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Patient Attraction Episode 063: With Great Power Comes Great Responsibility
We’ve been looking at Dr. Robert Cialdini’s six key principles of influence. Just as a reminder, they are:
Reciprocation: People feel obligated to give to those who give to them.
Liking: People prefer to say yes when they know and like someone.
Consensus: People decide what to do based on what other people like themselves do.
Authority: People want to follow the advice of experts.
Consistency: People want to follow through on their written and verbal commitments.
Scarcity: People want what they perceive to be in short supply.
Dr. Cialdini said in a recent webcast that people ask him all the time which is the most key of the six key principles.
It depends on which part of the world you are in as to which is the most effective, he said, though all six principles apply worldwide..
In the US and other Western countries, reciprocation is the key.
In China and the Far East, authority is the key.
In Spain and Mediterranean countries, liking is the key.
In Germany and Scandinavian countries, consistency is the key.
So smart dentists would try these methods when targeting potential patients from these various cultures.