3 builders who never spoke to each other

Lead with generosity, then ask

Solve people's problems for free first and give real guidance without asking for anything, because receiving creates the urge to reciprocate and it earns the credibility the later ask depends on. Make the marketing something that pulls rather than something broadcast, and keep the habits simple: publish, follow up properly, and ask for referrals.

The method

1. 01

   Make the marketing something that pulls people in rather than something broadcast at them, and use generosity as the mechanism that does the pulling.

2. 02

   Send something of value before you make the ask, because receiving a gift creates an urge to reciprocate.

3. 03

   If you keep only three habits consistent, make them these: publishing to your site and social accounts, following up properly, and asking for referrals.

4. 04

   Earn the credibility this technique depends on by solving people's problems for free first, giving guidance off the back of those broad diagnostic questions and asking for nothing in exchange.

What it returned

• Justin draws the reciprocity rule from Robert Cialdini's Influence.

Sources

• The Barnum Effect - Why We Buy 🧠Katelyn Bourgoin · customercamp.co · Build Trust · undated
• The Ultimate Guide to Building Client Relationships - Double Your FreelancingAustin Church · doubleyourfreelancing.com · Magnets, not Megaphones · 2016-09-12
• How to surprise people in a digital ageJustin Jackson · justinjackson.ca · You've got mail · undated