WEBVTT 00:00.240 --> 00:06.210 Welcome back to the cause guys in this section we are going to start talking about sales psychology 00:06.510 --> 00:12.810 and in this particular video we're going to cover something that calls reciprocity what it means and 00:12.810 --> 00:17.610 how you can increase sales and traffic to your website by using it. 00:17.610 --> 00:18.450 Let's dive into it. 00:18.510 --> 00:20.970 Well first of all what is the reciprocity. 00:21.000 --> 00:25.040 Well in short it is give something to get something. 00:25.290 --> 00:31.860 When we are giving something for free like an apple for example the person that is getting this Apple 00:32.220 --> 00:35.790 are feeling obligated to give back something. 00:35.790 --> 00:39.050 Have you ever gotten like a Christmas gift. 00:39.150 --> 00:45.570 But you didn't have anything for that person but you felt obligated to give them something back. 00:45.630 --> 00:49.050 That is exactly what reciprocity is. 00:49.050 --> 00:54.930 So for example if you're having something to market or sell and you're giving away something for free 00:54.960 --> 01:02.580 with that gift then the people that is receiving this gift if it is unexpected they feel obligated to 01:02.580 --> 01:05.650 maybe buy another product from you. 01:05.730 --> 01:09.720 That is a social norm that we're having as human beings. 01:09.720 --> 01:17.310 And actually in nineteen seventy four associate log called Philip something he deducted an experiment 01:17.430 --> 01:24.480 around Christmas time where he created a handwritten Christmas card with his family on the picture and 01:24.480 --> 01:31.890 send that out to six hundred different strangers strangers people that he have never talked to never 01:31.890 --> 01:32.460 seen. 01:32.550 --> 01:36.870 He had no connection whatsoever to this 600 people. 01:36.870 --> 01:44.420 And the result of this experiment and study was actually that he got two hundred answers back. 01:44.490 --> 01:50.380 That is how reciprocity works when you are giving something you will get back. 01:50.400 --> 01:56.490 And that is why it's so important to do this in marketing when we're doing our ads et cetera. 01:56.490 --> 02:02.090 And there are actually two different ways to use this reciprocity technique to get results. 02:02.100 --> 02:07.980 The first one would be to collect leads for example for your business like e-mails phone numbers or 02:08.280 --> 02:14.850 any type of personal information about a customer or a potential customer with a freebie a freebie is 02:14.880 --> 02:16.760 basically like a give away. 02:16.770 --> 02:22.260 If you look on the screen right now and digest both here guide to long and Jerry deals which means a 02:22.320 --> 02:29.630 long life live past 200 of each free click here and they can click that bottom and they will get and 02:29.630 --> 02:32.340 guide on how to live a longer life. 02:32.340 --> 02:39.450 So by just being creative with your business with your content what can you give away for free in order 02:39.450 --> 02:46.890 to get e-mail addresses to get phone numbers and other personal data that you can then market your products 02:46.890 --> 02:48.160 and services to. 02:48.180 --> 02:55.020 Because if somebody is getting something for free then the social norm of reciprocity kicks in and they 02:55.020 --> 02:57.390 would like to give you something back. 02:57.390 --> 03:04.140 Another example would be if you selling a product to include a personal note and a discount code. 03:04.140 --> 03:07.820 So let's say that this was your package pretty boring right. 03:07.860 --> 03:10.680 But what if you included something like this. 03:10.740 --> 03:13.560 Hi Agnes to show our appreciation. 03:13.620 --> 03:18.230 We'll give you 25 percent off your next purchase with us. 03:18.240 --> 03:19.610 Have a great day. 03:19.620 --> 03:26.430 It's both personal and you're having a discount code so you will have one returning customer. 03:26.430 --> 03:29.700 Now this could be a discount code for just 5 percent. 03:29.820 --> 03:36.180 But by doing this you're building a connection and you're building reciprocity towards your customers 03:36.360 --> 03:41.280 meaning that they are feeling an urge to give back. 03:41.280 --> 03:42.860 So this is reciprocity. 03:42.900 --> 03:43.350 Use it. 03:43.380 --> 03:50.970 Yes the way you want to but it's a good sales psychology to use if you're collecting leads or if you 03:50.970 --> 03:56.670 are trying to get on customer to buy more products and services from you. 03:56.670 --> 03:57.080 Good luck. 03:57.090 --> 03:58.950 Now guys I'll see you in the next video.