1. Persuasion
Techniques
Report
A key role in presentations is to persuade others to understand your
viewpoint and agree with you, whether you are selling an idea or just
relaying information. Knowing how to convince people of your perspective is
a valuable skill. Understanding and applying persuasion theories and
techniques will guarantee your highest chance for success.

2. Persuasion Theories and Techniques to Sell
People on the Idea of the Makerspace
Persuasion Theories
Based off the research that we, the consultants, have done on persuasion theories; the client could implement:
• Goals-Plans-Actions Theory: The client should jot down the goal of the presentation. Statistics show people who write
down their goals have over an 80% higher success rate of achieving them. The client also needs to plan out their
presentation message. Finally, the client should predict the actions of the audience in order to make sure they are
successful with the receiving group and have an action plan for any resistance that might occur.
• Foot-In-The-Door Theory: The client should apply this theory in her presentation when the call to action occurs. FITD
theory suggests when you first make a small request and everyone is on board, you can then make the larger request and
you will have a higher compliance. This happens because when people comply with the first small request the audience has
a self-observation of their attitude on the subject. Therefore, they will accept the larger request because they have an
underlying positive attitude about the material.
• The Three Modes of Persuasion:
Ethos: This persuasion mode deals with the character of the presenter. The intent is to win over your audience due to your
credibility so some way to do that are:
Decide How to Say What You Are Going to Say
In the pitch, it is important to consider and plan how you are going to deliver the information. This is just as important
as the information itself. It is critical that you strategically use your body language and tone of voice to communicate
enthusiasm and confidence. You want to make sure your audience gets the impression that you believe in what you
are saying, that you are competent about what you are talking about, and that you have good intentions.
Have The Right Frame of Mind
It is important that you feel good about pitching the idea of makerspaces. You don’t want to feel negative or
somehow guilty that you are trying to sell your audience on something. Feel confident that maker spaces truly will be
beneficial for the university and convey that to your audience.

3. Logos: This is the appeal towards logical reason, through presenting arguments and content that appears to be sound to
the audience.
Be factual with your information and arguments
Be sure to have the facts behind the makerspace and process to get one in your presentation. Research and present
the statistics of the benefits of makerspaces. Make sure for your qualitative data, there is also quantitative data to
back it up.
Ask Questions
Don’t be afraid to ask your audience questions about their thoughts or concerns. It is important that you hear their
concerns and you address them properly. If you can alleviate their concerns, you will have a much easier time getting
a “yes.”
Present Your Idea as a Solution
Make sure your audience knows that a makerspace can offer solutions to problems, not just added features of the
university. People are much more interested in things that fix problems rather than just added features. You want
them to understand exactly what this will do for the TAMUCC students and how they will benefit from its
implementation.
Prepare for Objections
You are going to face objections before, during, and after the pitch for maker spaces. We recommend preparing
ahead of time for these objections so that you can effectively deal with them. A good place to start would be to call
around to faculty at other universities who played a key role in implementing makerspaces and gather information on
what kinds of objections they faced and how they dealt with them. Compile a list of the most common objections you
found other universities dealt with and prepare ahead of time for how you will specifically overcome each one.
Pathos: This incorporates the emotional influence you have on your audience. This also includes making sure in your
presentation and call to action you have your audience in the appropriate emotional state.
Emotional appeal in your presentation
Engage your audience by grabbing their emotions in your presentation. First think of what emotions you can trigger
and what emotions you want to trigger. If you want to trigger school pride think about how the makerspace could put
TAMUCC islanders on the map. Or you can grab emotions by creating a video of some of the student’s voice on the
subject and why they would benefit from the makerspace and insert it in your powerpoint.
Be sure to think of what information could affect people to get angry such as budgeting or the process behind getting
a grant and strategically place the pathos method you created to make people happy behind such information.
Persuasion Techniques
1) Legitimization of Paltry Favors: Making even the smallest amount of help sound legitimate and useful can help start to get
people on board to help you. It makes compliance higher because the request for help is less avoidable when excuses for failing to
help aren’t applicable.

4. 2) Images Make an Impact: When talking about the harder topics such as budget or the process in getting a grant be sure to have
up amazing pictures of the makerspaces that will draw people’s attention to a more positive light. This is why pharmaceutical
companies have these images of people walking on the beach in the sun when they are listing off all the potentially horrible side
effects of a drug.
3) Timing is Key: If the university is in the middle of formatting other grants or working on other larger constructions you might
have to wait for the perfect timing to make your movement for a makerspace. A presentation to get people on board might fail if
the timing isn’t correct.
4) Lay out the Business Case: Your presentation should explain what’s in it for your audience. Make sure to explain the benefits it
will have for the TAMUCC university and image but also focus on why it’s specifically beneficial to your audience in order to receive
higher compliance.
5) Show that You’ve Thought of Pros and Cons: if you only talk about the pros behind a makerspace you’ll leave your audience to
question and point out your disadvantages putting them in a negative mindset on the topic. But if you make it clear both the pros
and cons for the makerspace your will be deemed more credible.
6) Preemptively Offer Solutions to the Downsides: After pointing out the cons also offer solutions so it doesn’t leave your
audience to resolve the concerns for themselves and keeps them on board with the makerspaces being a good thing.
7)Word Choice:
You: The use of you engages your audience by turning the focus to them. If you are speaking to a certain person or
organization, consider using their titles during the presentation.
Instantly: This word makes ideas and request seem easy and exciting. Be sure to use this word authentically in your call to
action.
Because: When using the word because as an explanation for your request studies show compliance rates can jump up to
94 percent.
Free: Even though this phrase is used a lot in advertisements and marketing it’s impact never fades. Be strategic about
where to use free in your presentation. For example, talk about how this makerspace would be free to the students to use.
8) Ask for The Call to Action: After your pitch, make sure you create a call to action. It is crucial to convey confidence in this step.
Rehearse your closing request so that you can deliver it flawlessly and smoothly. You want this to be the next logical step in your
pitch so that it feels natural and doesn’t feel forced to you or your audience.
9) Negotiate: Be aware ahead of time that you might not be able to get 100 percent of what you are looking for. For example, they
might want to start with a small mock makerspace as a sort of trial and based on the level of its success, decide whether to expand
or not. Be willing and ready to negotiate. Remember, getting something is better then getting nothing.
10) Follow Up: Be sure and follow up on the status of your request until you get a final decision.