Subscribe Now - Get them delivered to your inbox every Tuesday.
Subscribe to our Newsletter
Get them delivered to your inbox every Tuesday.
The Principle of Reciprocation
Simple example: When you are invited to dinner at a friend’s home, you then feel obligated to return the favour, don’t you? And for many, this obligation weights heavily until it is repaid.
In a sales situation, customers and prospects feel obligated to say “yes” to those they owe.
Knowing this, savvy salespeople perform unexpected acts of kindness up-front; they give of their time, knowledge and occasionally product and service samples.
Guess what this does?
It obligates the other party to reciprocate.
The principle possesses awesome strength, often producing a “yes” response to a request that, except for the existing feeling of obligation/indebtedness, would have been refused.
Simple example: If you want to generate referrals from a customer, first, give a referral!
Bald Fact: Create a sense of obligation, and you’ll make more sales. A fact that has been proven in the business community when business operators found that, after accepting a gift, customers were willing to purchase products and services they would otherwise have declined.
Looked at in this light, the apparent random, unexpected act of generosity might be regarded as a powerful marketing method that will generate future sales.
Small Fish Business Coaching Manly
There are four ways you can engage with me:
1. Subscribe to these emails and get them once a week in your inbox so you never miss a video from me.
2. Join the Trades Business Toolshed Facebook Group where you can watch these videos, ask me questions or talk to your peers.
3. Attend my next Tools Down workshop.
4. Book yourself a 10-minute chat with me. We’ll talk about whether coaching is right for you now and if it is, we’ll go further into the process before you have to make your mind up.
See you later.