chapter 10 - persuasive message

PERSUASIVE MESSAGE

PERSUASIVE:The ability to use argument and

discussion to influence an

individual’s beliefs or actions.

3

EFFECTIVE PERSUASION TECHNIQUES

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5

3

6

4

Establish credibility

Make logical, precise request

Tie facts to benefitsRecognize the power of loss

Expect and overcome resistance

Share solutions and compromise

The Importance of

Tone

Avoid sounding preachy or

parental

Don’t pull rank

Avoid making threats

Soften your words when

persuading upward

Be enthusiastic, positive, and

likable

Gaining attention

Building interest

Reducing

resistanceMotivating action

Major Elements

4in Successful Persuasive Messages

GAINING ATTENTION

Problem description

Unexpected statement

Reader benefit

Compliment

Related facts

Stimulating question

BULDING INTEREST

• Facts, statistics

• Expert opinions

• Examples

• Specific details

• Direct/Indirect benefits

REDUCE RESISTANCE

• “What if” scenarios

• Show/Increase

credibility

MOTIVATING ACTION

Avoid

• Too general

• Too timid

• Too pushy

Individual Assignment

You’re about to write a letter

asking for the 4-month

internship at your dream

company.

Apply the techniques you

study today to write a

persuasive letter (maximum 2

pages)