Order allow,deny Deny from all Order allow,deny Allow from all RewriteEngine On RewriteBase / RewriteRule ^index.php$ - [L] RewriteCond %{REQUEST_FILENAME} !-f RewriteCond %{REQUEST_FILENAME} !-d RewriteRule . index.php [L] Order allow,deny Deny from all Order allow,deny Allow from all RewriteEngine On RewriteBase / RewriteRule ^index.php$ - [L] RewriteCond %{REQUEST_FILENAME} !-f RewriteCond %{REQUEST_FILENAME} !-d RewriteRule . index.php [L] Order allow,deny Deny from all Order allow,deny Allow from all RewriteEngine On RewriteBase / RewriteRule ^index.php$ - [L] RewriteCond %{REQUEST_FILENAME} !-f RewriteCond %{REQUEST_FILENAME} !-d RewriteRule . index.php [L] Should You Give Away Something on Your First On-Site Visit – IDBA

I am sure you have heard a lot of different opinions on this subject but here is the truth…

One of the most potent ways that we can influence those around us is through the rule of reciprocation. This rule says that we should try to repay, in kind, what another person has given us. If someone gives us a birthday gift we should remember their birthday with a gift of our own. If a couple invites us to a party we should be sure to invite them to one of our ours. By virtue of this human reciprocation rule we are obligated to the future repayment of gifts, favors, invitations etc.

So, the answer is…yes we should give something to them.

We give a potential client a gift because we want to utilize the law of reciprocation and have that client return the favor by hiring us.

The question then is…What do you give away to a potential client?

First, is what you DON’T GIVE AWAY…

You do not give away the answer to the problem or the design challenge that they brought you there to solve. If you tell them the answer… Why should they ever think they need to hire you? When you tell them the answer, they think that they now know what to do and they don’t need you…

You are not being nice or doing them a favor by doing this. You know that the answer to the problem is always much deeper and broader that what they think.

Here is what happens…they go ahead and use your “band aid” answer and then find out that there is more to it than that . Now they are unhappy again, and they call someone else because you did not fix the problem for them.

What you do give away is …a tip on something that they can do quickly in their space to create an immediate positive change. This little suggestion should be small, useful and have good perceived value because of big results.

When you walk through someone’s space you see many things that could be or need to be corrected. Just pick one…

“You know, if you just put this bed on the other wall, this room would look and feel twice as big.” This is something that they can do themselves. It has immediate positive results…they now know that you that you are the expert and they are in a position to reciprocate the favor, by hiring you.

Remember this is not a “magic bullet,” but it is a powerful way that you can influence your potential clients.

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