Help people live up to their committments

I read an article in Selling Power magazine (October 2008 issue) today that got the wheels turning.

It was the article about Robert Cialdini’s new book.  It read, 

“People live up to the reputations we assign them, they want to be consistent with what they’ve committed to and how they’ve behaved in the past.  If you describe them as long-term partners, they’re much more likely to stay long-term partners.”

Here’s how I’ve used this technique, 

“You’ve been a customer for a long time, since Oct 1970. What makes you decide to stay a customer of XYZ, year after year?”

Try this, yourself.  It’s a great way to remind customers of why they do business with you.help people live up to their committments, as well as, 

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