Join John Ullmen for an in-depth discussion in this video Initiate reciprocation or exchange, part of Influencing Others.
The eighth method is Initiate reciprocation. Ivan Misner, founder and CEO of BNI, the largest business networking organization in the world said this. The best way to get what you want is to help others get what they want. Reciprocation operates most strongly when favors have these qualities. One, they're personalized, clearly given for that particular individual. Two, they're meaningful. Worthwhile in some way, even symbolically, to the recipient. Three, they're unexpected.
They weren't solicited and no payback is required. A study explored the effect on tips for restaurant servers leaving mints for patrons at the end of a meal. When servers left one mint compared to no mints, tips increased by 3.3%. Two mints,14.4%. Now that's a big jump. But when that third factor of unexpected was accentuated, by giving the first mint, then turning away. And coming back to give the second mint, tips increased almost 10% more to 23%.
This highlights that favors don't have to be large, time consuming, or expensive. It's the structure of the favors that generates the impact. Follow these two steps. First find ways to offer value to the people you want to influence, even before you ask anything of them. And second, offer that value in ways that are personalized for them, meaningful to them and unexpected by them. Keep Misner's quote in mind, people tend to respond more favorably to others who help them. Go first, initiate reciprocation.
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- Turning objections into actions
- Adding more impact to your ideas
- Establishing urgency
- Using the influence advantage checklist
- Influencing to inspire
- And many more....<br><br>
- The PMI Registered Education Provider logo is a registered mark of the Project Management Institute, Inc.