Learn more about marketingandsales with this collection
How to develop a growth mindset
How to think creatively and outside the box
How to embrace change
What is The Law of Reciprocity?
According to Robert Cialdini, people are obliged to give back to others in the form of a behavior, gift, or service that they have received first.
When used tactfully, appropriately, and in a non-cheesy manner, reciprocity makes it difficult to say no.
Also, the key to using the Principle of Reciprocity is to be the first to give and ensure that what you give is personalized and unexpected.
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Reciprocity Isn’t Guilt, Here’s How They’re Different
Guilt is sending a follow-up email to a buyer and leading with, “I never heard back.”
But here’s the thing: While this wording does tend to increase reply rates, it actually decreases meetings booked by 14%.
“Never heard back” makes your buyer feel guilty.
It’s the opposite of ...
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Send A Custom Video
Send your buyer a personalized, customized, one-off, just-for-them video.
It takes extra time, effort, and additional research, but it's totally worth it.
even just having your prospect see you is powerful, not just because they see you in person, but … wait for it … because of the L...
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Take The Burden
Burden: a duty, a responsibility, the bearing of a load, something oppressive or worrisome.
One of the worst things you can do as a sales rep is to ask your buyer to DO SOMETHING … to burden them.
Build your champion’s buying guide for them. Take the burden! Nobody pi...
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Trigger An Unfair Exchange
The top-notch sellers delight buyers with the unexpected.
Generally speaking, it’s unlikely you’ll be able to meet your buyer in person. BUT, you can still do something meaningful and unexpected.
COFFEE GIFT CARD!
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Personalization matters!
When sending follow-up prospecting emails, it’s possible to send a valuable note while still being tight, compact, and straightforward. Even emails that are 150+ words (considered “long”) can be effective if it’s concise, well-crafted, packed with value (info that connects the prospect or their c...
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RECIPROCITY
- When someone gives us something, we feel obliged to repay them back. It’s for this reason that people are more likely to say “Yes” to your request when you first give them a small gift or perform a small favour (People will be nice if you’re nice to them).
The invention of scotch tape
Richard Drew invented The Scotch transparent tape while working as a lab tech at the Minnesota Mining and Manufacturing Company, which was then manufacturing sandpaper.
- Drew first invented masking tape. Drew would deliver sandpaper samples to auto manufacturers, who used it for the p...
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