#relationship-building

Apply reciprocity to build sales relationships. Principle: people feel obligated to give back when they receive something of value. Sales applications: 1. Give before asking: share valuable insight, industry report, template, introduction before pitching. 2. Free trial or pilot: let them experience product value before buying. 3. Unexpected bonuses: throw in extra training, extended support at no cost during negotiation. 4. Personalized research: 'I analyzed your competitors and created this comparison for you.' Examples: send personalized video audit of their website, create custom ROI analysis, introduce them to potential client, share salary benchmarking data for their role. Important: value must be genuine and unconditional (don't explicitly ask for favor back). Creates goodwill, returned calls, agreement to meetings. Experiment: track response rate when leading with value vs direct pitch. Typically 2-3x higher engagement.

Recognize and reward VIP customers. Message: 1. Acknowledge their loyalty and value. 2. Thank them for continued business. 3. Highlight their VIP status benefits. 4. Offer exclusive perks (early access, special discounts). 5. Provide dedicated support contact. 6. Invite feedback on how to serve them better. 7. Preview upcoming products/features. 8. Make them feel genuinely appreciated. Personal touch matters.

Send post-purchase appreciation. Message: 1. Thank them for their purchase. 2. Confirm order details and shipping. 3. Provide tracking information. 4. Include product care/usage tips. 5. Link to support resources. 6. Invite them to reach out with questions. 7. Suggest complementary products. 8. Request review after they receive item. Start relationship on positive note.