Here is your ACTION STEP…the whole idea of reciprocity starts with the Salesperson being the first one to give. There are many ways to do this. Here are 3 of the best:
Idea #1. A Prospect asks for information and you provide them with much more help than they expected. Consequently, they are much more inclined to reciprocate and purchase your product or service.
Idea #2. When lead generating the you provide information of value to the Prospect. For example, in the real estate business you could call around a neighborhood and offer information about a home in the area that was “just listed or just sold”. The Prospect is now more inclined to share information about their future moving plans because of their “natural openness to reciprocity”.
3.After making a sale, you should always AFR (ask for referrals). A satisfied Customer is it natural source of future business. Just because they are not buying any more from you right now doesn’t mean they can’t help you. Just ask. Chances are they will have some good answers for you!
Understanding the human need to reciprocate is often overlooked. Salespeople are notoriously neglectful in asking for business after they have provided added value. Remember this… PEOPLE LOVE TO HELP. Give them what they want and they will gladly return the favor. Just ask! Sometimes all that is required is for you to ask for their help… make it easy for them to reciprocate. Remember, it’s natural for them to do so. NO Excuses.