Use reciprocity to create a sense of obligation from "summary" of Sell More with Science by David Hoffeld
Reciprocity is a powerful principle that involves giving something to others in order to receive something in return. It taps into our deep-rooted sense of social obligation and has been shown to influence behavior in a variety of contexts. By using reciprocity in sales, you can create a sense of obligation in your customers that can lead to increased sales. When you provide value to your customers before asking for their business, you are setting the stage for reciprocity. This could involve offering a free trial, providing valuable information, or giving a small gift. By giving something of value to your customers first, you are more likely to receive something of value in return. One study found that customers who received a small gift from a salesperson were significantly more likely to make a purchase than those who did not receive a gift. This is because the act of giving creates a sense of obligation in the recipient, making them more likely to reciprocate by making a purchase. Another way to use reciprocity in sales is to provide personalized recommendations or solutions to your customers' problems. By taking the time to understand your customers' needs and offering tailored solutions, you are demonstrating that you care about their success. This act of kindness can create a sense of obligation in your customers, making them more likely to choose you over your competitors. In order to effectively use reciprocity in sales, it is important to be genuine in your efforts to provide value to your customers. People are adept at detecting insincerity, so it is crucial that your acts of kindness are authentic and come from a place of genuine concern for your customers' well-being. By leveraging the principle of reciprocity in your sales interactions, you can create a sense of obligation in your customers that can lead to increased sales and long-term customer loyalty. By providing value upfront and demonstrating genuine care for your customers, you can set yourself apart from your competitors and build strong, lasting relationships with your customers.
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