When you do something nice for someone, they will have a deep-rooted psychological urge to do something nice in return. As a matter of fact, they may even reciprocate with a gesture far more generous than their original good deed.

This is also known as the Law of Reciprocity. This technique top sales people have been using effectively since the days of rolodexes where they would not only keep prospects birthdays also the prospects family birthdays.So how can we apply this to leverage this to increase prospect engagement in today’s environment?

What value can we add to our prospect without coming across too strong and something that we can do in volume. Something that would grab their attention and place you at a higher level than others targeting that same prospect.

According to Linkedin, the most successful Salespeople share 23% more content than the rest. Those top performing social sellers create 45% more opportunities per quarter and are 51% more likely to hit their quotas.

The challenge for SDR’s is it’s too time consuming, firstly, what topic should they identify, college, hobbies, interests or work related topics?

Let’s say the sales rep learned from LinkedIn what college they went to, or they see the prospect commented on an article. Those are both good topic opportunities, however, salespeople still must figure out how to add something insightful? How does a SDR do this 50 times a day? So it’s a volume and complicated for the Rep to figure it out.

Salespeople view a prospect’s profile on LinkedIn, hit the “let’s chat button” and the system delivers custom messages with links to content based on that person’s interests in a matter of seconds for the SDR to send.

If you want your SDRs to stand out from the crowd and leverage the law of reciprocity to improve your engagement rates, I want to hear from you. Simply message me in the comments or connect with me on LinkedIn and we’ll set up some time for you to see how it works.