Understanding the Law of Reciprocity
article by: Tim T Dingle BSc (Hons) MIBiol PGCE MBA
CDO Academy of Vocational and Professional Training
Have you ever wondered why some people seem luckier than others? Have you ever been (mildly) annoyed that others attract more referrals than you? There has got to be a reason, hasn’t there? Well a good definition of ‘luck’ is when action meets opportunity. People that help other people every chance (they get) almost always come out on top. I am amazed by the simple gestures of holding a door for someone, returning a lost wallet and giving someone a referral produces 2 things: First, the feeling that the person on the receiving end of your kindness is compelled to reciprocate; and second, you create a positive thoughts/feelings about your self-image. There’s something very powerful at play that causes this phenomenon.
Psychologists call it The Law of Reciprocity and it says that when someone does something nice for you, you will have a deep-rooted psychological urge to do something nice in return. It is buried deep inside our DNA and is an evolutionary survival mechanism. As a matter of fact, you may even reciprocate with a gesture far more generous than their original good deed. You can try and resist this law, but your DNA will intervene and you will more than likely still feel that you need to respond in kind to a good deed. If that’s true (and it is) then it would be to your advantage to understand the right way – and the wrong way to take advantage of this powerful law.
Do you think that the Law of Reciprocity can make or break your business?
Diane Shawe the CEO of the Academy of Vocational and Professional Training states “the law of reciprocity is like a karmic “piggy bank”. What you broadcast into the universe, whether it is positive or negative, is a deposit due to be returned to you. Your deposits may be returned quickly, without the effects of past and future deposits added” but then she goes on to say “How then do we define the purpose of Business Etiquette?” interesting combination.
For this reason, it is wise to bank positive deposits often.
As someone who is running (or is aspiring to run) their own business, there are a couple of ways you can invest in the use of reciprocity: the Constructive Way and the Destructive Way.
The Constructive Way
One of the hardest parts of a new business relationship is building trust and rapport. To do that, there are some things you have to establish up front with a potential client to show them you’re one of the good guys. These fall in the area of intent, empathy and credibility. So, if you really are one of the good guys, you can show people what you’re made of simply by being friendly, honest, and helpful. That’s the idea behind a lot of the freebies that bloggers give away all the time. By giving something that’s of legitimate value away with no expectation of compensation, you’re achieving several things.
- If the material or help you’re giving away is of high quality, you’re establishing yourself as a person of credibility – someone who knows what they’re talking about.
- You’re demonstrating empathy by showing the recipient that you understand they’re looking for answers. You understand that they need help – and you’re someone who’s willing to give it to them.
- You’re showing that your intent is not just to get into their wallets – but to sincerely help.
In the process, you stimulate the DNA program of The Law of Reciprocity. When you establish yourself as an honest, sincere, and giving person – you make it much easier for people to buy from you when you have something to offer. It is at that point they already like you, they have seen that you know your stuff, and they trust you. All that makes it much easier for them to choose you.
The Destructive Way
While responding to The Law of Reciprocity is hard-wired into us, most people aren’t stupid, but can often be inexperienced or too trusting. If the Law is exploited as a tactic, they often experience a lot of discomfort and dis-ease about the situation. Even though I use the word ‘exploiting’ ( I don’t believe that most people conspire to use this law) you might best understand it as someone being false’ pretense, a front; you are pretending to be sincere and helpful, therefore only to trick people into feeling a sense of obligation. Poor salespeople are easy to find – and when someone is using reciprocity as a pressure tactic, it’s obvious. You’ve been there as a consumer.
I’ll bet you don’t have to go back very far in your memory bank to remember a time when someone seemed a little too nice. Even though they were doing something positive for you, you still instinctively didn’t trust them. That’s because their intentions weren’t sincere and you sensed it. Using the Law that way may trick someone from time to time, but it likely won’t lead to repeat sales, good will, or referrals. Pressured prospects tend to disappear quietly.
So the right way to gain maximum benefit from the Law of Reciprocity is to use it sincerely and for the right reasons: to help others and to grow your relationships. There are a lot of aggressive sales and marketing people out there, but listen to them with caution. Consumers are smarter than ever before. Being aggressive tends to offend and alienate. Instead, aim for active and inclusivity. What’s the difference? Aggressive is relentless and pushy. Active and exclusivity is, well, active listening and keeping them involved.
If what you’re selling is truly of value, you don’t have to be a bully to get people to buy. You just have to work hard to get your name out there and develop your brand. Since you are one of the good guys, ask yourself; What small thing can I provide today that my customers can really use?
When you come up with an answer – give it to them. It’s the right thing to do – and because of The Law of Reciprocity, your customers will gladly return that generosity when you do have something to sell.
I’m extremely impressed with your writing skills as well as with the layout on your blog.
Is this a paid theme or did you modify it yourself? Either way keep up
the nice quality writing, it is rare to see a great blog like this
An outstanding share! I have just forwarded this onto a friend
who had been doing a little research on this. And he actually bought me dinner because I discovered
it for him… lol. So let me reword this…. Thank YOU
for the meal!! But yeah, thanx for spending
the time to talk about this subject here on your web page.
Hi there everyone, it’s my first go to see at this web site, and article is
truly fruitful in favor of me, keep up posting such posts.
I used to be recommended this website through my cousin.
I am now not certain whether this post is written via him as nobody
else know such unique about my trouble. You are
What’s good about the internet is that you even local businesses require internet marketing service to promote their site.
The internet is offering so many opportunities to people who would like to make
money at the comforts at their own home. It may take a little practice to
get this right but it is well worth the effort.
complètement changé, je revis !!! Pour l’instant (?a fait six mois ) je suis sereine (mon mari était devenu un “étranger” pour moi et je ne culpabilise pas du tout, mais je me demande ce que tout ?a va devenir
To be honest with you there are many ways that you can make money from You – Tube
and in this article I am going to share with you one of the most popular
ways to do so. The best part is the blog will become a good source of making money from home.
So how do you setup a system for earning money using the steps described in this article.
prada borse http://www.pradaborsescarpeoutlet.webpaper.co/
Pingback: How Small Businesses Can Learn From Their Competitors - BizAssure
If you do not have money to invest, you have no time to lose so let’s start.
All of their revenue comes from marketers and advertisers of all shapes and colors.
However, you have no doubt seen ads on other websites that says “Ads by Google”.
– part time jobs that can vary from waiting tables to sitting behind a help desk or answering phones.
As in every new job or business you will have to invest your time into it.
You can build your business around classes, social events, whatever,
if you can’t work a certain day of the week you don’t have to and there is no
boss telling you you have to be there if you can’t.
Another way you want to use to ask questions is
when you find an idea you are interested in, ask the company questions that
is behind the idea. Today I am going to show you the 3 best ways to
make money online which have worked for me in past couple of years.
Writing short descriptive press releases about what you
have to offer.
Pingback: ラルフ ベスト
I am new to this blog site, I must admit it ranks up there in between probably the most unique blog suggestions We have ever seen.
Your blog title is one of most relevant aspects of your blog because
“the title of your blog is the name of your blog and it is what appears as the clickable link to your blog on search engines”.
So how are they doing it, what does it take
to create a blog. This means you need to be able to communicate well
in written form, or at minimum, you need to find someone to write for you while still keeping
the tone and voice authentic to your business.
I am an absolute sucker for those great films that make us all feel good.
Become a Freelance Writer:You don’t need any kind of English degree for this method.
If we attending at some of the better companies out there today, they accommodate
internet companies such as e – Bay, Google, Amazon,
Yahoo and others.
If it doesn’t seem very personal, then that is
your first red flag. It is important to register with a complete beginners class if you have never
used a computer before. When you decide that instead of a regular job you will try
out an alternative way to earn money from home, you need to be just as prepared and
organized as if you were working a regular job.
You will need to host your site and that usually
costs $10 a month. Now here is the question everyone is looking for the answer to is there really easy quick ways to make money.
That is what separates the winners from the losers.
If you have taken the time to study a good affiliate
marketing tutorial and you have researched your keywords and niche market,
now is the time to get your affiliate link and start promoting the heck out
of it. The real problem is the work that affiliates have to do before
they can start promoting the free e – Book that come across and
like. Once you decide to do this, you have to make sure that you do not only have the necessary parts for your
site to run through the internet but you also know how to make people know you.
First, let’s take a look at how Acme is structured and operated, and then we will talk about
how to get this turkey business running for massive
success. Or, you can do fewer and make some extra spending cash.
If you happen to be wondering what are the best ways to make money online, you are probably looking for something that is not only legitimate and will pay you real money, but hopefully will pay a lot of money.
If you are going to continue to progress
and expand on your business, you have to be willing to change your plan and adjust according to how
the internet is going. Also, there are a lot of other items you can
buy in Farm – Ville to decorate and develop your farm, and you
won’t be able to invest in these without a nice chunk of change.
Positivity in a state of mind and we can all create a more prosperous environment for ourselves quickly and
You accomplished particular great details there. I did a search on the situation and located virtually all folks will go alongside with with your blog.
maillot de foot barcelone http://maillot-de-foot-barcelone.sixsigmadss.com
A small client base could give a steady income but
would not help make that extra money. Have you been looking for the best way to make money online
but don’t want to go to the trouble of creating a website.
It may take a little practice to get this right but
it is well worth the effort.
The article could demonstrate exactly what it wishes to share to the scaners. This has been a very successful strategy which will came to your rewarding output for several who have been lucky adequate to identified this!
Earning money online as an affiliate marketer is easier than you might
think. You really have to take massive action and make it a must for you to succeed as if someone
you really really loved would DIE if you didn’t take massive action.
most gurus want to make money from you, not help you achieve online success.
The subsequent time My partner and i understand a website website, I am hoping which it doesnt disappoint myself like a complete whole lot as this 1. I indicate, I identify it completely was my possess selection to comprehend, however I personally regarded as youd have some thing intriguing to specific. Nearly all We hear is a bunch of whimpering about some thing you may possibly resolve if you come about to werent as well hectic seeking for curiosity.
camisetas de futbol replicas exactas http://camisetas-de-futbol-replicas-exactas.greatbyeight.net
I couldn’t resist commenting. Very well written!
All you need to do is promote other peoples’ products,
and you will earn a commission for each sale made through you.
7) Find work as a SEO Specialist: If you have skills in Search engine optimization,
try your luck with some companies. Even if you’re not an affiliate marketer, you can still use the
art of effective article writing to bring major traffic to your website.