2. Persuasive Strategy
Which methods?
Direct Request Pattern Problem Solving Pattern
The audience will do as you ask The audience is likely to object
Need response only from people Need action from everyone
who are willing to act
Busy audience and not read all of Audience read the entire message
the message
Organization’s cultur preference Logical Decisions expected
3. The techniques:
Direct Request Pattern Problem Solving Pattern
Use the request, topic, or Use a directed subject line or a
question reader benefit
Start with the request Start with the problem you share
-Asking immediately of - Describe the problem you both
information/service you want share
- Give all detailed action - Give details of the problem
requested - Explain the solution to the
- Ask for the action you want problem
- Any negative elements are
outweighed by the advantages
- Summarize additional benefits
- Ask for the action you want
4. How to Identify and Overcome objections?
Phrase your questions nondefensively
Ask follow-up questions
If real objection remain, try these strategies:
Specify how much time and/or money is required
Put the time and/or money in the context of the benefits
Show that money spent now will save money in the long run
Show that doing as you ask will benefit cause or their group
support
Show that the sacrifice is necessary to achieve larger goal
Show that the advantages will outweigh the disadvantages
Turn a disadvantages into an opportunity
Other Techniques To Make Messages More Persuasive
Build Credibility : FACTUAL, SPECIFIC, RELIABLE
Build Emotional Appeal : making the “WANT”
Use the Right Tone : FORCEFUL but POLITE
Offer a Reason to Act Promptly : TIME LIMIT, SAVING BENEFITS,
COST of DELAY
5. The most common kinds of persuasive messages:
Orders
Be specific
Tell the company what you want
Doubled checked
Collection letters
Collection letters: ask customer to pay, in only one week or two apart
Early letters: are gentle, assuming readers intends to pay but has met
temporary reverses
Middle letters: are more assertive by reminding some of credits term
Late letters: threaten legal action if the bill is not paid
Performance appraisals,
Listing subordinate’s achievement and goals
Specific and concrete terms
Letters of recommendation
Specific and backed up with specific example or evidence
Summarized evaluation of someone
6. The Applying:
Plan the Activities and Answer The PAIBOC questions
• Identify the Problem
• Analysis the Problem
Purpose in writing or speaking
Audience of the message
Information must included in the message
Benefits to support your message
Objections expected from audience
Context of message affection to audience’s
response
7. Set up email messages
o Some aspect of email formats are still evolving:
- Subject
- Documents Attachment
- Time setting
- Recipient field, and others
o In particular email treated as if they were informal
letters, but some treat them as memos
8. The kinds of subject line used
Should be specific, concise and catchy
Subject Lines for Informative and Positive E-Mail Messages
Good news to convey, put it in the subject line.
Be as brief as we can
Subject Lines for Negative E-Mail Messages
The Negative is serious
Readers need the information to make a decision
Report your own errors
Subject Lines for Persuasive E-Mail Messages
The action asked shoul be specific and clearly
9. E-mail “netiquete” rules
Never send angry message
Use full caps only to emphasize a single word or two
Send people only messages they need
Find out how the recipients system works and adapt
messages to it
In responding to a message, if the quoted material is long ,
put your response first, than the original material
In composing a message, use short line length
Using of Attachment
When we send a long text document
A text document with extensive formatting
A non text file (e.g., Power point slides, etc)
10. E-mail Writing Style:
Highlight keywords
Use meaningful subheading include bulleted list
One idea per paragraph
The main idea up front
Use half printed page
Avoid language that is extremely subjective and boastful
Using The Blog
Identify the audience
Decide where the blog should live
Start talking
Linking to Web Sites or other blogs
Emphasize Keywords
Keep it fresh
Watch the traffic closely
Other Technologies Use the Internet
Fax, Phone, Instant Messaging, Videoconferencing