Tertiary Catalogue

Less Is More

Influencing Essentials

Chapter 1: The Rule of the Rare People want more of the things that seem less attainable. Focus on the features of your offer that are genuinely unique or rare. Limiting the number of options or availability signals scarcity and increases people’s motivation to take action. Chapter 2: Reduce Choice. Increase Influence. People can find the decision-making process too difficult and will often disengage if they are offered too many choices. Although it appears counter-intuitive, you can actually increase your influence by reducing rather than increasing the options you provide. When presenting to people who aren’t experts limit the choices you offer to three or four. Chapter 3: Use Loss Not Gain to Persuade Others People are generally more likely to take actions to avoid losses than they are to accrue gains. Most people find it far more painful to lose £50 than they find it pleasurable to find £50. Always communicate the benefits that your audience will potentially lose if they say no to your proposal – as much as what they stand to gain.

Rating: E
Production Year: 2018
Duration: 9 min
Series: Influencing Essentials
Printable Resources: Yes

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