Guy Kawasaki spoke
at the American Express Open Booth
at the Consumer Electronics Show
about enchanting prospects.
One of the techniques is
the use of reciprocation.
I’ve talked about reciprocation before.
If you do something for me,
I am more likely to do something for you.
Guy’s pro tip is
that when you are thanked
for doing that something,
you respond with
“I know you would do the same for me.”
This does two things.
It sets up that you expect
the favor to be returned,
and it communicates
that you feel she is an honorable person.
That makes her feel good about herself.
Another pro tip
is to ALLOW the favor to be returned.
This two way exchange is essential
for a healthy relationship.
Otherwise, an honorable person feels guilt.
Money doesn’t make the world go round.
Favors DO.