Not every sale has to be a hard push. Sometimes, the best way to close is by giving first.

Reciprocity works because people naturally want to repay kindness. It could be something big, like covering a documentation fee. Or something small, like giving them priority access, an insider discount, or even a thoughtful bonus.

The result is the same: the client feels you’ve done something for them. They feel an obligation to respond — and the easiest way is to buy.

This makes reciprocity one of the smoothest triggers in sales. It lowers resistance, builds goodwill, and makes your offer fly.

Dr. Smith Ezenagu is the Chairman of Esso Group, a diversified conglomerate shaping real estate, finance, education, and media. Dr. Smith Ezenagu is recognized as a real estate & investment mogul, life coach, and private equity expert. He leads Esso Group and its subsidiaries: Esso Properties (awarded Nigeria’s Most Innovative Real Estate Company in 2024 and recognized as the best real estate company in Nigeria), Esso School of Enterprise (the leading institution equipping entrepreneurs), and Esso Capital (delivering smart, trusted financial solutions across Nigeria).