How the Law of Reciprocity Is a Key Strategy for Successful Print Sales
Do you believe in “give to get?”
If you help someone, they often want to do something for you in return. In fact, they often feel an obligation to you. They want to pay back what they see as a debt. This is called the law of reciprocity.
It works as well in business as in personal life. If you do something to help a prospect or customer, you may well see something in return. This applies particularly if you go out of your way to help someone or do them a favor without being asked.
Many printing companies are frustrated how hard it is to engage buyers in today’s world. That’s where Matthew Parker can help. He is a gamekeeper turned poacher. Parker has bought print for more than 20 years and received over 1,400 print sales pitches. He now uses his buyer’s point of view to give practical advice to printers. He helps them engage with prospects and customers to create profitable relationships.
Download his free e-book, "Ten Common Print Selling Errors And What To Do About Them" and check out his recently launched book, "How To Succeed At Print Sales: Setting targets, planning the right activities and making sure goals are met."