Does influence show up in your law firm? Better yet, do you know what influence even looks like in a law firm?
If not, you’re in the right place! Today, we will talk about influence, how you can recognize it, and how you can increase both your influence and the influence of your firm.
This topic came to us at this year’s Clio Conference. Robert Cialdini wrote a book called Influence: The Psychology of Persuasion and gave a presentation on it at the conference. In this episode, we’re going to cover some of the highlights from his book and presentation. Specifically, we’ll explain Cialdini’s “three levers of influence” and how you can practically use them in your own law firm.
- What a “lever” of influence is.
- What the lever of reciprocity means and how it shows up in a law firm.
- What the lever of liking looks like.
- What makes people like us.
- How to use the lever of liking in marketing and in your law firm.
- The idea behind the lever of social proof.
- Where social proof is found in marketing.
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Influence: The Psychology of Persuasion by Robert Cialdini on GoodReads
Influence: The Psychology of Persuasion by Robert Cialdini on Amazon
Daniel Pink’s Masterclass on Sales and Persuasion
- Pick one of these Levers of Influence: reciprocity, liking, or social proof.
- Where have you seen this acting in your firm?
- Where would you like to see this act in your firm?