In terms of persuasion, abundance works because it creates the impression of not needing any particular person (or event). This communicates high value and non-neediness. The opposite, neediness, creates an immediate negative reaction and communicates low value.

One of the best ways to communicate abundance is to use costly signaling. This is the act of doing something that purposely hampers or hurts you just to show that you can take it.

Abundance is a natural consequence of a proper diagnostic and specialization. When you know exactly who you want to work with and what generates more results, you have zero need to convince anyone else.

Underlying Psychology/Biases

Abundance communicates having multiple options and high value.

Sub-Techniques

• Non-attachment
  • Whether a person has abundance or not, just behaving in a way that is non-attached (not caring about the outcome) communicates high value);
• Costly signaling
  • Doing something that purposely hurts you just to show you can take it is another example;
  • For example, as a consultant, sacrificing any client that is not a perfect fit, even if you lose the revenue;

Examples

• All the costly signaling examples;
• No expectations
  • Having zero expectations about a sales call or relationship is another example;
  • When someone really wants to sell or close someone, that will be communicated, and it’s negative;
  • When the person has zero expectations is when they end up getting clients (or attention);

Commercial/Known Uses

Key Takeaways

• All the ones for costly signaling;
• Both abundance and costly signaling project high status and abundance, as you give the impression you have options and don’t need this, and you can sacrifice options you don’t need;
• You can leverage specific techniques for both abundance and costly signaling. Sacrificing, challenging, using adverse transparency, among others;