HOW CAN A FOOT IN THE DOOR LEAD TO GREAT STRIDES…………
Imagine you live in gated community………
You have Immaculate lawns around you, lovely houses, and nice fences there.
You’d never have a problem selling your house here.
Then imagine one day some-one knocks on your door from the local Road Traffic Safety committee, and asks whether you would support a “Drive Carefully Through our Neighbourhood” campaign by placing a large 6’ x 3’ sign stating “Drive carefully” on your front lawn. They assure you that workmen will put up the sign – not you.
Surprisingly 17% of homeowners allowed the sign to go up.
Astonishingly researchers were able to get a 76% compliance rate by making one seemingly insignificant addition to the request.
Researchers approached a separate group of people, 2 weeks before making a burdensome request. They asked if they would display a very small inconspicuous sign in their window that said, “Be a safe driver”.
Because it was such a small request, nearly all residents agreed.
Two weeks later when someone else came to ask if they would allow that unsightly 6’ x 3’ billboard, many more were inclined to agree, 76% in fact.
This strategy is called “Foot-in-the-door” technique.
Evidence suggests that by agreeing to a small request, residents see themselves committing to a worthy cause of safe driving. When approached a couple of weeks later, motivated to act consistently with this perception of themselves as concerned citizens they are 76% more likely to say Yes to the larger sign.
How does this apply to us in sales.
It’s simply this – Start with a small-risk sale first. Once the person has bought even though it’s small, the person is now no longer a prospect but a customer. It is now easier to get a bigger risk sale, – so go on ask for it and see how your profits grow – by 76%!!!!
What about your kids – it’s the same principle. Ask them to commit to a small step first. Once they’ve said yes once, it’s easier to get them to do larger chores. Try it, you’ll love the results.
If you would like to know or learn more about this article, or other articles, or about how to improve your business, then please:
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