What if you could get into the mind of your customer and really know what influences them to make decisions? What value would you place on this insight?

This article from Marketing Sherpa provides this insight. It’s based on the work of Robert Cialdini, Regents’ Professor of Psychology and Marketing, Arizona State University, who has spent 30 years studying the ways people are influenced. He’s whittled his findings down to six key principles, found in the fifth edition of ‘Influence: Science and Practice’.

The article states the principles, provides context, and suggests applications.

This is DNA marketing and selling. Take the insights from the article and build a new selling campaign approach around them.

Marketing Sherpa recently posted a case history which highlights how social media can be used to fill the sales funnel, in 6 steps. Read the complete article. A summary of the 6 steps follows:

Step #1. Create blog to start and join online conversations

Step #2. Establish a Twitter account

Step #3. Create LinkedIn group

Step #4. Modify press release strategy for blogger coverage

Step #5. Promote social media channels on company website and in email signatures

Step #6. Measure growth of social media accounts and Web traffic