How To Leverage The Law Of Reciprocity In Sales

by Paul Castain on October 14, 2017

Image result for reciprocity

I stopped by a local bakery the other day and maybe all the good stuff had already been purchased, but I really didn’t see anything that caught my eye except;

One thing but quite frankly, I was on the fence about it.

The kind lady behind the counter sees me staring at the cookie, reaches in and gives one to me;

For FREE!

I remember thinking “Sh*t! Now its kind of awkward to just leave without buying something!”

So I buy a bunch of the cookies (and something else that looked edible) and I was on my way.

Like it or not, I just experienced The Law Of Reciprocity!

In Social Psychology, the Law Of Reciprocity is a social rule that states that people ought to repay, in kind, what another person has provided for them and;

You’ve been around this unspoken “rule” your entire life.

Examples;

Someone buys you lunch, next time you pick up the tab.

Someone gives you an unexpected gift for your birthday, you buy them one for theirs.

But The Law Of Reciprocity ISN’T just about cookies, lunch and birthdays;

It’s about sales!

Examples;

Give referrals; its one of the best ways to get referrals.

Provide content to help your potential clients.

Do a favor for someone.

Offer a no strings attached resource.

Offer a no strings attached idea.

I want to be REALLY clear about something;

The Law Of Reciprocity ISN’T about being shallow, shady or keeping a scorecard;

Its about understanding that human beings have a natural need to reciprocate.

Oh, and its about being totally at peace with the idea that sometimes when we give;

People will just take 🙂

There’s quite a bit more to this, and several more examples that I will be sharing this week, during our 20 Psychological Tactics That Drive Sales webinar.

Have you signed up yet?

Here’s what you’ll discover by attending;

  • How To Access Peak Performance States Regularly and Consistently
  • How To Overcome Fear, Doubt and Procrastination
  • 2 Psychological Tactics To Use In A Cold Email
  • The 6 Psychological Triggers That Expedite Deals
  • The 7 Judgments Each Of Us Face From Our Prospects and Clients
  • 8 BETTER Ways Of Building Rapport
  • 12 Ways To Put A Skeptic At Ease
  • How To Use “Pattern Interrupts” To Modify A Potential Client’s Behavior
  • The Psychological IMPACT Of Asking Kick Ass Questions
  • How To Leverage Things Like Intrigue, Scarcity, Peer Pressure, Etc

When?

This Thursday, October 19th at 11:30 am EST

Here’s what you’ll get;

(1) 90 Minute Webinar With Actionable Tips

Worksheets

Webinar Replay

Bonus PDF Sent After The Webinar

How Much?

$99

register me for this event

Previous post:

Next post: