Documenti di Didattica
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Documenti di Cultura
The Principle of Liking- People like those who like them. Appln:
Uncover similarities and offer genuine praise 2. The Principle of Reciprocity- People repay in kind. Appln: Give what you want to receive 3. The Principle of Social Proof- People follow the leads of similar others. Appln: Use peer power whenever its available
6. The Principle of Scarcity- People want more of what they can have
Attracting Prospects attention-Use the KISS Principle to catch the readers attention- use short opening paragraphs Some opening techniques: a) Comparison or story ( a neighbours experience) b) Event in Readers life (compliments !) c) Rhetorical question(appeal to the ego, seek opinion) d) Gift ( principle of reciprocity) e) Product fact/Testimonials ( Principle of Social Proof) f) Surprise question ( interesting terms & offer) g) Challenge statement (e.g. tempt with exciting ways to be part of a group/exclusivity..Principle of Scarcity) h) Offer views of Experts (Principle of Authority)
Cut Redundancy.
Actual facts Facts Added bonus Bonus Advance warning Warning Important essentials Essentials Past history History Merge together Merge Unexpected surprise - Surprise
We will consider this matter shortly. MTNL workers dug up the road
Please Note : Similarly, always call your organization (WE). And there is nothing wrong with using we and I in the same letter. Use words that the recipient will understand (not necessarily simple words) Use jargon if and only if the recipient will understand it easily
Please be seated
Instructions are the fastest and most direct way of giving someone direction. Many of you dont use commands for fear of sounding impolite. But if you put the word please in front please do this the problem goes away
1. 2. 3. 4. 5. 6.
The construction of the domestic departure terminal has been done by a team from the aviation group A team from the aviation group has constructed the domestic departure terminal
People with a mathematical brain or those who display a very sharp sense of humor or chess players of club standard or higher are more likely to show early signs of being musical.
People who : Have a mathematical brain; Display a very sharp sense of humour, or; Are chess players of club standard or higher are more likely to show early signs of being musical.
Group Exercise -3 Groups and 10 minutes each maximum-a page and a half
Internal Information to all Placing an order as customer Letter responding to a complaint
Internal information regarding an impending cash crunch situation and the need for employees to restrict travel within the country Placing an order ( high value-Rs.200 crore) on a computer hardware solution provider against stiff competition Responding to a poor service and call complaint on the A/c supplied to an important customer
3 Broad Categories
a) Good News Inquiries Information Response Award b) Bad News Problems Complaints Grievances c) Persuasive Letters Sales Appeals Changing mindsets Need Satisfaction
The greatest problem in communication is the illusion that it has been accomplished -George Bernard Shaw