if you do something for them. If your job lead has gone cold, and you haven’t heard back in a couple of weeks, email them a “piece of value” that you’ve found on the internet that would be applicable to their needs/pain points. Click here to find out how to do this through a Google Filetype Search.
People feel obligated to do something back for you if you do something for them. If your job lead has gone cold, and you haven’t heard back in a couple of weeks, email them a “piece of value” that you’ve found on the internet that would be applicable to their needs/pain points. Click here to find out how to do this through a Google Filetype Search.
SCARCITY
Plain and simple, people want what they can’t have. If you get a call from a recruiter or employer, don’t drop everything to talk with them immediately. Set up a time in the next day or so that is convenient for you to have the conversation. You’re a busy professional, remember?
Plain and simple, people want what they can’t have. If you get a call from a recruiter or employer, don’t drop everything to talk with them immediately. Set up a time in the next day or so that is convenient for you to have the conversation. You’re a busy professional, remember?
LIKING/LIKABILITY
People hire people they like over people that are more qualified, all the way up to the CEO level. Build a connection with your interviewer immediately by doing your homework about the person, not just the company. Very specific flattery will get you everywhere.
People hire people they like over people that are more qualified, all the way up to the CEO level. Build a connection with your interviewer immediately by doing your homework about the person, not just the company. Very specific flattery will get you everywhere.
AUTHORITY
You are an expert in something, I guarantee it. You don’t have to be a national authority; you just have to know more about a certain subject than the person sitting across the desk from you. People will hire experts quicker and pay them more than just a winning candidate.
You are an expert in something, I guarantee it. You don’t have to be a national authority; you just have to know more about a certain subject than the person sitting across the desk from you. People will hire experts quicker and pay them more than just a winning candidate.
SOCIAL PROOF
In an interview, just by saying, “People know me as the person who…” or “My former boss once said I was the best he had ever seen at…” This is the value of social proof, which is, if someone else has a great opinion about you, it must be true.
In an interview, just by saying, “People know me as the person who…” or “My former boss once said I was the best he had ever seen at…” This is the value of social proof, which is, if someone else has a great opinion about you, it must be true.
COMMITMENT/CONSISTENCY
Be committed to a consistent message throughout your communication; your written materials, your online presence and your interview answers all must have the same message. People (decision makers) feel comfortable and confident in a consistent message, and it makes you a safe bet to hire. Also, and here’s a tip: Getting them to say 7 YES’s in an interview, no matter what they’re agreeing to, greatly increases the odds of them hiring you. I don’t have time to go into why! Just trust me on that one.
Be committed to a consistent message throughout your communication; your written materials, your online presence and your interview answers all must have the same message. People (decision makers) feel comfortable and confident in a consistent message, and it makes you a safe bet to hire. Also, and here’s a tip: Getting them to say 7 YES’s in an interview, no matter what they’re agreeing to, greatly increases the odds of them hiring you. I don’t have time to go into why! Just trust me on that one.
If you’d like a more in depth look into these principles, spend a few minutes with me on the video below.
Here’s to your job search – and career – success!
--- Tammy Kabell
CEO, Career Resume Consulting
CEO, Career Resume Consulting
