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So, by first signing that petition, they saw themselves as community-oriented and more public-spirited. A week later somebody came along and asked them to help in terms of driver safety, and they were willing to do that, too! The next principle of persuasion is Authority, the one that says people want to follow the lead of legitimate experts, true authorities in an arena.

Here is an example that always makes me smile. They put a man on a street corner and had him cross the street against the light, against the traffic and against the law. Half of the time he was dressed in jeans, an open-neck shirt and running shoes, and the other half of the time he was dressed in a business suit, pressed shirt, tie and shiny shoes. Then they counted how many people followed along behind him. An amazing percent more people followed him when he was wearing a suit. But there is a little twist to it.

There are two things that really cause people to like us. One is similarity; we like the people who are like us, especially in values and attitudes and opinions and so on.

The Rule of Reciprocity

Secondly, we like the people who like us and say so by giving us compliments. Contributed to Branding Strategy Insider by: Dr. Notify me of followup comments via e-mail. If you find our thought pieces on brand strategy and brand management insightful and would like a deeper understanding for yourself, your marketing teams or leadership teams we can develop a customized learning and development engagement for you. Branding Strategy Insider helps marketing oriented leaders and professionals build strong brands.

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Robert Cialdini- The 6 Principles of Influence

Branding Strategy Insider - Homepage. Brand Marketing September 12th, Reciprocation The first principle is called Reciprocation, the idea that people want to give back to us what we have first given to them. Social Proof The second one is Social Proof, which is the idea that when uncertain, people want to look around to see what others are doing and thinking before they take action. Scarcity Have you have ever seen infomercials, those late-night television commercials where you call in and buy a product?

Commitment and Consistency The next principle is Commitment and Consistency , the idea that people want to be consistent with what they already committed to, what they have said or done, or came to believe in the past. Authority The next principle of persuasion is Authority, the one that says people want to follow the lead of legitimate experts, true authorities in an arena. Recommend this story. Twitter Facebook LinkedIn Mobile. Leave a Reply Click here to cancel reply. July 23rd, Is Your Marketing Conversational?

In the words of Dean Rieck :. I had an interesting conversation with Lincoln Murphy from Sixteen Ventures about this. The user is then obligated to pay to keep using the product.

This perspective is completely valid. So it really depends on the perspective of the end-user.

The Analysis of the Influence and Inspiration of the Bauhaus on Contemporary Design and Education

What Lincoln and I agree on completely: if an unexpected gift is given during the free trial, then that would inspire reciprocity. He is obsessed with human behavior, social psychology, and handstands. He is also the lead calisthenics trainer at Weightless. Save my name, email, and website in this browser for the next time I comment. This is a great topic for any business owner to understand. It is counter intuitive to the extreme for people who think like this.

I wonder how they ended up thinking that way. Love this list!

Giving To Get: 15 Great Examples of Reciprocity in Marketing

With so much content marketing out there, blog posts and eBooks can stop feeling special, that tool really stands out as a useful and unique offering. I can definitely remember a few times where I was courted by salespeople who used reciprocity to get me hooked. There was this lady selling some sort of skin scrub who was so eager to give me a free sample, to hold my hand and rub in the moisturizer which had grainy salts in it, which would take time to wash off… the whole time during which I had to listen to her sales pitch.

Unfortunately or thankfully, depending on how you look at it? I was a broke student with no money, so I legitimately had to leave without buying anything. And a very moisturized hand. I felt so bad! It takes a lot of work opening up a new e-commerce business… …and even more work acquiring new customers. The man drops some really inspirational lines too. ReferralCandy is a product of Anafore Pte. Ltd Reg.

ReferralCandy Experts. Become an Expert. Referral Marketing Guide. Best Practices and Guides. CandyBar — Digital Loyalty Cards. Bytes of Candy. Samuel Hum. Want to know how? Of course you do. What is the Norm of Reciprocity? And the number one principle of persuasion? The Reciprocity Principle.

What was the strategy? They were all offering a reward to their potential customers before they even made a purchase. Offer Something First Rather than publishing an ad and hoping that your target audience will feel compelled to make a purchase, offer them something for free first.

Make Customers Feel Special Before you go out advertising your free samples with the expectation that customers will come to your online shop in droves, take some time to make your customers feel special. Help The Customer Outside Of Your Store A part of the reason why the Reciprocity Principle works is that you are simply doing a good deed without the expectation that the favor will be returned.

Make It Memorable Though it might be tempting to offer something that is cheap and easy, such as a free sample, in hopes of convincing your potential customer to eventually make a purchase, this is only likely to make you a forgettable brand. Sparring Mind — Insightful Blog Articles One of the best reciprocity strategies is content marketing.

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Helpscout — Free resources Free guides on customer acquisition, support and retention can be found on the Helpscout website. Spotify Premium free trial Free day trial of ad-free music Spotify Premium: Ad-free music streaming with offline mobile access. Recap: Remember to give first; then you shall get in return. Creativity is intelligent, yet requires a willingness to ask questions and be open to possibilities. It is inspired by playfulness, but disciplined toward an end.