The first part of our new mini-series looking into the science behind successful selling is all about reciprocity.
“Reciprocity; the practice of exchanging things with others for mutual benefit”
Throughout this series you will notice that the principles we discuss span beyond sales. They are universal principles that underpin all aspects of influencing and being influenced in our daily lives.
This is very much the case with our first principle, reciprocity.
Research has shown that people are obliged to give back to others what they have first received for themselves. In other words, a small act or gesture of goodwill with no expectation can pay dividends further down the line.
We see this being utilised all the time in our daily lives.
Think about the last time you were in a restaurant. When the bill came out it was probably accompanied by some complimentary chocolates, mints or small serving of alcohol. Research has proven that this results in more tips, and higher value tips, being given when the bill gets paid!
When people unexpectedly receive something for free our natural inclination is to reciprocate and return the favour.
What features of your service could you provide to prospective clients to take advantage of the reciprocity principle and build good favour with your future clients?
In part 2 of this mini-series we will be talking about the scarcity principle.
2X Your IT Business
Revenue in just 12 months
Download noWget the e-book
Joining is free and requires zero capital investment
Becoming a GoCloud hosted desktop or VoIP reseller costs nothing and requires no upfront investment. There are no minimum sales targets or long-term contractual commitments.
Access free, white label sales and marketing material
All our resellers benefit from professional marketing and sales tools, branded with your company's colours and logo, to help you make a quick and successful start.
Enjoy a new, uncapped recurring revenue stream
There has never been a better time to start reselling hosted desktops or hosted VoIP. Grow your business with a scalable and complimentary service offering.