Reciprocation
you, then me, then you, then me...

Be the first to give:

• Service
• Information
• Concessions

Scarcity
The rule of the rare.

Emphasize:

• Genuine Scarcity
• Unique Features
• Exclusive Information

Authority
Showing knowing.

Establish position through:

• Professionalism
• Industry Knowledge
• Your credentials
• Admitting weaknesses first

Commitment
The starting point.

Start:

• Small and build
• With existing commitments
• From public positions
• Toward voluntary choices

Liking
Making friends to influence people.

Uncover:

• Similarities
• Areas for genuine compliments
• opportunities for cooperation

Consensus
People proof, people power.

Unleash people power by showing:

• Responses of many others
• Others' past successes
• Testimonials of similar others