In this video, learn about reciprocation, explore why it works, and learn about the conditions under which it works best.
- 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 pay-back 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.
- Name a feeling that might inhibit you from inspiration-based influence.
- Explain how to most appropriately balance short-term and long-term results.
- Assess why “pains and gains” is a powerful motivator.
- List the steps of the advice influence technique.
- Identify the first thing you do when using social proof.