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Promotional Products and Reciprocity

2nd February 2017

By Mo Yusuff

Ever been hit by the rule of reciprocation?

There was a time I was caught hook, line and sinker and didn’t even realise until it was too late.

The rule of reciprocation, as explained by Robert Cialdini in his brilliant book, Influence: The Psychology of Persuasion says:

“As humans, we generally aim to return favors, pay back debts, and treat others as they treat us.

 According to the idea of reciprocity, this can lead us to feel obliged to offer concessions or discounts to others if they have offered them to us.

 It’s human nature to want to give something, in return, to someone who’s given.”

Here’s how I got caught and the surprise reaction I received.

We’ve almost completed a frenzied buying session with a customer and, because of the time we’ve known each other, a really good friend too. Frenzied because there were a lot of products involved, deadlines were looming and a key person involved was due to go on holiday.

So with all but a small number of promotional products left to order, my customer asked if I could look at reducing the price on an item because she preferred the expensive one but their budget didn’t stretch.

Now the orders she’d placed so far were substantial, so I emailed her:

“Hi Sara,

 The supplier can’t reduce the price but I can come down to 19p each if it helps…

 …Or you’ve given me so much business I don’t mind doing them for whatever you want to pay J

And Sara’s reply:

“You are not a charity Mo.

 19p is great !”

Don’t you just love customers like Sara?

The few promotional products we’ve managed to track down for Sara are cartons of coconut water (I love coconut water), stretchy camo print chair and table covers, camo face paint and bars of chocolate coated coconut ice.

So if you’re looking for promotional products that are out of the ordinary or struggling a bit to get your hands on something that needs to be better quality than what you have already, let us know and one of my team or I will get onto it straight away: Find me the right promotional products, Mo!

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