reciprocity
‘If someone does us a good turn, we feel obliged to repay their kindness’
Seems trite, but people have an innate sense of fairness and will feel drawn to someone who is helpful and gives of their time generously. It can make you stand out from the crowd.
action
- Make the first consultation at your expense.
- Offer information willingly – don’t hold back.
- Don’t overtly ‘sell’ – people will feel uncomfortable.
- Look for opportunities to help:
- Introduce them to someone they will appreciate knowing
- Sponsor their application for membership (golf/tennis/club)
- Recommend a restaurant, hotel, book, film
- Invite them to a social event