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During competitive times, it becomes harder and harder to differentiate yourself. But if you show your contacts that you care about them, if you make “deposits” with them, if you genuinely make them feel important, you will really help yourself stand out. Then when your prospect is ready to open that big purchase order, they’ll be calling you–and no one else. It starts by obeying the simple but very powerful law of reciprocity. Let’s use the analogy of a bank. Your prospects and customers are the local savings and loan. Now you apply the same methodology, mindset, and approach to making a deposit into your prospects and customers as you would into the bank. You add deposits to watch your assets grow. Deposits can be made by adding value to the individual’s life, outside of the sale. For instance, introduce a contact to someone you know, make them feel good about themselves, or just always reinforce your sales offers with consistency and credibility. Deposits in this kind of bank account gain interest and generate the feel-good energy that comes from helping others. Developing strong relationships with contacts creates a circle of positive energy that ultimately comes back to you. It’s the ultimate win-win.As you build up the balance in your equity account you can begin to carefully make “withdrawals.” Withdrawals happen when you request a referral from someone, when you ask for a sale at a certain time, or ask for a favor, etc. When you need to withdraw from the bank account you’ll know you’ve got the funds to cover most requests. Be careful though - withdrawals can also happen if you don't stay consistent to your brand by acting negatively or doing something unkind.
And in sales, it ALWAYS pays to pay it forward!
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