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.

What is The Law of Reciprocity?

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 The Law of Reciprocity.

Reciprocity Isn’t Guilt, Here’s How They’re Different

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 company to your offer, AND if the message is personalized, direct, and intentional in every sentence.

Personalization matters!

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 Law of Reciprocity

Send A Custom Video 

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 pitches your product better than you, one of the company’s top sales reps, right? Unfortunately, if you let your champion give it a go, they will likely fall back on feature selling (dumping).

Take The Burden

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!

Trigger An Unfair Exchange

Learn how the best of the best sales pros leverage the law of reciprocity to build rapport and box out the competition.

Stashed ideas

The Law Of Reciprocity: How Top Sellers Use Psychology To Win More

The challenge for most business owners is being able to see things through the eyes of their customers. It is easy to get so wrapped up in the day-to-day running of your business that taking a step back becomes difficult. You need to keep on asking the question ‘How can I make it even easier for people to buy from me?’

8 Ways To Make It Easier for People to Buy From You

You can reduce your cost by up to 33% and increase your revenue by 10-15%, just by providing a high-quality customer experience.

<ol><li>Make what you are selling and its value obvious and clear – you know, but do your customers?</li><li>Use customer-friendly language – watch jargon and avoid too much detail.</li><li>Avoid giving your customers too much choice, it can be overwhelming.</li><li>Make it easy to distinguish your brand from your competitors.</li><li>Keep paperwork to the minimum.</li><li>Shorten the steps in your sales process</li><li>Design a website that is easy to navigate.</li><li>Keep your customers informed simply and clearly.</li></ol>

Consider implementing these ideas for your business:

These are 8 ideas that can be used to boost customer experience and increase sales.

Customer experience is critical to the success of a business, especially an online business. Think of it: how often have you abandoned a purchase because they had too many forms to fill or asked too many questions? However, the irony is that you probably make similar mistakes in your business. The challenge for most business…

Nurturing relationships with your customers is a crucial part of growing a successful business.In this age of automation,caring for your customers has never been more important.At any moment,an unhappy customer can share their opinion with the masses through social media and the web and negatively affect your business.That's why it's even more important than ever to create an excellent experience for your customers to help develop your companys relationship with them into loveCreating love between your company and your customers can help scale positive word of mouth that's absolutely priceless

Intro...

"Do what you do so well that they will want to see it again and bring their friends."

Happy customers who get their issue resolved tell 4 to 6 people about their experience. So that's a way to significantly influence the word of mouth about your business. Don't act as a nameless or faceless business; genuinely talk with your customers as a person representing the business. Address your customers by name, and tell them your name at the very beginning of your interaction.Talk to your customers as you would in person, not like you would in a press release.

1. Treat your Customers Right - Genuinely Interact

A third of consumers say they experience rude customer service at least once a month, and 58 percent of them tell their friends. This is exactly how word of mouth can work against your company's reputation for the long term. It's very important to be respectful of a customer's mood when trying to resolve an issue they have with your company.Keeping your patience is key to giving your customer the time to air out their issue. And, in turn, it creates the opportunity for you to help resolve the issue and make them comfortable.

2. Don't Come on Too Strong - Respect Your Customers 

At a time when it's easy to have a two-way dialogue with your customers, it's important to truly listen. When listening to your customers, take into account what changes your organization should make from this feedback, and then follow through. Your customers are the lifeblood of your organization, and not dealing with the reasonable requests could cause backlash.Use the following methods to gather feedback from your customers:<ul><li>Surveys</li><li>Focus Groups</li><li>Observation</li><li>Point of Sale</li><li>Customer Service</li><li>Social Media</li><li>Communities and Groups</li><li>Email and Web Forms</li></ul>

3. Always Listen - Hear What Your Customers are Saying

It takes 12 positive service experiences to make up for 1 negative experience. This is how sensitive trust is between a business and its customers. No matter your size, keep your customers in the know when it comes to positive and negatives changes to your products and services that affect them. It's crucial to tread lightly when making changes to your products and services because your customers have become accustomed to what you've already got.

4. Build Trust - Alert Customers to Large Scale Changes,Good/Bad

Here's what to do to gain trust:<ul><li>Heavily research whether changes to your company could alter public perception.</li><li>Be methodical in how you communicate the changes to your product and services.</li><li>Tell your customers when you've made a change, you've screwed up, or you've done something right. A healthy mix will give your customers a transparent look into your company that can't be forged.</li><li>Find value in the feedback about your company changes.</li></ul>

Gain Trust

Being transparent in the digital age is a must. Much like the principles discussed above, transparency is a critical factor in building trust, satisfaction, and love from your customers. What does it mean to be transparent?<ul><li>Transparency means that you are not afraid of feedback.</li><li>Transparency means that you have nothing to hide.</li><li>Transparency means your employees' personal and work persona blur.</li><li>Transparency means you like to have conversations with your customers.</li></ul>

5. Be Transparent - Honesty is Crucial When it comes to Mistakes

Making a business is not that tough, but standing out from the competition becomes difficult when customers does not fall into your business. This all idea is about how can customer fall in love with your business...

At any moment, an unhappy customer can share their opinion with the masses through social media and the web, negatively affecting your business. That's why it's important to create an excellent experience for your customers to help develop your company's relationship with them.

Career and life

5 Ways to Make Customers Fall in Love with Your Business

It’s tough!That’s the painted picture of a discovery call. But in reality, they are not as hard as they are made out to be.The goal behind every discovery call is the same: to find out if the prospect is best suited to work with, learn more about them, and sell them your offer.

The Discovery Call

Here, you introduce yourself and get to know your prospect on a personal level by asking specific questions that will get the prospect to open up and share more information that will help you.<ul><li>Examples of a few questions:</li><li>How have you been?</li><li>What are some big wins you had recently?</li><li>What’s your big goal?</li></ul>Any personal questions that the client can answer quickly would help make them feel more comfortable on the call.

Stage 1: Introduction and Get Personal with the Prospect

I firmly believe that this phase is crucial in the discovery call because if you make a wrong judgment here, you might end up with the short end of the stick.So in this stage, be attentive and listen carefully to every interaction.Try to ask questions that will help you determine whether or not you are a good fit to work with the prospect.<ul><li>Tell me more about the project.</li><li>Have you ever hired someone in the past to work on this project?</li><li>What are the main problems you are facing currently?</li><li>What’s going to be your biggest priority in this project?</li><li>What does success look like to you for this project?</li></ul>

Stage 2: Qualifying The Prospect

Once you get a good grasp of the project, you are ready to present your solution to them.Here it would help if you tried to cover a few key things to make your offer awesome.<ul><li>What are you offering as a solution?</li><li>How is it going to solve their problem?</li><li>How the solution or offer will work (A general outline or Scope of work).</li><li>How have you helped other clients with the same solution?</li><li>How will they be updated with the work progress?</li><li>How will you make them feel that they are involved throughout the project?</li></ul>

Stage 3: Present Your Solution, Your Offer

At this point, you have shared the complete picture of how you will help them and how it will be beneficial for them. The only thing left to do is get the prospect talking about the doubts, issues, or fears.Ask questions or make it easier for the pros[ect to talk about their doubts and issues about your offers.You can simply achieve this by asking specific questions.<ul><li>Is there anything you would like to ask about the offer or proposed solution?</li><li>Do you have any questions you would like to ask?</li><li>When’s the best time to start?</li></ul>

Stage 4: Get Them Talking Now

Based on all four stages of the call, you might already have an idea about the potential budget of the prospect.All you need to do is present your offer with the cost you have thought about or the package you have.Try to share the following details:<ul><li>Your Actual Pricing</li><li>How can clients pay you?</li><li>Do you want the full payment before the project or 50/50?</li><li>Handle any potential payment ejection prospect can have.</li><li>Be confident about your pricing, and don’t negotiate much.</li></ul>

Step 5: Let’s Talk About The Money

I've been using this discovery call layout for the past 9 years, and it seems to always work for me. 

Discovery Calls isn't just a call, it's an experience, and it's an opportunity to make a good impression. Now, whether you succeed or fail at making an impression depends on how you deal with your discovery calls.

5 Stage Formula To Get Better At Discovery Calls

Every credit policy tells you what your company will do if a customer doesn't make a payment on time. It also tells you what process you have for doing that. You have to have a credit policy because it affects your cash flow and the risk of loss if customers do not pay.

Savvy credit management

Having credit limits in place will fundamentally help your business in two ways.<ol><li>It establishes clear rules for you and for your customer</li><li>Credit limits work as a protection for you and your business.</li></ol>

Establish credit limits

Please check the credit rating of your customers before you extend them credit. If you don't, you'll be in for some nasty surprises. Your customers will be in the habit of not paying their bills on time and if you don't find this out on time you're going to have wasted a lot of money.

Check the credit rating of your customers

The person's job is to make sure invoices are sent on time and follow through on aligning your credit management strategy with every customer interaction. You need someone responsible for making sure the money is paid to your business.

Have someone dedicated to tracking debtors

Credit terms should be set by the supplier in agreement with the customer, because there are many limitations involved when a buying organization decides to set their own credit policies.

Credit terms should be set by the supplier

This is a credit sales agreement and should include the terms and conditions of credit sales between a creditor and a customer. This document, once signed by both parties, sets out the agreed credit terms in accordance with the law and may also be referred to as a 'credit sales agreement.'

A credit application form/agreement

Getting paid within 30 days of invoice date is the goal as defined in most small business cash flow management systems. Late payments can have a series of negative effects. For example, late payments may increase the risk of bankruptcy or insolvency, which normally lead to a loss of a contract and an interruption in cash flows to the business. Furthermore, late payments will lead to a reduction in working capital which is essential for any business to continue operating smoothly.

Late Payments.

<ul><li>The type of customer,</li><li>The size and financial strength of the buyer,</li><li>The supplier's operating cycle,</li><li>Seasonality,</li><li>Payment history,</li><li>Supplier's profit margin</li></ul>

Factors that affect business credit terms:

Credit management is my biggest lesson for the past 24 months. I personally lost $6, 000 to a client in Malta because of a lack of good business credit management on my part. I don't want you to make the same mistake. 

Credit management, in short, is a process of collecting money for goods or services provided to another person. Learn from my mistakes and do better ☺️

The Law Of Reciprocity: How Top Sellers Use Psychology To Win More

8 Ways To Make It Easier for People to Buy From You

5 Ways to Make Customers Fall in Love with Your Business

5 Stage Formula To Get Better At Discovery Calls

Lessons about Business credit management

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