The act when you give something (an item or a favor), the other person naturally feels indebted to you – especially if the gift is unexpected.
But also people do not like feeling indebted to others. We are hard-wired to balance the scales again as soon as possible. Eager to regain balance, you instinctively give something back. This helps you feel better about yourself and the situation.
I believe that this is the situation that I am supposed to be in. I met with a payroll service sales representative and they invited me and my staff to a free all day seminar that includes lunch and free CPE. What more could a cheap CPA ask for.
But the referral that they are looking for will have to be a good fit for the client. Not because I have a need to reciprocate a boon to my staff.
But the fact that they the company has re-emerged from the past to let us know who to contact in the possible of a need gives them a good step forward. I have no idea who my sales rep is from their largest competitor. The rep we knew was promoted upward and we have not been visited by others in years.