Tags |
|
|
Links |
|
|
Digg It - The Hidden Use of Reciprocity as a Powerful Persuasion Technique
How would you like a quick and easy Persuasion Technique to get just about anyone to feel they "owe" you? Imagine what a persuasion technique this would mean for a sales call, a sales letter (yes you can do in it writing too), a negotiation, business discussions, or a situation where you are trying to get someone to do something.
There is a simple way you can
There is a simple way you can
According to USFDA, a combination product is one composed of any combination of a drug and device; biological product and device; drug and biological product
create this sense of obligation in someone. You do it by using the principle of reciprocity. That is, when you give something to someone, that person will almost always feel obligated to give you something back. The sense of reciprocity is so strong that in research studies where one person treated people nicely and the other person treated the same people po
; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.
Examples of combination products may in
Examples of combination products may in
rly but gave them something (lets say offered them a soda), these people were more likely to do something for the person who treated them poorly. Reciprocity is one of the most powerful persuasion techniques that you can employ.
Now if you are familiar with reciprocity don't stop reading yet, because I have a little different twist on this whole concept to sh
Now if you are familiar with reciprocity don't stop reading yet, because I have a little different twist on this whole concept to sh
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
are with you in few moments.
It's very likely that when you think of reciprocity, you think of giving someone a "thing" ... it could be a gift, food, something to drink, or some other physical object. The problem with this is that in business situations current ethics guidelines may prohibit gifts (this is certainly the case in government contracts). In perso
It's very likely that when you think of reciprocity, you think of giving someone a "thing" ... it could be a gift, food, something to drink, or some other physical object. The problem with this is that in business situations current ethics guidelines may prohibit gifts (this is certainly the case in government contracts). In perso
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
al and business situations, giving a physical object creates a sense of obligation to provide something in return which can at times be awkward. Have you ever gotten a present from someone at Christmas, but didn't have anything to give in return. Next thing you know you’re sneaking out of the house to run down to the store or looking in the closet for left ove
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
r gifts. Reciprocity is not always an effective persuasion technique if used the wrong way at the wrong time.
Another way to create a desire to reciprocate is to expend some of your effort for someone. While my wife and I were on a trip recently our neighbors were kind enough to pick up our newspapers every day and hold them for us (we forgot to stop the deli
Another way to create a desire to reciprocate is to expend some of your effort for someone. While my wife and I were on a trip recently our neighbors were kind enough to pick up our newspapers every day and hold them for us (we forgot to stop the deli
ucts have become life saving products for the pharmaceutical companies who doesn’t have many innovative molecules in their product pipeline and have been inc
ery). That was a very nice thing to do. Shortly after we returned home, they saw the car in the driveway and brought the newspapers over. After our neighbors left, my wife looked at me, I looked at her and we both said at just about the same time "we need to do something to thank them." Five minutes later, I was standing at the neighbor’s door with a bottle of
easingly used in the product life cycle management. Even the companies having product patents are trying to extend their product life cycle through the combi
wine to repay them for the effort.
The problem with doing something for someone is that this persuasion technique won't work in situations where you don't have the opportunity to use it due to time constraints or other factors or where you may not have the desire to put out the effort.
Another way to induce reciprocity persuasion technique is to share infor
The problem with doing something for someone is that this persuasion technique won't work in situations where you don't have the opportunity to use it due to time constraints or other factors or where you may not have the desire to put out the effort.
Another way to induce reciprocity persuasion technique is to share infor
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
ation. The most common way to do this is for you to share information that the other person doesn't have (and would find valuable). As a marketer when making sales calls to prospective clients, I would almost always try and have some information that the client would find valuable. For example, I would often offer some upfront recommendations on how to fix cur
and physically. They need to rightly judge the benefits of the combination products and they have to even look at the risks involved when combining the produ
rent advertising to make it perform better. Another tactic I found very effective would be to tell the prospect something they didn't know about their competitors or their customer buying preferences.
By the way, a comment on ethics is important here. Do not share information that is inappropriate to give away. That is information given to you in confidence,
By the way, a comment on ethics is important here. Do not share information that is inappropriate to give away. That is information given to you in confidence,
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
ompany sensitive or proprietary information, or information which if divulged would hurt someone else.
There is one other very cool way to create the reciprocity persuasion technique. It doesn't require giving a physical object, it doesn't require expending any real effort and it puts a different slant on sharing information. If done properly, it creates a de
There is one other very cool way to create the reciprocity persuasion technique. It doesn't require giving a physical object, it doesn't require expending any real effort and it puts a different slant on sharing information. If done properly, it creates a de
ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.
Following aspects would a
Following aspects would a
ire to "return the favor" without the person it was directed to even realizing what has happened.
This hidden use of the reciprocity persuasion technique is to SHARE A SECRET. This little twist can really build the value of information that would otherwise seem very trivial. It gives you the ability to offer something very simple to another person and quickly
This hidden use of the reciprocity persuasion technique is to SHARE A SECRET. This little twist can really build the value of information that would otherwise seem very trivial. It gives you the ability to offer something very simple to another person and quickly
dd to the challenges in developing combination products:
Which markets to tap where the combination products can do fairly well?
Which combination prod
Which markets to tap where the combination products can do fairly well?
Which combination prod
induce a desire to reciprocate (often at the unconscious level - it just kind of slips through).
A great example happens every day in just about any restaurant. It goes like this. The waitress walks up to your table to take your order, she bends down, looks around conspiratorially, lowers her voice and says "I shouldn't be telling you this ... normally I wou
A great example happens every day in just about any restaurant. It goes like this. The waitress walks up to your table to take your order, she bends down, looks around conspiratorially, lowers her voice and says "I shouldn't be telling you this ... normally I wou
cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
d recommend the Salmon, it's one of our specialties, but today, the fish just isn't fresh, I'd recommend the Swordfish or the Ahi instead. Most people don't know this, but the Swordfish and Ahi actually cost less and you get more to eat." Guess what happens at the end of the meal? Research studies have shown that the waitress gets a bigger tip.
A second type
A second type
tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
of secret you can share is something about yourself. This is a form of giving and can create a strong desire on the part of the other person to share information, open up, or give back in some other way. You might say something like "let me share something with you about myself that I've only told a few other people ..." Think of all the ways you could use sec
t?
As combination products don't fit into the traditional categories of drugs, medical devices, or biological products, the USFDA is in the process of devel
As combination products don't fit into the traditional categories of drugs, medical devices, or biological products, the USFDA is in the process of devel
ets as a reciprocity persuasion technique in sales, negotiations, or other types of persuasion situations.
A third class of secrets you could share would be little known, exclusive, insider information. People are curious and people love to be on the inside, to feel exclusive. If you have information that is exclusive, that you can ethically share, and that i
A third class of secrets you could share would be little known, exclusive, insider information. People are curious and people love to be on the inside, to feel exclusive. If you have information that is exclusive, that you can ethically share, and that i
ping new procedures for reviewing their safety, efficacy and quality.
Professional from academic institutions, pharmaceutical industries, health care indust
Professional from academic institutions, pharmaceutical industries, health care indust
s relevant to the person you are trying to persuade you can offer this and quickly induce the desire to reciprocate. The neat thing is, it doesn't have to necessarily be monumental, just the fact that few people know about it can create value. Make sure you let the other person know the information being offered is exclusive. You might say something like "I wa
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
t to share something with you I just found out, only a few people know about this, and it will only be shared with a handful of people ... (offer the information)."
Before we wrap up, let me offer a couple of quick guidelines on using reciprocity persuasion technique. First, you typically want to induce it up front early if you are in a conversation. Reciproc
Before we wrap up, let me offer a couple of quick guidelines on using reciprocity persuasion technique. First, you typically want to induce it up front early if you are in a conversation. Reciproc
.
As there is an increasing trend of the combination products companies manufacturing such products should be able to tackle the problems involved in the de
As there is an increasing trend of the combination products companies manufacturing such products should be able to tackle the problems involved in the de
ity lowers resistance which is something you want to do early in just about any dialogue.
Second, don't offer something too large. If you are giving some sort of an object or even some information with very large value, it could be looked upon more as a bribe and might actually create resistance.
If you want to learn more about the reciprocity persuasion tec
Second, don't offer something too large. If you are giving some sort of an object or even some information with very large value, it could be looked upon more as a bribe and might actually create resistance.
If you want to learn more about the reciprocity persuasion tec
elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.
Companies that provide selfless information through particip
Companies that provide selfless information through particip
nique and other persuasion and influence principles, I highly recommend Kevin Hogan's "Science of Influence" Course.
That's it for today! I'm about to spend several hours on the phone (oh boy). Use the reciprocity persuasion technique, and particularly add secrets to your reciprocity arsenal. You'll be amazed that the results are even better than you expected
That's it for today! I'm about to spend several hours on the phone (oh boy). Use the reciprocity persuasion technique, and particularly add secrets to your reciprocity arsenal. You'll be amazed that the results are even better than you expected
tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products
HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.diggit.org.ua/article/28717/diggit-The-Hidden-Use-of-Reciprocity-as-a-Powerful-Persuasion-Technique.html">The Hidden Use of Reciprocity as a Powerful Persuasion Technique</a>
BB link (for phorums):
[url=http://www.diggit.org.ua/article/28717/diggit-The-Hidden-Use-of-Reciprocity-as-a-Powerful-Persuasion-Technique.html]The Hidden Use of Reciprocity as a Powerful Persuasion Technique[/url]
Related Articles:
How You and Your Business Can Benefit from an Answering Service
Build Company Value By Buidling a Brand
Bookmark it:
|