How we change what others think, feel, believe and do

Dialog Involvement

Techniques > General persuasion > Sequential requests > Dialog Involvement

Description | Example | Discussion | See also

Description

Start the conversation with a casual conversation. Then move on to the persuasion when they are attentive, listening and seem ready to take seriously what you have to say.

Do not hurry this. The goal is to engage them, so wait until they are engaged. Also do not talk for too long in case they become bored or argumentative.

Example

A parent wants to discuss homework with their child. They start by asking how the child's day is going. Then they move on to talking about school. Only then do they ask about homework and stress the importance of doing well.

A marketer uses this method in an advert, starting with the headline 'How's life?' and continuing 'Could be better, huh?' before launching into the benefits of using their exercise equipment.

Discussion

Sales people often use this, starting out with small talk that is intended to create or build the social bond between them and their customers. Only when they see positive, connected body language will they then move on to selling.

This method may be combined with Test and Request, using the 'test' phase as a form of dialog, conversationally exploring their mood and nudging them in the right direction.

See also

Conversation techniques

Dolinski, D., Nawrat, M. and Rudak, I. (2001). Dialogue Involvement as a Social Influence Technique, Personality and Social Psychology Bulletin, 27, 1395-1406