The rule of reciprocity.

If you’re at a loss as to how to start the sales process with new prospects, reach out to your best referral partners and ask who they know from a list of about 10 of your top prospects.

If you use social media, such as LinkedIn, Twitter, and Facebook, these tools can be invaluable in asking for referrals and personal introductions. Keep in mind the power of helping someone else first before asking them to help you. Offering to help someone else creates a sense of obligation for that person to help you in return. If you do this now, over the summer, they may be able to help you come fall.

This is known as the rule of reciprocity. We feel compelled to help those who have helped us.

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