In sales it is wise to remember the factors of ‘reciprocity’. The act of giving freely and willingly has great impact on attracting repeat business and return customers. Clients know when you go out of the way to help them with their situation.
Certainly ‘reciprocity’ will help build your profile, trust, and respect with the customer. Be prepared to do some things for ‘nothing’ understanding that the person you are helping will really value your interest and help.
Consider these questions:
- How long is it since you ‘called in’ to talk to that customer who purchased from you last year or some time ago? Go back through your database to find the people that you can help and support further.
- What could you do for your customers today that would be of value to them? Go and see your clients and customers. Get in front of them at every opportunity when ‘in the field’.
- When the last sale went through, what did you do to extend the value of the product or service? Could you have done more?
- What can you do with your clients today to show them that you really value their business and contact?
It is a fact that people like to do business with those that they trust and respect. It takes time to achieve that profile; certainly reciprocity will help greatly as part of that process.
Find the people that you can help and go out of your way to do so. Over time that will bring you more clients and lots of repeat business. Establish the relationships with the right people that you know are of value to your business and your income.