Persuasive Messages
1. What is a persuasive message?
A persuasive message is a request for action when you believe the receiver
may be unaware, disinterested, or unwilling to comply with a request or a
communication to try to change the opinion of a receive. These messages will
be viewed as neither positive nor negative by the receiver and may be used
in both internal and external communication. The supporting facts of
persuasive messages must convince receivers that taking the requested
action is in their best interest. Persuasive messages should almost always be
presented using an indirect approach.
2. What are the two primary goals of persuasive messages?
The two primary goals of persuasive messages are to get the receiver to read
or listen to the entire message and to have the receiver take the requested
action.
3. Describe the four parts of the Indirect Plan for persuasive messages.
The four parts of the indirect plan for persuasive messages are:
i. attention – the receiver's attention must be gained in the opening to ensure
the message is read or heard
ii. interest – benefits must be identified to hold the receiver's interest
iii. desire – providing proof of the benefits will motivate the receiver to take
action
iv. action – make it easy for the receiver to take action and encourage the
receiver to take action quickly.
4. What are some of the different types of persuasive messages?
There are complex or persuasive requests, recommendations, special claims,
sales messages, and some collection messages.
5. List and describe the three stages normally used in collection
messages.
The three stages normally used in collection messages are reminder, appeal,
and warning. The reminder stage is a short, direct, polite message to a
customer who simply forgot to pay. In the appeal stage, use the indirect plan
for persuasion. When the other stages fail to collect, move to the warning
stage. Messages in the warning stage are constructed using the direct plan;
the sender is not concerned about maintaining the receiver's goodwill.