Reciprocity.......Rules.

Another irregularly timed Sales Mindset Newsletter offering my passionate viewpoint and occasional impatience with people.

Goodwill is a valuable commodity that can take years to build up and only moments to destroy. Unfortunately, it takes an experienced businessperson to understand this. Or does it? Should this be common sense, or does this need to be learned?

In 2007, when I was terminated at LexisNexis, I started speaking to any group who needed to hear a message about how to sell themselves and find a job. Day, night, weekends, whatever. On their terms, not mine. That's where this lesson took root.

Reciprocity is a crucial principle in business because it helps create trust between parties. When each party feels that they are receiving fair value for what they are putting into the relationship, they are more likely to maintain it over the long term. In addition, reciprocity has an enormous impact on goodwill and fostering positive relationships.

The most dangerous thing one can do is to not "get" what reciprocity means and how we are responsible for reciprocating when asked. When people feel like they can rely on each other, they are more likely to do business together and refer business.

In business, reciprocity is crucial. Business is built on trust and relationships, whether delivering on a promise or extending a professional courtesy.

When we extend ourselves to others, we create a fair and reasonable expectation that they will do the same for us. This give-and-take is how business deals are made, how trust is built, and how lasting relationships are formed. It's also how we create a positive reputation for ourselves and our businesses.

We encourage others to do the same by being generous and helpful, creating a virtuous circle of reciprocity that benefits everyone involved.

Heck, I don't think we help so that we can build a bank of favors to be called in. However, I DO believe that if we give unselfishly of ourselves to help others, we should expect the same courtesy and belief that they will do whatever it takes. That is how I built my business over the last 15 years. It's worked for me.

And that's why reciprocal kindness is so important in business: it's the foundation of trust, relationships, and success. Don't second guess me on this...

Gotta go book a flight. See ya soon.