Look at the picture. Is it Amazon or just Amazing? Maybe it’s neither. I missed it at first, did you? When we received the marketing piece in the mail I thought it was from Amazon. My wife did too, until she opened it.
When we opened the marketing piece we saw ads for cars from a local dealership. That seemed odd so we looked at the cover again and realized it didn’t say Amazon, the word was Amazing. While it became obvious in hindsight, the color scheme, text and other visuals led us to believe it was from Amazon.
Being Amazon Prime members, we were naturally inclined to open something we believed was from Amazon to find out what deals might be inside. For the car dealership it was mission accomplished. In the battle for attention they got ours…for a moment. However, feeling tricked caused resentment for both of us. I’m guessing we’re not unique in that regard so the approach might end up working against the car dealership. I’m sure they’re measuring their marketing results so perhaps only they will know.
The whole experience leads to two items to briefly explore in this week’s blog – attention and ethics.
Some sources say the average consumer is bombarded with more than 5,000 marketing messages each day! As noted earlier, it’s a battle for marketers when it comes to standing out to gain our attention.
As awesome as the human brain is, it cannot consciously process multiple things at once (multi-tasking is a myth) and it’s working memory is pretty limited (just try to remember 10 things in a row and you’ll experience its limitations).
Our subconscious is another story. It’s powerful when it comes to processing without our awareness. As a result, scientists estimate anywhere from 85%-95% of decisions are driven by our non-conscious. In this case, everything about the “packaging” was associated with Amazon, a positive for most people, causing an almost automatic behavior to opened it.
How do you feel when someone tricks you or pulls the wool over your eyes? I’m guessing silly, stupid, dumb, or taken advantage of are a few thoughts that come to mind. I think it’s a safe assumption to say most people don’t enjoy any of those feelings and will resent whoever is seen as the cause.
If you learned someone (car salesman, insurance agent, vendor, restaurant server, boss) tricked you, you’d probably do whatever you could to avoid dealing with that person in the future. This is important to consider when you’re trying to influence people. You may win the battle but lose the war because trickery is never good for building long-term relationships.
When it comes to ethical persuasion always be truthful in your dealings with other people and use your knowledge in ways that will genuinely help others. Use the local newspaper test – how would you feel if your approach was the headline story for the day? Would you feel a bit embarrassed or would you be perfectly fine with people knowing the details of your approach? Would you feel good if someone dealt with a loved one (your mother, father, son, daughter, etc.) that way?
You don’t need to resort to trickery or manipulative tactics when you understand the principles of influence and how to ethically use them. Once you learn the principles and apply them I guarantee you will be more persuasive than you are currently. I’m confident because there’s more than seven decades of research to back up that statement.
Brian Ahearn, CMCT®, is the Chief Influence Officer at Influence PEOPLE, LLC. His Lynda.com/LinkedIn Learning course, Persuasive Selling, has been viewed 150,000 times! The course will teach you how to ethically engage the psychology of persuasion throughout the sales process. Not watched it yet? Click here to see what you’ve been missing.