Sneaky compliance techniques

There are some basic principles that are most commonly used to successfully perform a sales job, although not all are used – depending on which industry you are in:

• Obtain commitment: By asking someone if they are going to stay with you, more likely than not they will agree, as their conscience will disallow them to reject you outright
• Scarcity; When selling, it is effective to tell the customer that ‘there is only one left.’ This will tell your customer that lots of individuals have purchased it before them. Thus, they will think that it would be a good idea to purchase one for themselves!
• Reciprocity; by reciprocating the customer’s needs to them and then outlining how your product can help with what they need, they are more likely to purchase the product
• Appeal to social validation; by nature, all humans want to fit in. Thus, by saying lines such as ‘everyone has this’ or ‘people think it’s great!’, individuals are more likely to purchase the good or service
• Appeal to authority; by incorporating big names, e.g. ‘famous person xyz has already purchased this and they loved it!’ the individual is more likely to also purchase it

These are all examples of compliance techniques; social influence processes – a concept that is used in everyday life a great deal.

Sneaky business hacks/ techniques

• Foot- in- the- door technique

This technique is exactly as it sounds- getting your ‘foot,’ in this case the product you are selling to sound good enough for a potential client. Once they have agreed to this (i.e. you have gained their compliance), you can then ask them for a bigger favor. This technique can be used to sell memberships, for example loyalty cards and reward programs. An individual would first be offered a free one year warranty for some gym equipment they bought. After agreeing, they would then be asked if they would like to join a rewards program. This would entail reward points for more money spent.

• Door in the face technique

The door in the face technique is a rather sneaky method, where the business owner may be aware that their initial sale may scare away a customer. Hence, they start by asking for an even bigger deal. When they are declined, the initial sale is pitched which in comparison is much smaller and more realistic. Thus, this will encourage their customer to say yes, as their conscience would not let them reject the offer twice. An example of this would be trying to sell a $100 platinum membership. However, the business owner may initially push a $500 membership. Upon rejection, a $100 membership seems much smaller and more realistic. Thus, the customer is more likely to agree.

• Low- ball technique

This technique relies on obtaining acceptance initially from the client, primarily by offering them a relatively low and realistic deal. Then, after gaining acceptance, they would change that deal for the ‘worse.’ In this case, a ‘worse’ deal for the client would mean something that is more expensive – however for your business, would mean that you gain more money. For example, a customer agrees to buy a $300 television set. However, you go to the back to find that there are no more $300 sets, but only $450. When offered to the customer, since they have already set their minds on purchasing the set, they are more likely to comply with the $450 set.

The Takeaway

All these business hacks are relatively simple and easy to put in place by either you or your employees. All that must be done is a slight altercation in the way in which you pitch your sales.

Test them out and find the ones that work best for your business. It is not a one-size-fits-all solution although these hacks are scientifically proved. Once play smartly, you will find your sales are boosted!

Virtual Meeting

Being away from the office means that you are unable to connect with your co-workers. With advances in networking, apps such as Zoom, or Microsoft Teams can be used to connect and share in real-time and can easily be downloaded.

• Zoom; Zoom is an online or downloaded video calling app allowing up to 100 members (1000 members with the large meeting add-on.) Cameras and microphones are optional and information can be shared via speaking or by sending it in the chat. Additionally, the screen-share and annotation feature allows individuals to demonstrate what they are talking about at that moment. The free zoom meeting time is 40 minutes, but with the upgrade, it is unlimited.
• Microsoft Teams; Microsoft teams is an application that is similar to zoom but has a few additional features. A voice call meeting is capped at 300 people, however, there is no limit to the time. Additionally, with Microsoft teams, you are able to share files, notes, and messages with everyone who is in the group.
• Google Meet; Google meet is yet another application that is used to connect colleagues from by sharing the link or code. You are able to pin users, as well as send private or group messages. You do not need to download an app for this.

These three apps were used during the lockdown, assisting thousands of office workers to connect with their co-workers. It has also made sharing information and upcoming events easier and less stressful. There are also break-out rooms, meaning large groups can be separated into smaller groups.

Webinars

Webinars allow speakers to share Powerpoint videos, presentations, etc. with the rest of the people in the call. These also usually have audio and visual components. All three applications are able to hold webinars, due to their shared ability to share screens, use audio and share links or documents. Webinars are also extremely effective as listeners can ask the speakers questions in real-time through direct messages or audio.

Staying Connected

Another useful feature for all these video calling applications can be to simply catch up with colleagues, whether it is eating a meal together, watching a show together, or talking about the weather. This is a great way to maintain connections whilst working from home. These aspects of connection play a vital part within the technology checklist.

VoIP Phones

VoIP is short for the Voice over Internet Protocol, which converts the voice into a digital signal, compresses it, and then sends it over the internet. This is instead of a traditional landline meaning that there is no charge for telephone service, cutting out any long-distance costs. This is also extremely handy, as it allows employees to work effortlessly from home, especially given the current circumstances.

Furthermore, the VoIP system allows users to multitask, increasing the work productivity. This means that if you are in a queue with another client, manager, etc. you are able to read direct transcriptions straight to your email of voicemails received. Additionally, you are able to easily forward messages or emails to three other people at the click of a button. You are also able to forward calls to different phones after a certain amount of rings so that no call is missed.

Noise Cancelling Earphones

Working from home and around the rest of the family can be difficult when there are loud noises and distractions. Thus, a simple yet effective solution would be to purchase some noise-canceling earphones. There are many out there, whether they are over- the- head or earbuds, and can allow you for a better study session.

Coloured LED Lights

Around the office, there is often a mood that drives people to work their hardest. However, at home, this may be difficult with a different type of atmosphere and mood. However, with the LED lights that seem to be coming back into trend, working at home may be made easier. Drawing upon the psychology of colour, setting a specific colour for your home office may boost concentration and improve productivity. This is because a specific colour is able to trick your mind into thinking that you are in the office!

File-Sharing Tools

File-sharing tools such as dropbox and google drive are extremely useful in sharing documents or presentations, etc. to those that require them. This is effortless and removes the stress of having to email out the same document to many people. All that is required is an email and the email of your colleagues!

In Closing

It is vital to remember that new technology to improve work is out there waiting for you to utilize! Working from home certainly isn’t easy but this technology checklist can allow you to make sure you have all you need to be productive.