This is the fourth part in a ten part series of mini articles about persuasion and the mastering of the art. If you were unfortunate enough to miss the first article, you can find it here.
This is something I’m definitely guilty of. Almost all my clients can tell you I’ve done some pro bono (always loved how that sounds) work for them at some point in time. But I’m not the focus here, you are, let’s get back on point.
Did you know, that persons are psychologically set up to return favours? We see this in our everyday life all along, we just never noticed. If you don’t believe me, next time you go out with friends, buy the first round of drinks and see what happens….
When you are pitching a proposal, if you can think of any ways you can pitch in a little extra for the client go right ahead and do that! Think of that initial good deed as an investment on which the interest to be paid would be you getting that project you are pitching for.
After you make this investment, if it is a good one, the client will in turn feel a force compelling them to do a good deed for you as well (in this case giving you that proposal. Genius!