Capturing Guest Cards - The Reciprocity Approach

Posted: August, 12, 2014 | Categories: Sales and Customer Service

By Jeff Shore

There is one very best practice when it comes to obtaining guest cards: utilize the law of reciprocity. The principle states that people are far more likely to do something for you if you do something for them first.

Here's the wording for this approach:
'You probably want a brochure and a price list. Tell you what '“ I'll get that together for you. While I'm doing that if you would be so kind as to complete some information for me, and I'll be right back.'?

It's simple. It's straight-forward. It's fair. And it works!

By JoAnne Williams
Founder, President and CEO

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