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Follower The Leader = Good?

Discussion in 'BlackHat Lounge' started by SpellZ, Oct 13, 2010.

  1. SpellZ

    SpellZ Regular Member

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    Okay guys, so this is my question...

    You know how the saying goes, "follow the leader" and how if an authority is doing X, then if that authority relates to us somehow we should also do X because 'what they are doing must be good/right, so should we'.

    And I won't debate here, I know its true...
    But can anyone (perhaps from TED, or Google) give me some examples and backup and some credit of where they are getting this information from?

    Why am I asking this?
    I have 2 lists of 20 groups in each list, group X and group Y.
    Inside X group there are 10 groups, and inside Y there are 10 groups.

    So in total there is 400 people.

    Group X and Group Y have both inside of them 4 groups which are 'the leaders'. Even though all groups are the leaders, they are the ones who stand out the most, and its not necessary that everyone looks up to them, its just they are the ones who are known the most...

    So I want to invite all of those groups, so what I want to do first is invite the TOP groups first, and then go to TIER 2 and TIER 3 groups and be like, "Well... TIER 1 groups are already in, it'll only make sense to get on it as well"

    Still with me?

    So what I want.. is some backup/data from TED or Google or any other site that shows how the process works of TIER 2 looking at TIER 1 and saying, "Oh ... if he did it, I should too just because he has more authority then I do"
     
  2. 195471

    195471 Regular Member

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    If I understand you correctly, you're saying that all of the people on your lists are leaders, and your contention is that these leaders will be easily influenced by the leaders whom they perceive to have more authority than themselves.

    What is unknown is whether or not these leaders make decisions in the style of a "Follower." In Robert B. Miller and Gary A. Williams' book, The 5 Paths to Persuasion: The Art of Selling Your Message, five decision-making styles are discussed in great depth: Charismatic, Thinker, Skeptic, Controller, and Follower.

    The authors studied close to 1700 executives over a two-year period and found that they tended to make decisions in one of the five ways mentioned above. The main idea of the book is that you need to identify the decision-making style of your prospects so that you can present your sales message in such a way that caters to their needs in terms of what information or data they require prior to making an important decision. Not everyone is a "Follower," and the book discovered that Followers are the most difficult to identify because they often make themselves appear to be like any of the other types (due to the stigma of being a follower and not a leader).

    The book also emphasizes the importance of making a distinction between decision-making style and personality type because while there may be some similarities, there's no direct correlation. A Charismatic decision maker, for example, does not necessarily have a charismatic personality.

    If you make the assumption that "follow the leader" is what most people will do, you are making the assumption that most people make decisions using the same methodology, and nothing could be further from the truth.

    Bottom line: I suggest that you read this book and get into the minds of your prospects before trying to sell them anything because assuming that they will be easily influenced by the "if so-and-so is doing it, it must be worth doing" attitude could totally backfire on you, especially if your groups are made up of sharp businesspeople.

    Good luck. :)
     
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  3. SpellZ

    SpellZ Regular Member

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    195471, thank you so much for the long and detailed reply!

    Yeah, that is what I was afraid of the most...
    That even though they are all leaders, and some are doing betters then others... they are still leaders, and that is the bottom line. Even though Leader from Tier 1 might do X, doesn't mean that the leader from Tier 2 will do X as well just because the Tier 1 leader did it...

    Hmm...