Short advice from a sales practitioner advocating use of the reciprocity principle: after a sales meeting, continue sending free, useful resources (content ideas, materials) without asking for anything in return. The repeated unsolicited value tends to create a sense of obligation or goodwill that often converts prospects into customers.
Try this one hack right after your sales meeting. If you don't close the deal, play on the power of reciprocity. So try just sending them more material, more resources. I've even written up content ideas for free for them and sent it to them. I've never asked for anything in return, and that has helped me get the deal, because essentially what happens is I go in there, I just send, I send, I send. I keep just sending them things, and I don't ask for anything in return. And eventually they feel bad, and. And then they're like, okay, you know what? Let's just do it. I'm ready to roll. You provided so much value. Like, I know you're the right fit. Let's do it. So try that in your next meeting or after your next meeting, and watch what happens.
