Man
Professional
- Messages
- 2,996
- Reaction score
- 521
- Points
- 113
Introduction
In this article we will talk about social engineering (hereinafter, SI). We will analyze all the most important things, in detail, with examples, detailed analysis of cases. I will tell about personal experience, I will try to make this article as interesting as possible, in a "live" style.
Social engineering in "white" affairs, or in ordinary life
Let's figure out what SE is? I could use the definition from Wikipedia and refer to this definition, but I'll leave it to you just for your information: In the context of information security - psychological manipulation of people with the purpose of performing certain actions or disclosing confidential information.
Have you read it? Well done, let's take it into service. Now let's look at another definition of SI: Social engineering is a set of techniques, methods and technologies for creating such a space, conditions and circumstances that most effectively lead to a specific required result, using sociology and psychology.
Which of these definitions is closer to you, considering your area - it is up to you to decide, but since in this subsection we will consider SE in everyday life, in my opinion, the second definition is more appropriate, since we, as a rule, do not use any “manipulation with the purpose of disclosing confidential information” in “white” cases.
The digression about definitions might seem pointless, but a little later you will understand that it was necessary to understand the thinking of amateurs in the field of SE or ordinary people who do not understand the whole essence.
It is typical for such people to put fraud and social engineering on the same level, and sometimes even directly call SE an outright fraud or a means for it. Unfortunately, in recent years, this stupid idea has become a reality. But within the framework of this subsection, I hasten to inform you that SE from a "white" point of view is a very necessary thing in life, so we will rely on definition No. 2
Don't you think that any communication between a person and someone else, aimed at obtaining some benefit, is SI? You agree on something, argue, bargain, using SE skills, and the more they are developed in you, the simpler and more accessible any of your goals seem. After all, a person who does not know how to negotiate will achieve little in life, and unfortunately, this is really so.
We use SE every day, increasing experience and knowledge, thereby achieving any goals and heights, from small to large. Therefore, misconceptions about SE and fraud are shattered.
Social engineering in the shadow spheres of activity
In the shadow spheres, things are completely different, here we can consider two definitions at once. Due to the huge range of shadow spheres, SE can be used in absolutely different ways, for example, with the harmless goal of attracting a client or resolving pricing issues. Definition #2 fits this, since SE, despite its use in "dark" affairs, is in itself absolutely white, the purpose of SE in this case is not fraud, "knocking out" data, etc.
But here the "dark" side of using SE appears. It is aimed at deceiving, misleading, obtaining the necessary information. Therefore, here you can safely give free rein to those who call social engineering a fraud, in this case it really is. Therefore, it is unforgivable to cite as an example the definition of social engineering, which at one time managed to become a meme: SE is a tool that uses sociology and psychology, which we will use to convince the mammoth to follow our link and pay for the goods. P.S. Mammoth is a victim of fraudsters (usually used in the meaning of "potential")
This definition emphasizes the narrowly focused goal of the SE in specific cases; you can substitute anything here, for example: "to convince the mammoth to download our stealer", "to convince the mammoth to transfer money to us", etc.
These were, in my opinion, the most striking and widespread examples of the use of SE for illegal purposes, at least this will remain relevant in 2022 - 2025 for sure.
But one way or another, the methods and means in "dark" and "white" affairs are the same, the only difference is in the goals. To sell a product? Or to deceive a person into buying a product?
Practical part
In the practical part, I would like to touch upon financial relations, that is, social engineering aimed at obtaining financial benefits, or, roughly speaking, SI, which the seller uses in relation to the buyer or vice versa. For me it will be easier, and for you there is no difference, since the methods used will directly or indirectly work on completely different examples, my task is simply to show the main thing so that you understand the essence, and you can substitute this anywhere. Let's start with the generally accepted, and finish with my personal innovative manipulation techniques)
10 Manipulation Techniques
In fact, there are 30 of them, but most of them, in my opinion, are irrelevant or rarely used. Therefore, I will describe them in detail, because quality is important, not quantity. The goal is one - manipulation, gaining trust from the counter-subject. Finding all 30 manipulation techniques will not be difficult.
1. Imitation questioning/clarification.
The purpose of this technique is to simulate interest, increases trust in you, because it is much better if you ask again, and not stupidly and dumbly answer "uh-huh" to everything. It is a mistake to think that by agreeing with everything that was said, the counter-subject thinks that you understood everything, that is why you say so. This is fundamentally wrong, asking again is better than agreeing.
2. Indifference The essence: your task is to show your indifference towards the counter-subject, or his topic. In this way, he himself will work for your interest, and not you for his. Such an interesting method should be used wisely, in the right situations. Otherwise, this technique can ruin everything. In general, a technique "for professionals"
3. False weakness or vulnerability One of the most interesting techniques. Make the counter-subject believe in weakness or vulnerability on your part, so that he feels strength or begins to dominate in dialogue or communication. With a competent construction of the counter-subject's path of action, during the overdose with dominance or confidence, he himself will come along the path of action built for him. Also used for pity for you, greatly simplifies the process of manipulation, for this reason, girls are trusted more in life.
4. Sensual lulling of vigilance An interesting and widespread IRL technique (especially among girls). The gist: to show feelings (love, respect, veneration) in order to lull the vigilance of the counter-subject. It should be used in moderation and wisely, overdoing it with feelings threatens rejection. Therefore, it is better to gain experience.
5. Pressure, persistence This technique works great IRL, but not everyone can do it. It doesn't work as well online, but it's still a useful technique. The gist: insist on your own, be assertive, maybe even add a bit of anger and aggression so that the counter-subject is interested in "calming" you down.
6. Hurry A very effective technique both IRL and online. Your task is to convince the counter-subject that he needs to hurry. In a rush, vigilance is lulled, thoughts and common sense disappear. It will turn any person into a thoughtless entity that will absorb absolutely any information.
7. Interrupting a thought or topic Another good technique, I often use it. If the counter-subject comes to a "weak" topic for you, for example, about guarantees that you cannot provide him with, etc. You can interrupt him from the topic in a variety of ways. I remember that earlier there was a fake call function on phones, under the pretext of calling you - you could switch to any topic, distracting him from thinking about topics and questions that are inconvenient for you.
8. Using the counter-subject's words for your own purposes People tend to accept their words as truth, rarely retracting them. You can use the counter-subject's words for your own purposes, interpreting them as you please, making the person believe not you, but himself.
9. False authority and false guarantees. This method is effective mostly online, another one I use. Your task is to create confidence for the counter-subject, backed up by any "guarantees" and any "authority", boosting reviews is from the same series
10. Individual approach. I left this for point 10 because this is the most important thing in SI, in my opinion. Your task is to convince that the counter-subject is individual for you, that he is not one of the mass of those with whom you work. This is why frequent use of template texts in SE leads to failure, your task is to build a unique and individual dialogue with the counter-subject.
My author's techniques
Now I will tell you about my author's techniques. I have not seen an analysis in books / on the Internet before. They help me a lot in my field. There are not many of them, but I assure you that they will help you in SE very much. Let's get started.
1. Literacy Language literacy, literacy in the subject of discussion or dialogue. You can change the level of literacy in the text and dialogues as you like, change the style. Do you need to seem like a country bumpkin? Write illiterately, pretend that you understand absolutely nothing about the subject of the dialogue. Do you want to seem like a professional in your field? Use terms, speak confidently, let the person not understand anything, but this will instill in him false confidence that you are a professional in your field. Thanks to the interaction with writing styles and literacy, you can imitate different people, you can make realistic reviews that make a person trust you.
2. Questions with a pre-determined answer You ask a person a question that includes only a limited list of answers, which will be very difficult for him to go beyond. For example, during a dialogue and bringing a person to readiness to pay, you can ask the question: Where is it more convenient to pay? He has a narrow choice of answers that will suit you. It will be very difficult for a person to answer: "Wait, what about the guarantees?" etc., etc., otherwise you will put him in an unpleasant position, which will also be to your advantage.
3. Time of conversation By time I do not mean the duration of the conversation or dialogue, but the time of day and the time when we will have a conversation with him (sorry for the tautology). The essence lies in human physiology. It is much more difficult to perceive information at night, early in the morning, or late in the evening than during the day. At this time of day, a person is less receptive and becomes very manipulable, so based on personal experience, we will draw up a mini-schedule
12:00 - 19:00 - brain activity, wakefulness
19:00 - 21:00 - deterioration of comprehension of information
22:00 - 00:00 - a person is active, but almost incapable of brain activity
00:00 - 07:00 - a person is completely incapable of analyzing information
07:00 - 10:00 - return to the process
10:00 - 12:00 - almost the peak of brain activity
Therefore, if there is an opportunity to catch the counter-subject in the time intervals you need, we definitely take advantage of it.
Basic mechanics of SE
Here we will consider the main constants of social engineering. For convenience, we will consider them from the perspective of the "seller"
As a thesis, I would like to note the clear structure of any dialogue. It is similar to the elements of composition in literature. Therefore, for ease of perception, we will compare it with it. In general, something like this:
Greeting (Exposition)
Presentation (Continuation of the exposition)
Advertisement (Climax)
Price Fork (Continuation of the Climax)
Conclusion of the deal (Denouement)
Of course, such a scheme is reflected in SE in any form, the layouts will just be called differently there, but the essence remains the same. Therefore, let's remember this scheme as "stages of grief acceptance". This scheme is fundamental. In this scheme, you can individually add an epilogue (further work with the counter-subject), but I did not include this in the main scheme, but now you know a little more.
Let's look at each stage in a little more detail.
1. Greeting (Exposition) This stage is an introduction to you and your counter-subject, there can be countless variations of this stage, but in fact the most common are - 2 Hello - Hello Hello, my name is N - Hello, my name is N This stage, like all the others, is played out depending on the situation. Somewhere the first option will be appropriate, and somewhere it is not, and the second is similar. It is also important to choose a greeting depending on the desired task. Somewhere you need to show friendly relations, and somewhere business. Your further appeal to the counter-subject and the counter-subject to you depend on this stage. This stage sets the tone for further dialogue. Somewhere you can add a note of aggression, somewhere kindness, etc., but often due to the undisclosed counter-subject, you cannot determine the necessary greeting. Then another one of my useful tricks comes to the rescue: Hello This is a stylistically neutral greeting, it can be addressed to anyone, and there is no need to pervert with the search for the right greeting. It may seem that it is not important, but most people fall for the greeting, for example, when an "older" person is told "hello". I also forgot to mention that you should be very careful in using greetings from other languages, other nationalities, so you do not need to throw around the phrase "salam" or "shalom" left and right
2. Presentation (continuation of the exposition) It is not without reason that I wrote that the presentation is a continuation of the exposition. Often, the presentation echoes the greeting, and sometimes can even be a kind of symbiosis with it, complementing each other. The presentation is a stage of familiarization with your type of activity, without specifics yet, not related to any product or service. An example of a combination with a greeting: Hello, my name is N and I do P At first glance, it might seem to you that the climax has already begun, but no. At this stage, the fate of your proposal is not yet decided, since it is not here yet, this is the main thing. In most cases, at this stage, the counter-subject has little reason to stop the dialogue, but also to continue it. It is important to organize it beautifully, but at the same time understanding that the emphasis needs to be placed further, it is not for nothing that I called it an exposition.
3. Advertising (climax) At this stage, the most important and fastest development of the plot occurs, at this stage the counter-subject is given the opportunity to think over your finished thought. At this stage, you directly introduce him to the product / service / main issue / topic. This stage is the most important, in most cases, both for you and for the counter-subject. No mistakes or oversights are forgiven here, it is important to put all the cards on the table with a cool head on your shoulders, which concern the main subject of your dialogue. Identify the pros and cons (if necessary). It is also worth noting here that it is the "dish" on which you present the most important thing. Therefore, let's consider an example of good and bad advertising, directly analyzing why this is good / bad advertising. I sell N for P I sell N. N is K, in which it is worth noting I, for its price, this is the best product on the market at the moment I think it is obvious where it is bad and where it is good. If it is not obvious to you, then you have read this article up to here in vain. The point is that when communicating with a counterparty, he may be an amateur in this matter and may well know absolutely nothing about your product / service / offer, etc., etc., communicating without client samples and other means, you cannot know with whom you are conducting a dialogue. If you do not explain to an amateur - there will be an unpleasant result, probably, you have lost contact with the counterparty. But if you explain to a knowledgeable person, he will not say to you "Why explain? I already knew it", but with such explanations you will be able to capture amateur clientele. In general, it is better to explain to everyone than to no one. Objectively gives a greater profit from a mass audience, and specifically too.
4. Price fork (continued climax) Probably, right after point 3, the question arises: why is the price fork a climax if the climax is advertising? The point is that the counterparty will also have to think about your pricing policy, at this stage everything is unstable, he can break down both because of the product / service / etc., and because of the price. At this stage, you do not need to bother with texts, it is important to correctly set the price, both for you and for the counterparty. Here you need to decide on the format of your product / service / etc. Pricing depends on this. There are only 2 of them: Cost pricing With the cost method, the expense part is first calculated - the cost of production. The cost actually reflects the amount of expenses that the company invests in a unit of product. To set the price, a certain percentage of markup is added to the cost. This will be the standard profit. With the cost approach, pricing is based on expenses, to which a markup is added. The opinion of buyers is not taken into account when setting the price. Value pricing With the value method, everything happens the other way around. First, it is determined what the price of an item should be, and then the amount of expenses that will allow you to make a profit is determined. In fact, pricing is based on the opinion of buyers: we ask how much they are willing to pay for the product. It is important to understand that you need to play with the price tag on the product carefully, and with discounts too. Purely logically, it becomes obvious that only your profit changes, and it cannot be equal to 0. That is, if the counterparty asks you to make an 80% discount, given that the remaining 20% is a smaller part of the costs, then such an offer, of course, is impossible within the framework of common sense. You can agree to it only if your goal is to deceive the counterparty for money)
5. Conclusion of the deal (resolution) The final stage, where in most cases everything is already in your hands, the counterparty has already gone all the way and reached the finish line. This stage means that using your SE skills, you were able to come to the desired and set goal, you were able to agree on the terms, on the price, and in general, you are a great guy. Here you can relax, this is the most relaxed moment, your task is to outline the terms of the deal (which in most cases were discussed before this stage, so no problems should arise). Then you either accept payment (if you are the seller) or pay (if the buyer).
To sum it up: Combining SE techniques, observing the basic mechanics and plan for building a dialogue, your chances of success in any matter increase many times over. I can't say that you have become a social engineering professional from this article, but you have definitely already received the base. You know the mechanics, the schematics, the basic techniques. If you have paid attention, the schematics are universal and are suitable in absolutely any cases, even if we are not talking about financial relationships. You can substitute here whatever your heart desires and it will be appropriate.
Source
In this article we will talk about social engineering (hereinafter, SI). We will analyze all the most important things, in detail, with examples, detailed analysis of cases. I will tell about personal experience, I will try to make this article as interesting as possible, in a "live" style.
Social engineering in "white" affairs, or in ordinary life
Let's figure out what SE is? I could use the definition from Wikipedia and refer to this definition, but I'll leave it to you just for your information: In the context of information security - psychological manipulation of people with the purpose of performing certain actions or disclosing confidential information.
Have you read it? Well done, let's take it into service. Now let's look at another definition of SI: Social engineering is a set of techniques, methods and technologies for creating such a space, conditions and circumstances that most effectively lead to a specific required result, using sociology and psychology.
Which of these definitions is closer to you, considering your area - it is up to you to decide, but since in this subsection we will consider SE in everyday life, in my opinion, the second definition is more appropriate, since we, as a rule, do not use any “manipulation with the purpose of disclosing confidential information” in “white” cases.
The digression about definitions might seem pointless, but a little later you will understand that it was necessary to understand the thinking of amateurs in the field of SE or ordinary people who do not understand the whole essence.
It is typical for such people to put fraud and social engineering on the same level, and sometimes even directly call SE an outright fraud or a means for it. Unfortunately, in recent years, this stupid idea has become a reality. But within the framework of this subsection, I hasten to inform you that SE from a "white" point of view is a very necessary thing in life, so we will rely on definition No. 2
Don't you think that any communication between a person and someone else, aimed at obtaining some benefit, is SI? You agree on something, argue, bargain, using SE skills, and the more they are developed in you, the simpler and more accessible any of your goals seem. After all, a person who does not know how to negotiate will achieve little in life, and unfortunately, this is really so.
We use SE every day, increasing experience and knowledge, thereby achieving any goals and heights, from small to large. Therefore, misconceptions about SE and fraud are shattered.
Social engineering in the shadow spheres of activity
In the shadow spheres, things are completely different, here we can consider two definitions at once. Due to the huge range of shadow spheres, SE can be used in absolutely different ways, for example, with the harmless goal of attracting a client or resolving pricing issues. Definition #2 fits this, since SE, despite its use in "dark" affairs, is in itself absolutely white, the purpose of SE in this case is not fraud, "knocking out" data, etc.
But here the "dark" side of using SE appears. It is aimed at deceiving, misleading, obtaining the necessary information. Therefore, here you can safely give free rein to those who call social engineering a fraud, in this case it really is. Therefore, it is unforgivable to cite as an example the definition of social engineering, which at one time managed to become a meme: SE is a tool that uses sociology and psychology, which we will use to convince the mammoth to follow our link and pay for the goods. P.S. Mammoth is a victim of fraudsters (usually used in the meaning of "potential")
This definition emphasizes the narrowly focused goal of the SE in specific cases; you can substitute anything here, for example: "to convince the mammoth to download our stealer", "to convince the mammoth to transfer money to us", etc.
These were, in my opinion, the most striking and widespread examples of the use of SE for illegal purposes, at least this will remain relevant in 2022 - 2025 for sure.
But one way or another, the methods and means in "dark" and "white" affairs are the same, the only difference is in the goals. To sell a product? Or to deceive a person into buying a product?
Practical part
In the practical part, I would like to touch upon financial relations, that is, social engineering aimed at obtaining financial benefits, or, roughly speaking, SI, which the seller uses in relation to the buyer or vice versa. For me it will be easier, and for you there is no difference, since the methods used will directly or indirectly work on completely different examples, my task is simply to show the main thing so that you understand the essence, and you can substitute this anywhere. Let's start with the generally accepted, and finish with my personal innovative manipulation techniques)
10 Manipulation Techniques
In fact, there are 30 of them, but most of them, in my opinion, are irrelevant or rarely used. Therefore, I will describe them in detail, because quality is important, not quantity. The goal is one - manipulation, gaining trust from the counter-subject. Finding all 30 manipulation techniques will not be difficult.
1. Imitation questioning/clarification.
The purpose of this technique is to simulate interest, increases trust in you, because it is much better if you ask again, and not stupidly and dumbly answer "uh-huh" to everything. It is a mistake to think that by agreeing with everything that was said, the counter-subject thinks that you understood everything, that is why you say so. This is fundamentally wrong, asking again is better than agreeing.
2. Indifference The essence: your task is to show your indifference towards the counter-subject, or his topic. In this way, he himself will work for your interest, and not you for his. Such an interesting method should be used wisely, in the right situations. Otherwise, this technique can ruin everything. In general, a technique "for professionals"
3. False weakness or vulnerability One of the most interesting techniques. Make the counter-subject believe in weakness or vulnerability on your part, so that he feels strength or begins to dominate in dialogue or communication. With a competent construction of the counter-subject's path of action, during the overdose with dominance or confidence, he himself will come along the path of action built for him. Also used for pity for you, greatly simplifies the process of manipulation, for this reason, girls are trusted more in life.
4. Sensual lulling of vigilance An interesting and widespread IRL technique (especially among girls). The gist: to show feelings (love, respect, veneration) in order to lull the vigilance of the counter-subject. It should be used in moderation and wisely, overdoing it with feelings threatens rejection. Therefore, it is better to gain experience.
5. Pressure, persistence This technique works great IRL, but not everyone can do it. It doesn't work as well online, but it's still a useful technique. The gist: insist on your own, be assertive, maybe even add a bit of anger and aggression so that the counter-subject is interested in "calming" you down.
6. Hurry A very effective technique both IRL and online. Your task is to convince the counter-subject that he needs to hurry. In a rush, vigilance is lulled, thoughts and common sense disappear. It will turn any person into a thoughtless entity that will absorb absolutely any information.
7. Interrupting a thought or topic Another good technique, I often use it. If the counter-subject comes to a "weak" topic for you, for example, about guarantees that you cannot provide him with, etc. You can interrupt him from the topic in a variety of ways. I remember that earlier there was a fake call function on phones, under the pretext of calling you - you could switch to any topic, distracting him from thinking about topics and questions that are inconvenient for you.
8. Using the counter-subject's words for your own purposes People tend to accept their words as truth, rarely retracting them. You can use the counter-subject's words for your own purposes, interpreting them as you please, making the person believe not you, but himself.
9. False authority and false guarantees. This method is effective mostly online, another one I use. Your task is to create confidence for the counter-subject, backed up by any "guarantees" and any "authority", boosting reviews is from the same series
10. Individual approach. I left this for point 10 because this is the most important thing in SI, in my opinion. Your task is to convince that the counter-subject is individual for you, that he is not one of the mass of those with whom you work. This is why frequent use of template texts in SE leads to failure, your task is to build a unique and individual dialogue with the counter-subject.
My author's techniques
Now I will tell you about my author's techniques. I have not seen an analysis in books / on the Internet before. They help me a lot in my field. There are not many of them, but I assure you that they will help you in SE very much. Let's get started.
1. Literacy Language literacy, literacy in the subject of discussion or dialogue. You can change the level of literacy in the text and dialogues as you like, change the style. Do you need to seem like a country bumpkin? Write illiterately, pretend that you understand absolutely nothing about the subject of the dialogue. Do you want to seem like a professional in your field? Use terms, speak confidently, let the person not understand anything, but this will instill in him false confidence that you are a professional in your field. Thanks to the interaction with writing styles and literacy, you can imitate different people, you can make realistic reviews that make a person trust you.
2. Questions with a pre-determined answer You ask a person a question that includes only a limited list of answers, which will be very difficult for him to go beyond. For example, during a dialogue and bringing a person to readiness to pay, you can ask the question: Where is it more convenient to pay? He has a narrow choice of answers that will suit you. It will be very difficult for a person to answer: "Wait, what about the guarantees?" etc., etc., otherwise you will put him in an unpleasant position, which will also be to your advantage.
3. Time of conversation By time I do not mean the duration of the conversation or dialogue, but the time of day and the time when we will have a conversation with him (sorry for the tautology). The essence lies in human physiology. It is much more difficult to perceive information at night, early in the morning, or late in the evening than during the day. At this time of day, a person is less receptive and becomes very manipulable, so based on personal experience, we will draw up a mini-schedule
12:00 - 19:00 - brain activity, wakefulness
19:00 - 21:00 - deterioration of comprehension of information
22:00 - 00:00 - a person is active, but almost incapable of brain activity
00:00 - 07:00 - a person is completely incapable of analyzing information
07:00 - 10:00 - return to the process
10:00 - 12:00 - almost the peak of brain activity
Therefore, if there is an opportunity to catch the counter-subject in the time intervals you need, we definitely take advantage of it.
Basic mechanics of SE
Here we will consider the main constants of social engineering. For convenience, we will consider them from the perspective of the "seller"
As a thesis, I would like to note the clear structure of any dialogue. It is similar to the elements of composition in literature. Therefore, for ease of perception, we will compare it with it. In general, something like this:
Greeting (Exposition)
Presentation (Continuation of the exposition)
Advertisement (Climax)
Price Fork (Continuation of the Climax)
Conclusion of the deal (Denouement)
Of course, such a scheme is reflected in SE in any form, the layouts will just be called differently there, but the essence remains the same. Therefore, let's remember this scheme as "stages of grief acceptance". This scheme is fundamental. In this scheme, you can individually add an epilogue (further work with the counter-subject), but I did not include this in the main scheme, but now you know a little more.
Let's look at each stage in a little more detail.
1. Greeting (Exposition) This stage is an introduction to you and your counter-subject, there can be countless variations of this stage, but in fact the most common are - 2 Hello - Hello Hello, my name is N - Hello, my name is N This stage, like all the others, is played out depending on the situation. Somewhere the first option will be appropriate, and somewhere it is not, and the second is similar. It is also important to choose a greeting depending on the desired task. Somewhere you need to show friendly relations, and somewhere business. Your further appeal to the counter-subject and the counter-subject to you depend on this stage. This stage sets the tone for further dialogue. Somewhere you can add a note of aggression, somewhere kindness, etc., but often due to the undisclosed counter-subject, you cannot determine the necessary greeting. Then another one of my useful tricks comes to the rescue: Hello This is a stylistically neutral greeting, it can be addressed to anyone, and there is no need to pervert with the search for the right greeting. It may seem that it is not important, but most people fall for the greeting, for example, when an "older" person is told "hello". I also forgot to mention that you should be very careful in using greetings from other languages, other nationalities, so you do not need to throw around the phrase "salam" or "shalom" left and right
2. Presentation (continuation of the exposition) It is not without reason that I wrote that the presentation is a continuation of the exposition. Often, the presentation echoes the greeting, and sometimes can even be a kind of symbiosis with it, complementing each other. The presentation is a stage of familiarization with your type of activity, without specifics yet, not related to any product or service. An example of a combination with a greeting: Hello, my name is N and I do P At first glance, it might seem to you that the climax has already begun, but no. At this stage, the fate of your proposal is not yet decided, since it is not here yet, this is the main thing. In most cases, at this stage, the counter-subject has little reason to stop the dialogue, but also to continue it. It is important to organize it beautifully, but at the same time understanding that the emphasis needs to be placed further, it is not for nothing that I called it an exposition.
3. Advertising (climax) At this stage, the most important and fastest development of the plot occurs, at this stage the counter-subject is given the opportunity to think over your finished thought. At this stage, you directly introduce him to the product / service / main issue / topic. This stage is the most important, in most cases, both for you and for the counter-subject. No mistakes or oversights are forgiven here, it is important to put all the cards on the table with a cool head on your shoulders, which concern the main subject of your dialogue. Identify the pros and cons (if necessary). It is also worth noting here that it is the "dish" on which you present the most important thing. Therefore, let's consider an example of good and bad advertising, directly analyzing why this is good / bad advertising. I sell N for P I sell N. N is K, in which it is worth noting I, for its price, this is the best product on the market at the moment I think it is obvious where it is bad and where it is good. If it is not obvious to you, then you have read this article up to here in vain. The point is that when communicating with a counterparty, he may be an amateur in this matter and may well know absolutely nothing about your product / service / offer, etc., etc., communicating without client samples and other means, you cannot know with whom you are conducting a dialogue. If you do not explain to an amateur - there will be an unpleasant result, probably, you have lost contact with the counterparty. But if you explain to a knowledgeable person, he will not say to you "Why explain? I already knew it", but with such explanations you will be able to capture amateur clientele. In general, it is better to explain to everyone than to no one. Objectively gives a greater profit from a mass audience, and specifically too.
4. Price fork (continued climax) Probably, right after point 3, the question arises: why is the price fork a climax if the climax is advertising? The point is that the counterparty will also have to think about your pricing policy, at this stage everything is unstable, he can break down both because of the product / service / etc., and because of the price. At this stage, you do not need to bother with texts, it is important to correctly set the price, both for you and for the counterparty. Here you need to decide on the format of your product / service / etc. Pricing depends on this. There are only 2 of them: Cost pricing With the cost method, the expense part is first calculated - the cost of production. The cost actually reflects the amount of expenses that the company invests in a unit of product. To set the price, a certain percentage of markup is added to the cost. This will be the standard profit. With the cost approach, pricing is based on expenses, to which a markup is added. The opinion of buyers is not taken into account when setting the price. Value pricing With the value method, everything happens the other way around. First, it is determined what the price of an item should be, and then the amount of expenses that will allow you to make a profit is determined. In fact, pricing is based on the opinion of buyers: we ask how much they are willing to pay for the product. It is important to understand that you need to play with the price tag on the product carefully, and with discounts too. Purely logically, it becomes obvious that only your profit changes, and it cannot be equal to 0. That is, if the counterparty asks you to make an 80% discount, given that the remaining 20% is a smaller part of the costs, then such an offer, of course, is impossible within the framework of common sense. You can agree to it only if your goal is to deceive the counterparty for money)
5. Conclusion of the deal (resolution) The final stage, where in most cases everything is already in your hands, the counterparty has already gone all the way and reached the finish line. This stage means that using your SE skills, you were able to come to the desired and set goal, you were able to agree on the terms, on the price, and in general, you are a great guy. Here you can relax, this is the most relaxed moment, your task is to outline the terms of the deal (which in most cases were discussed before this stage, so no problems should arise). Then you either accept payment (if you are the seller) or pay (if the buyer).
To sum it up: Combining SE techniques, observing the basic mechanics and plan for building a dialogue, your chances of success in any matter increase many times over. I can't say that you have become a social engineering professional from this article, but you have definitely already received the base. You know the mechanics, the schematics, the basic techniques. If you have paid attention, the schematics are universal and are suitable in absolutely any cases, even if we are not talking about financial relationships. You can substitute here whatever your heart desires and it will be appropriate.
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