Chapter10 SalesandPersuasiveMessagesMaryEllenGuffey,munication:ProcessandProduct,4eCopyright©2003AnalyzingpurposeWhatdoyouwantthereceivertodoorthink?Anticipatingreaction Doesthereceiverneedtobepersuaded?Adaptingtotheaudience Howcanyouadaptyourmessagetoappealtothis receiver?Applyingthe3-x-3WritingProcess2MaryEllenGuffey,munication:ProcessandProduct,4eApplyingthe3-x-3WritingProcessResearchingdataWhatinformationdoyouneed?anizingdataWhatstrategyisbest–directorindirect?3MaryEllenGuffey,munication:ProcessandProduct,4eTheIndirectPatternforPersuasionGainattentionBuildinterestReduceresistanceMotivateaction4MaryEllenGuffey,munication:ProcessandProduct,4eMakingPersuasiveRequests5MaryEllenGuffey,munication:ProcessandProduct,4eGainingAttentionInrequestingfavors,pliment,unexpectedfact,stimulatingquestion,readerbenefit,summaryoftheproblem,,,munication:ProcessandProduct,uracyandmeritofyourrequestwithfacts,figures,expertopinion,examples,-pressured,angry,,munication:ProcessandProduct,4eBuildingInterestDirectBenefit:eptourinvitationtospeak,:,munication:ProcessandProduct,4eReducingResistanceIdentifypossibleobstacles;,,munication:ProcessandProduct,4eReducingResistanceExample:AlthoughyourgifttotheNeonatalCenterisnottaxdeductible,,munication:ProcessandProduct,4e
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