In this post I am going to share with you an incredibly powerful marketing tactic learned from the field of social psychology. This amazing marketing strategy is known as the law of reciprocity.
The law of reciprocity states that if you do a favor or give a gift to a person, that person will feel a strong psychological need to do something nice for you in return. A perfect example of this is when gifts are given to you by friends or co-workers at Christmas. How do you feel when a friend or co-worker completely out of the blue gives you a Christmas gift? You have two instant gut feelings. The first is, "wow, what a nice gesture!" The second feeling is, "Oh crap. Now I have to buy a gift for this person." This strong feeling that you need to return the kind gesture is the universal law of reciprocity.
So how do you use the law of reciprocity as a powerful marketing and/or sales strategy? Simple. Give your prospects and customers a gift and they will feel a strong psychological need to return the gesture in kind. Their return gesture may be that they are now open to taking your telephone call and scheduling a meeting with you. It may mean they are now far more open to doing business with you. It may mean that they are more loyal to you and buy more often. See anything bad in these results? I don’t.
I successfully use this strategy by giving a great marketing book to companies that contact my marketing firm. Giving my leads this gift makes a great first impression and greatly warms up the prospect to wanting to do business with me and my marketing firm. Who would you prefer to do business with—a business that just treats you like a number or a business that sends you a very personalized gift before you buy anything from then simply to say thank you for contacting them? It’s a no brainer. The company that sends you a gift and expects nothing in return will get your business the majority of the time.
Once you try the law of reciprocity, you will be amazed at how much more open prospects are to taking your calls, scheduling appointments with you, and doing business with you.
Below is a video on the power of reciprocity by business guru and author of the book, "The Toilet Paper Entrepreneur" Mike Michalowicz.
To your success!
Peter Geisheker, CEO
The Geisheker Group marketing firm
http://www.geisheker.com
(920) 471-163
"We don't help you compete, we help you dominate!"
1 comments:
The post is absolutely fantastic! Lots of great information and inspiration, both of which we all need! Also like to admire the time and effort you put into your blog and detailed information you offer.
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