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Give Something Away to Get Sales

You may have to give something away BEFORE somebody commits to actually buy. This can be a FREE report, or some kind of small gift just for responding. It could be a FREE initial consultation, or maybe something as simple as a little piece of FREE insider advice that you'd normally charge for. It could be exceptional service in response to their request.

When you give somebody a gift, you invoke the principle of RECIPROCITY. We all have a need to feel balance in our relationships. When you give something to somebody, they have a subconscious tendency to want to give back. So not only do they see the exceptional value you've already provided and are presenting in your offer, but they almost feel obligated to respond to your offer, since you've given them something.

This concept of RECIPROCITY can be incredibly powerful, and that's another reason why it's so important to provide an exceptional value first. If you truly are offering an exceptional value, you really provide a win/win situation for you and the customer, and employing this powerful persuasion technique is absolutely appropriate.

 


Jim Ackerman
is a nationally renowned speaker and author of the book, “How to Get More Customers Who Will Pay You More Money, More Often.”  He is President & CEO of Ascend Marketing and the Alliance Group. You can reach him at jimack@ascendmarketing.com.

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