The Law of Reciprocity and Network Meetings
I often talk about the Law of Reciprocity as an example of how you can build rapport with a prospect or customer.
Reciprocity works because most of us don’t like to feel obligated to someone else. When someone gives us a gift, we want to reciprocate. So when you give a gift to a prospect or customer, they will generally want to reciprocate by at least giving you their attention. And their attention is the first thing you need before you can build rapport that can eventually lead to a sale.
So what does this have to do with network group meetings?
A couple weeks ago, I spoke at a network group meeting. One of the things I noticed is that the Law of Reciprocity is one of the most challenging aspects in a networking environment. Why? Probably because we learn quickly that participation in a networking group creates a sense of obligation to do business with, and to refer business to, fellow members. But it’s just another method of conducting business, so let’s do it the right way.
Here are some suggestions on being proactive when at a networking event. I have found that if you ask the questions you want someone to ask you, you will be building trust and relationships.
So if you want someone to ask you a specific question, you ask it first.
Here are some examples of questions you could massage to fit your business and use.
Who is your target market?
What is your biggest challenge?
How do you generate most of your business?
What sets you apart from your competition?
How can I know if someone I’m talking to would be a great prospect for you?
This last question I feel is the best one to ask, as it is telling them that you are interested in referring business to them.
By doing this, they are likely to ask you the same question.
The next time you are at a networking event, use these questions and see what happens.
And if you have other questions that have worked well for you (as I’m sure you do), tell us about them in the Comment section below.
By the way, since we are talking about gifts, I have a standing gift for you…
If your business is B2B, you can take my 10 Marketing Mistakes book, add your personal message and logo to it (following some guidelines) and give it away as a gift to companies you do business with. To see 3 ways you can use it to start building reciprocity, go to this link: www.kenvarga.com/report.php Call my office if you have any questions.