“Give to Get” gives your prospects an excuse to get lost! Why? Read on -
I can’t credit one single source for teaching me about Give to Get. Google it and you’ll see 3.7 billion results (I’m not joking). Every manager I’ve ever had taught me to use it. Every sales book has some form of it too. And scroll the LinkedIn thought leaders and you’ll inevitably find the give-to-get logic permeating ‘how we do it.’
What is it?
Give to get is a simple concept. My favorite summary comes from Robert Cialdini when he talks about the basic law of reciprocity. Imagine you’re walking into a big building with a huge set of glass doors out front. Someone in front of you reaches the door first and holds it open for you with a smile. “Thank you,” you proclaim, as you suddenly reach a second set of doors.. Double Doors!