persuasion Pleading quickly becomes a red flag that shows your prospects you just want to know the juicy details rather than having any real desire to help them. As with the other laws of persuasion, be sincere by showing you really care and truly have their best interest at heart. Caution The Law of Obligation can backfire on you or become a matter ot ethics it it's used for the wrong reasons. Manipulation is the flip side of obligation. If you use obligation to manipulate, I guarantee that you will lose your ability to persuade. People will catch on to your tactics, quickly declining any gifts you might offer or even refusing to be around you. Your gifts will be perceived as setups. People will instinctively know that it's only a matter of time before you come back around asking for that favor to be reciprocated. Understand that there is a great difference between obligation and coercion. To become a Master Persuader you must first master yourself. It ls essential that you have a foundation on which to build. The Law of Connectivity Contagious Cooperation The most important single ingredient in the formula of success is knowing how to get along with people. -THEODORE ROOSEVELT WE HAVE ALL HAD THE EXPERIENCE of feeling an instant connection or bond with someone after just a few seconds of being in their presence. This is the Law of Connectivity. We have probably all met someone whom we instantly did not like and did not want to be around. This is caused by a lack of connectivity and usually takes only a few seconds to manifest itself. The Law of Connectivity states that the more we feel connected to, part of, liked by, or attracted to someone, the more persuasive they become. When you create an instant bond or connection, people feel comfortable around you. They will feel like they have known you for a long time and that they can easily relate to you. When we feel connected with someone, we feel "comfortable and understood; they can relate to us and a sense of trust ensues. There are four main factors in connectivity: attraction, similarity, people skills, and rapport. Each of these points will be discussed in detail in the following pages. However, before proceeding, it is important to note that really connecting with others requires an attitude of sincerity, a lot of practice, and a true interest in the other person. Whatever you do, don't take your relationships with people for granted. Attraction: The Halo Effect fraction operates by making one positive characteristic of a person affect her people's overall perception of him. Sociologists describe this as the Because of this halo effect, people automatically associate traits of kindness, trust, and intelligence with people who are attractive. We naturally try to please people we like and find attractive. If your audience likes you they will forgive you for your "wrongs" and remember your "rights." ln fact, studies show that people who are physically attractive are better able to persuade others. persuasion