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 ...
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