Image by nate steiner via Flickr
For one reason only; to make you feel obliged to return the favour. And that means that should you taste, you will put your hand in your pocket and pay to get more than the sample.
Nothing wrong with that.
That’s why copy writers / direct marketers shower you with free gifts. These gifts have a high apparent value but it may have no real cost implication to giver. For example: have you seen all the “FREE Gifts” as copy writers like to call it, before they ask you to buy.
Online you get showered with free content, free tips, a free newsletter and the real killer is a free training course.
I will get back to the free training course idea in another post because I now I want to discuss the Over Powering Rule Of Reciprocation.
Robert B. Cialdini, wrote,
"The Old Give And Take ……… And Take"
The rule says that we should try to repay, in kind, when another person provide us with something. By virtue of the reciprocity rule, then, we are obligated to future repayment of favours, gifts, invitations, and the like.
and he continues…
"There is no human society that does not subscribe to this rule."
A friend of mine invited me to the local farmers market, although I did not want to buy anything I owed her a favour and showed up. The market was great with lovely cheeses, game carpaccio, olives, biscuits and jams. At each of these stalls I had to stop and taste.
Mistake. As I tasted I felt obliged to return the favour…..
It was difficult to impossible to say no to their offers.
The moral of the story:
- Are you using the Over Powering Rule Of Reciprocation when you market or sell your business/service?
- Are you giving free "tastings" away?
If not, you may not be as successful as you can be.
[...] Comments « Why Are You Given Tasting Samples At The Farmers Market? [...]
[...] reason to reveal the source where she saw the advertisement. This can be done by offering a free gift in exchange for the revelation (sounds like a line from a [...]
[...] is an example of a free gift that would make your prospects eagerly anticipate receiving it. These reports costs you almost [...]