If someone gives you a sincere "thank you," do you typically respond with one of the following statements?
- "No problem."
- "It’s just my job."
- "Don’t mention it."
If you do, then STOP – you are unselling! Humans are wired to follow the law of reciprocity. This means people don’t take without wanting to give back. When you respond with one of the answers above, you are throwing the law of reciprocity away! Try responding with a statement like:
- "It was my pleasure. You would do the same for me."
- "You are most welcome. This is what long-term partners do for each other."
Responding this way sells you – it cements the law of reciprocity in the mind of the person that thanked you. Go brand yourself as high value, then let the law of reciprocity do the rest.
Learn more about Dr. Robert Cialdini, the law of reciprocity and others here.