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Get Customers To Buy Automatically

Author Robert Cialdini wrote a book called “Influence: The psychology of persuasion.”  He researched for years to understand what creates influence on people.  Answers were sought to questions such as “What makes a person do something he might not otherwise do?” or “Why do people not change their opinion when they know it is wrong – including holding the incorrect opinion in public?”

 

One of the more fascinating findings in his book comes from the Hare Krishna. As you probably know, they were once notorious for handing out flowers in airports.  When a Hare Krishna member steps in front of someone, they shove a flower in their hand then immediately ask for a donation to their cause.  Surprisingly, many people donated.

 

Why would people give them money?  After all, the flower recipients did not ask for a flower nor wanted it – many tried to give them back.  Yet, once the flower was in the recipient’s hand, an obligation was instantly created. The obligation is the psychological need to return the favor otherwise known as reciprocation.

 

Here is the rule of reciprocation:   I am obligated to give back to you the form of behavior that you first gave to me.

 

The obligation to repay is potent.   Thus, create a way for the customer to automatically buy from you.  More on that will follow on the next blog post.

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