Reciprocity - What Goes Around Comes Around
We have all heard the saying, “what comes around, goes around.” Most people think of that as karma or paybacks or even getting event. However when thinking from an abundant mindset, what this means is the more you give, the more you get. Think of going to a casino and ever time you put money into a slot machine, you get more money out. Seems to good to be true - right?
Well it's not . . .
You have to consider that successful businesses are able to provide results, which creates value and for this they are compensated. To put it simply, you have to give to get. If you want to create real connections, real bonds, real business relationships, or real sales, there will need to be an even exchange of energy - and it begins with you.
Being transactional to sell a product is not a requirement, however as a professional service provider, it is necessary to initiate the relationship, to extend the effort to build the relationship. It will not just come to you - the fish are not just going to jump in the boat.
So how do you achieve these relationships and build the value? By giving.
This may seem counter intuitive. However, when you begin giving, it feels like everything is coming undone. It stretches you and makes you uncomfortable. But slowly, you begin to become comfortable with this new way of being. You begin to understand true abundance. You start living!
Another way to think about it is to think about the law of reciprocity, which is considered by many to be the most powerful law of human nature. Basically, it states that, “if you do something nice for me, I’ll do something nice for you. I feel obligated to reciprocate.” Said another way - Have you ever noticed that you feel compelled to do something for people who have helped you along the way – even if they haven’t asked you to?
For example, if I give you a referral, you are almost certain to find someone to introduce to me in the future. Or if you receive a book, video or good piece of content from me, you are more likely to want to work with me in the future.
Therefore, it is imperative for new business relationships for the party seeking a sale to build trust and rapport. In order to do that, there are some key items to establish up front with a new relationship to demonstrate you understand the law of reciprocity. These things may include accountability, connectability and investability. By giving something that’s valuable away with no expectation of compensation, you will achieve many things:
If the material or help you are giving away is of high quality, you are establishing yourself as a person that is investable.
When you model your understanding that they are looking for answers, you demonstrate the attribute of connectability.
If you express a sincere desire to help others, you will exemplify accountability in the fact you are able to be a productive listener focused on value.
Ultimately you will demonstrate attributes which leave others with the desire to work with you. All because you demonstrated you were actively listening and made the conversation about them.