Let me start by saying that I am a believer in the power of karma, kismet and Hello Kitty. And I love this saying: Try to do good in the world, not out of fear for hell or reward of heaven, but because it feels better not to be a jerk.
Every single one of you is selling something and, unfortunately, there is a negative connotation that comes with the word “sell.” So, how can you change that stigma and become the “consultative partner” you profess to be?
It begs the question, what does “you give and you get” in business really mean? Perhaps it means creating strategy around doing unexpected, out of character, truly selfless, and thoughtful actions for your clients and prospect’s. Whether that is an employee referral, sharing education tips, or sending a very personal gift, “just because.” Often, you will be rewarded for giving and your actions might be connected the powerful Psychological Law of Reciprocity.
Essentially that means that most people will feel compelled to give back to you once you have given to them. But the key to this approach is to give freely and to truly not expect anything in return.
So, try a little experiment using the following steps:
- Identify key clients and/or prospects.
- Assess their business “love languages” – what matters to them. Consider continuing education, recruiting, new business development, or maybe it is something more personal (possibly even selfish) that interests them.
- Determine what would really surprise a client or prospect that would make them appreciate you based on doing something around those “love languages.”
- Remember that the Law of Attraction begins with ACTION. So, execute a plan to give/share/surprise.
- Do NOT ask for a sale.
Let me know how it goes and if you get a call/email/text thanking you for your thoughtful actions. Even better, you might get an opportunity to engage them with a sale if they approach you in that manner.
A quick footnote: Did you know that the word “sell” comes from the Old English word “sellan” which means “to give”?
Think about that for a moment and let it sink in. Remember, doing good does you good.
– Danny Rosin, co-President, Brand Fuel
[first posted on Brandivate Marketing] http://www.brandivatemarketing.com/#!The-Psychological-Law-or-Reciprocity/c60z/56f9613d0cf2c25af4c60624