Last week, our business and entrepreneurship class had an exposure trip to a new culinary arts school called Enderun.
It was inside on one of the top villages in our country. Upon arrival, we were instructed to greet everyone we see and behave in proper decorum, heh.
“Use the stairs over here.” A lady with ravishing accent loudly exclaimed.
That caught all of our attention so we dashed off and followed the lady. She then led us to a room with a “professionalish” ambiance.
“G’dang!” something caught my eye. On the table ahead lies piles of chocolate danish and pitchers of ice tea. The first thing that popped in my mind was that they’ll give it to us pronto as welcome compliments. Instead, they gave us school flyers and survey forms.
After that? Nope, they still didn’t gave the danishes – but started talking about their school and what they have to offer.
A few minutes later, the discussion ended and at last, it was danish time.
2 waiters distributed the danish around the room and another one distributed the drinks.
Suddenly, the lady started talking again “Guys, if you don’t mind, can you fill out the survey form that we gave awhile ago?”
We politely complied and all forms were properly filled up – which doesn’t happen often in our school :-D
The Ethic Of Reciprocity
Having a top notch school like that, it didn’t surprise me that they’ve “persuaded” us to fill out those forms. You see, what they did there was to leverage the human desire to reciprocate.
Admit it, we always have the urge to payback anyone – even we hate or love him. It’s the golden rule. I’m sure this was just discovered maybe a couple of decades ago but as always, it’s already written in the Bible…
So in everything, do to others what you would have them do to you, for this sums up the Law and the Prophets.
– Matthew 7:12
Another story that I’ve read in Cialdini’s book called the “Psychology of Persuasion” is about a church group who gives a flower necklace to people at the airport then asks for a donation – and they almost always got it.
After awhile, people were avoiding them because they cannot fight the urge to reciprocate even with the smallest things.
Apply It On Your Business
It’s the golden rule so it can be applied on whatever stuff ya want! For example, giving a simple report before selling to your readers or list, mentioning others in a post, etc. be creative.
You can start today just by helping anyone who’s in need and worry about the exchange later. Like what Vito Corleone does – just don’t kill em’ if they don’t reciprocate ;-)
P.S. Note that proper timing also counts. Look what Enderun did. With proper timing, the unthinkable happens.