This Week: Persuasion

Happy New Year and welcome back! New Year’s is my favorite holiday because I love a fresh start and new beginning.

This week I want to talk about the art of persuasion. Persuasion is important when it comes to landing business deals. There are 6 aspects of persuasion:

  1. Reciprocity
  2. Scarcity
  3. Authority
  4. Consistency
  5. Social proof
  6. Liking

Today we are going to talk about Reciprocity.

Ever heard the saying “You get what you give?” This aspect in persuasion goes first because this is the hook or the worm on the end of a fishing rod. People want to know what they are going to get and how to match or reward what they have received.

Most people like an equal exchange. This is why it’s infuriating when Carol in accounting gives a $200 gift when the holiday exchange was supposed to be capped at $50.

However, in the business world giving a little more than expected can motivate your client to give you more work which leads to more pay or even simply just give you more pay.

Homework: Apply Reciprocity

Give your client a little more than what they are expecting and watch them want to give back in some way. And if they don’t respond or show any appreciation you’ve now been given another gift. The gift of warning. Tread carefully with clients like this in 2017.

Have you use reciprocity in your business? What are your goals for 2017? If you need any help with your business contact us!

 

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