"How are you feeling today?" "Great, thanks." (Commitment to feeling good). Then, "Would you like to donate to the children's fund?" (You can't say no to a charity if you just said you feel great about life). Car salesmen use "lowballing": they give you a great price, get you to commit to buying, then "discover" the manager won't approve it. You buy anyway because your identity is now "the person who bought that car."
The most potent form of scarcity, however, is new scarcity. When something goes from abundant to scarce, we panic. This is why "limited edition" items sell out instantly. influence the psychology of persuasion by robert cialdini
Be skeptical of obvious, manufactured "proof." Is the crowd real, or is it paid actors? More importantly, just because everyone is doing it doesn't mean it is right. History is full of herds running off cliffs. Use logic, not the crowd, when the stakes are high. The Dark Side: The Jujitsu of Influence What makes Cialdini’s book a masterpiece is the chapter on "Primacy." He argues that these principles are shortcuts. We live in a world too complex to analyze every piece of data. Usually, if a product is scarce, it is valuable. Usually, if an expert says it, it is true. "How are you feeling today
For over 35 years, Dr. Robert Cialdini has been the Sherlock Holmes of this phenomenon. His seminal work, Influence: The Psychology of Persuasion , isn't just a book for salespeople or marketers; it is a survival manual for the modern consumer. Cialdini spent three years going undercover—training as a used car salesman, a telemarketer, and a fundraiser—to decode the hidden algorithms of saying "yes." You buy anyway because your identity is now
The commercial with a dentist in a white coat (who is actually an actor). The financial advisor who hangs their diplomas on the wall (even if they are from a non-accredited school). The trainer who insists you call them "Coach."
Tupperware parties (the host is your friend, so you buy to please her). The salesperson who "discovers" they went to the same college as you. The politician who rolls up their sleeves and eats a hot dog to look "just like you."
Booking websites showing "5 people are looking at this room." Amazon’s "Only 1 left in stock—order soon." The real estate agent who says, "I have another couple coming in ten minutes."