We talk a lot about influence, but what is the true goal of influencing? Persuading.
While I was far afield in South America for the past few weeks, Tom’s wife Tamsen sat in for me in this episode of The Marketing Companion. Tom and Tamsen talk about the relationship between influence and persuasion, and what it really takes to not only make an impact, but to change behavior.
Persuasion has a number of elements, and you can’t truly persuade without understanding your audience — not just the story you want to tell them, but the information they want and need to hear or read to achieve their own goals. Ultimately, any successful marketing initiative takes time, and has to incorporate a “mosaic” approach to branding — some persuasion happens in the moment, some over time.
Tom and Tamsen dissect persuasion from both a speaking and writing standpoint, and offer advice for marketers that is more than 2,000 years old, but still holds true. The key to changing behavior is balancing the appeal to reason, the appeal to emotion, and the appeal from credibility. Most content marketing misses including all three, which creates a gap between what the marketer wants to communicate and what they actually do communicate.
Along the way, Tom and Tamsen also discuss a number of marketing concepts, including:
- The role of word-of-mouth and reviews
- The difference between how we buy and how we DECIDE to buy
- The problem with the “marketing funnel” and why customer journey models oversimplify consumer behavior
- Why marketing is just pattern recognition
- The fourth component to persuasion that technology has enabled
- The problem with modern sales emails
Also, Tom and Tamsen wax poetically about the Ronco Bass-o-matic, and they present the first edition of the Cirque du Companion, an audio feast for the senses, including the talents of:
Ready for more? Here we goooooooooo …
If you can’t access the edition above, click on this link to listen to Episode 88
Other ways to enjoy our podcast
- Click here to download the latest episode or subscribe in iTunes
- Complete Marketing Companion Episode Guide
- Click here for the show’s RSS feed – for Android listeners.
- Find the podcast on Stitcher
Please support our extraordinary sponsors. Our content is free because of their generosity.
BuzzSumo is the world’s best way to discover, analyze and amplify your content. Run over to BuzzSumo today for a 14 day free trial. Beyond data, BuzzSumo offers priceless insights into content discovery, monitoring, influencers and outreach, content research and planning, and competitor research. Find out why so many Marketing Companion fans are now hooked on Buzzsumo. Check out BuzzSumo’s powerful technology to look at the hottest content trends down to the hour!
Affinio is now offering a FREE eBook co-authored with Mark Schaefer called How to Identify, Understand and Grow Your Ideal Content Audience. Check it out, as well as their new free audience Discovery tool. Affinio is an advanced marketing intelligence platform that leverages the interest graph to understand today’s consumers. Affinio believes that if we can understand individuals at a deeper and richer level, then we can fundamentally change the way people relate to one another. By understanding the interests and cultural DNA of key audience segments, marketers are empowered to take an audience-first approach to making meaningful connections with ideal consumers. Find out how at Affinio.com.
Illustration courtesy of Flickr CC an Brett Jordan