Podcast Summary
The Power of Persuasive Language: Use confident and compelling language to persuade, focus on self-referencing, make messages relatable, use vivid language, and use the words 'because' and 'you'.
Learning from this episode of Nudge is that persuasive people, like Donald Trump and Barack Obama, use confident and compelling language to persuade others. According to marketing professor and best-selling author Jonah Berger, persuasiveness doesn't come from appearance, character, or position, but rather the words we use. Trump's campaign speeches were filled with confident promises, making his audience believe that he could deliver on his promises. This technique, known as "self-referencing," makes people feel that the speaker is on their side and understands their needs. By using confident and compelling language, anyone can become more persuasive, regardless of their background or personality. So, if you want to become more persuasive, start paying attention to the language you use and make sure it resonates with your audience. I'd also like to recommend the D2C Pod, a podcast that covers all things direct-to-consumer, from starting and growing ecommerce stores to optimizing brands. It's a must-listen for anyone interested in consumer brands and their stories. In the episode, Jonah shared five simple tips for becoming more persuasive, including using self-referencing language, making your message relatable, using vivid language, using the word "because," and using the word "you." Stay tuned for more insights from Jonah on how to use the power of words to persuade others.
The Power of Confident Language: Confident language can make us more persuasive and credible, regardless of our expertise or profession.
The way we speak significantly impacts how persuasive we are to others. Contrary to popular belief, being a great speaker or writer isn't just about inherent talent. Scientific research shows that speaking with confidence, avoiding hedges or uncertain language, and declaring things assertively can make a huge difference in how people perceive us and respond to our messages. For instance, a study conducted in courtrooms found that the way experts spoke, which made them seem more credible, wasn't just due to their expertise but also their confident language. People like Donald Trump, Martin Luther King, and Bill Clinton are excellent examples of individuals who have used confident language to persuade and inspire millions. By removing hedges from our pitches, we can increase our persuasiveness, regardless of our profession.
Hedging can impact persuasiveness: Being clear about uncertainty can make us seem more confident and help others identify where it lies. Use hedges intentionally based on goals.
Hedging, or expressing uncertainty, can undermine our impact and make us seem less persuasive, according to research. However, there are better and worse ways to hedge. Ditching unnecessary hedges and being clear about our uncertainty can make us seem more confident and help others identify where the uncertainty lies. When encouraging others to share their opinions, hedging can be useful to signal receptiveness. The study with financial advisors showed that advisors who spoke with greater certainty were more likely to be chosen, even if they were wrong half the time. So, it's important to use hedges intentionally and based on the goals we're trying to achieve.
Expressing confidence impacts persuasiveness: People prefer advisers who express confidence, even with filler words, but eliminating fillers can make us seem more knowledgeable and credible.
Confidence plays a significant role in persuasiveness, even if it doesn't lead to accurate predictions. In a study, two advisers had identical success and failure rates, but the one who expressed greater confidence and more extreme judgments was preferred by three quarters of participants. However, filler words can undermine confidence and make us seem less credible. Speaking rather than writing and being aware of our use of fillers can help us eliminate them and come across as more confident and knowledgeable communicators. The study shows that people are drawn to those who express confidence, even if they are wrong half the time. However, filler words can detract from our confidence and make us seem less knowledgeable. By eliminating filler words, we can improve our communication skills and increase our persuasiveness. To do this, we can speak rather than write, record ourselves, transcribe or listen to our recordings, and be mindful of our use of fillers. By focusing on our language and the way we express ourselves, we can make a positive impact on how others perceive us and the advice we give.
Filler words impact perception of intelligence and expertise: Using filler words negatively impacts perception, replace with effective pauses for positive impact
The use of filler words like "umms," "uhs," and "ers" can negatively impact how others perceive our intelligence, expertise, and overall effectiveness in communication, even if we hold a high status position. However, it's not about completely eliminating fillers, but rather replacing them with more effective pauses. Pausing strategically can signal thoughtfulness and attentiveness, leading to more positive perceptions of both ourselves and our messages. In Jonah Lehrer's research, he found that speakers who used filler words were perceived as less intelligent and qualified, regardless of their actual title or status. Instead, using pauses can help us avoid the negative connotations associated with filler words and make us as persuasive as a higher-status speaker. So, be mindful of your use of filler words and consider incorporating pauses to enhance the impact of your communication.
The Power of Pausing in Communication: Effective communication involves intentional pauses and deliberate speech, making us appear more competent, knowledgeable, and empathetic, increasing our impact and making people more satisfied and favorable towards us.
Effective communication involves thoughtful pausing and deliberate speech. When we pause and speak slowly, it signals to the other person that we are actively listening and understanding what they are saying. This can make us appear more competent, knowledgeable, and empathetic. Research, including studies on customer service and social interactions, supports this idea, showing that pausing increases our impact and makes people more satisfied and favorable towards us. Even President Barack Obama, known for his use of pauses, employed this technique to draw attention and keep audiences engaged. So, the next time you're having a conversation, consider the power of pausing and speaking thoughtfully to enhance your communication skills.
The power of pauses and uncertainty in effective communication: Pausing during presentations and leaving certain aspects uncertain can help improve persuasiveness and better connect with audiences, leading to stronger communication and happier customers.
Effective communication involves strategic use of pauses and elements of uncertainty to engage and persuade audiences. According to Jonah's research, speakers who pause during their presentations are perceived more positively and are more likely to receive agreement from their audience. This is because pauses give the audience time to process information and respond with verbal indicators of agreement, leading to a stronger connection with the speaker. Furthermore, leaving certain aspects of a presentation or communication uncertain can help maintain audience attention and keep them engaged throughout the entire message. By understanding the power of pauses and uncertainty, communicators can improve their persuasiveness and better connect with their audience. Additionally, tools like HubSpot's Service Hub can help businesses provide personalized and effective customer service, leading to happier customers and increased retention and revenue.
Use uncertainty to keep audience engaged: Effective persuasion involves leaving some uncertainty unresolved to keep the audience engaged and invested in the outcome
Uncertainty is a powerful tool to keep people engaged and persuaded. According to the discussion, people are more likely to stay tuned when faced with uncertain emotions or language. This is because we are naturally inclined to resolve uncertainty. Great stories and narratives often use this principle to keep us invested in the characters and the outcome. Even negative emotions like anxiety can encourage us to keep reading or listening. Speakers and writers who use confident language, remove filler words, and leave some uncertainty unresolved are more persuasive. This principle can be applied in various situations, from persuading a boss for a pay rise to starting a political career. The study mentioned also shows that the language used in emails can predict who will get fired, promoted, or leave a company. To learn more about this fascinating research, go and pick up a copy of Jonas' book, where I've left a link in the show notes. So, if you want to persuade effectively, hold some answers back and leave a bit of uncertainty to keep your audience engaged.
Effective communication is essential for success: Improve communication skills to connect and persuade effectively in personal and professional settings
Learning from today's episode of Nudge is that effective communication is essential for success in both personal and professional settings. Whether it's preparing for a big presentation, making a pitch at work, or simply having a conversation, the way we express ourselves can make a significant impact. The episode provides valuable insights and practical tips on how to improve communication skills, making it a must-listen for anyone looking to enhance their ability to connect and persuade. So, feel free to share this episode with your colleagues, friends, or family members who might benefit from it. And stay tuned for next week's episode, which promises to be the best one yet!
