ReferralsUS.com

The law of reciprocity means to give and take mutually, to return in kind or degree. This means that when someone gives something you feel an obligation to give back.

I enjoy reading Stephen Covey. He is the author of “The Seven Habits of Highly Effective People”. He uses a term in his book called “an emotional bank account” to describe the principal of reciprocity. He states that just like your own bank account you must make deposits before you can make a withdrawal.

Knowing this principal makes it a powerful tool that when used correctly can really help you build your business. If your business lives and dies by the amount of new business you bring in the door each month then the reciprocity principal is a great way to help you get more new business.

If you have a client that you feel runs in circles that you would like to break into but you have either been too intimidated to ask for referrals or you have asked for them and they declined because they were uncomfortable in referring you to others, perhaps because it was the first time you did business, then try this. Invite them to lunch or out for a social drink or coffee after work. You will find that when you take them out of their office, they will be more giving and will refer you like crazy. During your lunch or coffee, tell them you appreciate their time and find out how you can help them in their business first. perhaps you know someone. Find out about their family, perhaps you know some way to help their kids.

There are lots of ways that you can assist your client. At the end of your lunch, ask them for your help but be prepared. Tell them they can also really help you build your business and who you are looking for.

I of corse like www.ReferralsUS.com which prepares a list of your client’s co-workers, social contacts and neighbors. Show it to them and ask him to look through it and delete any you shouldn’t call. It works great. I used to pay someone thousands of dollars to do this for me and it would take hours, ReferralsUS does it in seconds.

Here is a quick video on how it works http://blog.referralsUS.com/?p=9

Reciprocity is the best way to get you into some of those more affluent and tougher circles that all in salespeople need to be in.

Do you have a technique or new way to network and get more new business that is effective? Please share.

Kelli@ReferralsUS.com
www.ReferralsUS.com