Use the Power of Scarcity with Integrity
Have you ever wondered why special offers have deadlines, and countdown timers have become ubiquitous on internet shops? This is what I call the ‘sale-must-end-on-Sunday’ principle, which works on our fear of missing out, due to perceived scarcity.
But, it’s easy to use scarcity in a manipulative way. So, let’s look specifically at ways to use scarcity with integrity.
Watching this video is worth 2 Management Courses CPD Points*.
🔎 See below for details
Influencing and Persuading
This video is part of course module number 2.6.3
Program 2: Manager as Communicator
Course 6: Influencing and Persuading
Section 3: The Psychology of Influence and Persuasion
Other videos in this section include:
🎬 WIIFM? How to Use Self-interest to Influence and Persuade https://youtu.be/sVf70Hj5pOs
🎬 Power of the Word ‘Because’ in Influence and Persuasion https://youtu.be/ycoBykhpkes
🎬 Peer Pressure: The Awesome Power of Social Proof https://youtu.be/1HWkoIAgOuc
🎬 Getting Agreement by Slicing up the Pie https://youtu.be/i9SNyDM4eFw
🎬 The Jiminy Cricket Effect: Cognitive Dissonance and the Urge for Consistency https://youtu.be/dzUMLoWQgKo
🎬 Momentum: How to Make it Easy for them to Say ‘Yes’ https://youtu.be/uQwP5EEbcY0
🎬 Paradox of Choice: Influencing through Selection https://youtu.be/Iuf7s_rb_hE
= = LESSON NOTES = =
We want what we can’t have. So, things become more attractive as they become less available.
People who say ‘yes’ too often, even when it does not suit them, will no longer be more and more liked, but will become less and less respected. When you say “no” for a good reason, I will continue to like and respect you for your honesty and integrity.
Many people need deadlines to really get them going. By making time a precious commodity, you can trigger my need to seize that commodity and use it well.
= = RECOMMENDED EXERCISE = =
1. Start to be careful about what you say ‘Yes’ to. But say no carefully. Watch our video on making a Noble Objection: How to Say NO: Noble Objection – the Ultimate in Time Management https://youtu.be/zSKGJTUjftw (2 MC CPD Points)
2. How else can you use the scarcity principle at work, to influence and persuade? Be sure only to use those opportunities that have integrity. Never seek to manipulate the people around you. (2 MC CPD Points)
= = DOWNLOADS = =
Free Resources
🧰 CPD Tools – https://gum.co/MC-CPD
Paid resources
🧳 Management Courses Onboarding Kit – https://gum.co/MC-ObK ($3)
= = RECOMMENDED READING = =
📖 My own book on Influence (introductory level)
– How to Influence in Any Situation (Brilliant Influence 2nd Ed) https://geni.us/dAS7
📖 Excellent books at a more advanced level
– Influence: Science and Practice (a classic) https://geni.us/DIX0kFL
– Influencer: The New Science of Leading Change https://geni.us/3nBJM
– The Influence Agenda (for Stakeholder Engagement) https://geni.us/InfAg
– Methods of Persuasion https://geni.us/EVYP
– Presuasion https://geni.us/aBZo0XO
– 5 Paths to Persuasion https://geni.us/Vg2vB
⭕️ Links to our book recommendations are affiliated through Amazon
Managers Need a Basic set of kit to do your job well. Here are my top recommendations: https://kit.co/MikeClayton/manager-s-work-kit (the links are affiliated)
= = MANAGEMENT COURSES CONTINUING PROFESSIONAL DEVELOPMENT (CPD) POINTS = =
You can record your Management Courses CPD points on our free, downloadable CPD record log.
📓 Download it at: https://gum.co/MC-CPD
Each video has two levels of MC CPD points. For this video:
– If you simply watched the video, record 2 MC CPD points
– If you also carried out all of the recommended exercises, score a total of 6 MC CPD points
00:00 – The Sale-must-end-Sunday Principle
01:33 – Summary of the scarcity principle
01:45 – Familiarity and scarcity
02:50 – Saying ‘no’ strategically
03:58 – Use the scarcity principle to get things done
06:00 – Deadlines vs Milestones
#Influence #ManagementCourses #Scarcity
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