first_imgAREC speaker Robert CialdiniBORING emails could take your business backwards, according to professor Robert Cialdini.The American professor described emailing as a “bloodless” way to communicate.“It’s not about the amount of information you give to someone, it’s what the information is about and the similarities people can relate to.”Cialdini, who was on the Gold Coast to speak at the Australasian Real Estate Conference, said instant trustworthiness can be as simple as smiling and liking someone.“Here’s what happens when people are uncertain, they take a step back, they are reluctant and they stay there until that uncertainty is resolved,” he said. “They want to be certain about the quality of people and the quality of information.“People will get off the fence and get into the game once they are sure about these two things.”More from news02:37Purchasers snap up every residence in the $40 million Siarn Palm Beach North7 hours ago02:37International architect Desmond Brooks selling luxury beach villa1 day ago“My three year old granddaughter said I was her favourite person because I liked her,” he said.“It’s the same in any other scenario, if you invite someone to a party they feel obliged to invite you. It’s a sense of obligation.“You won’t get a smile from someone if you don’t smile first,” he added.The American professor explained that people are hardwired to focus on what they are losing rather than what they are gaining.“There was a study where a supermarket limited these items per customer,” he said. “It showed that people wanted more just because they couldn’t have it.“People will stay on the fence about an idea in fear of losing something.”Cialdini said uncertainty drops when people are liked.“If a person likes you, you are more likely to trust them.”last_img

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