What are some effective ways to use reciprocity in sales? (2024)

One of the easiest ways to use reciprocity in sales is to give something of value to your prospects before you ask for anything in return. This could be a free sample, a trial, a consultation, a discount, a referral, or a piece of useful information. By giving first, you show that you care about your prospects' needs and problems, and you increase their likelihood of saying yes to your offer.

Another way to use reciprocity in sales is to make your gifts personal and unexpected. This means that you tailor your gifts to your prospects' preferences, interests, and goals, and you surprise them with something they didn't expect. For example, you could send them a handwritten note, a relevant book, a customized report, or a thoughtful gesture. By making it personal and unexpected, you create a positive emotional connection with your prospects and make them feel special and appreciated.

A third way to use reciprocity in sales is to limit the availability and time of your gifts. This means that you make your gifts scarce and urgent, and you communicate that clearly to your prospects. For example, you could say that your offer is only valid for a limited number of customers, or that it expires in a certain period of time. By limiting the availability and time, you create a sense of exclusivity and FOMO (fear of missing out) among your prospects and motivate them to act quickly.

A fourth way to use reciprocity in sales is to remind your prospects of the value that you have provided them. This means that you summarize the benefits and outcomes that your gifts have delivered or will deliver to your prospects, and you emphasize how they align with their needs and goals. For example, you could say that your free consultation helped them identify their pain points, or that your trial will help them achieve their desired results. By reminding them of the value, you reinforce their positive perception of you and your offer, and you justify your request for a sale.

A fifth way to use reciprocity in sales is to ask your prospects for a small commitment after you have given them something of value. This means that you request them to do something simple and easy that will move them closer to the sale, such as scheduling a follow-up call, filling out a survey, or giving you a testimonial. By asking for a small commitment, you leverage the reciprocity principle to get your prospects to agree to something bigger later on, and you build trust and rapport with them.

A sixth way to use reciprocity in sales is to respect your prospects' choice and avoid being pushy or manipulative. This means that you acknowledge that your gifts are not obligations, and that your prospects have the freedom to decide whether or not to buy from you. By respecting their choice, you show that you are not using reciprocity as a trick or a tactic, but as a genuine way of providing value and helping your prospects. This will make them more likely to reciprocate with loyalty and referrals.

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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