Before getting the best example, you must understand the foot-in-the-door technique of persuasion. The foot-in-the-door (FITD) technique is a well-known persuasion strategy where you start by asking for a small favor to increase the chances of someone agreeing to a larger request later. Think of a salesperson getting their “foot in the door” to prevent you from closing it, giving them a chance to make a bigger pitch.
The goal is to make the larger request seem more reasonable after the initial agreement. This technique works because people like to be consistent with their past actions and see themselves as helpful. Let’s explore some examples to see which one best illustrates the foot-in-the-door technique.
Example A: Asking a child to do a small part of a task before asking them to complete the whole thing.
Example B: A salesperson at a car dealership offers a free test drive and then tries to get the person to discuss financing options.
Example C: A neighbor asks you to sign a petition supporting a local park. A week later, the same neighbor asks if you would be willing to volunteer for a few hours at a park cleanup event.
Example D: A telemarketer calls and immediately tries to sell you a year-long magazine subscription.
Example E: Offering free samples before trying to sell a product. Asking for an email for a newsletter before trying to make a sale. Offering a free trial of a service before asking for a subscription. Selling printers cheaply, hoping to make money on expensive ink.
In this case, I have to select Scenario B due to greed and personality. A customer is always happy when anyone gives him personal attention and makes offers and offers. Let’s explore more about this technique.
How it Started: The Foundational Research
The FITD technique was first formally studied in 1966 by Jonathan Freedman and Scott Fraser. In one study, they found that homemakers who first agreed to answer a few questions about household products were more likely to later allow researchers into their homes for a two-hour inventory. Another experiment showed that people who initially agreed to display a small “Drive Carefully” sign were much more likely to agree later to put a large sign on their lawn. These early studies demonstrated the effectiveness of starting with a small commitment.
Why it Works: The Psychological Principles
Several psychological principles explain why the FITD technique is effective:
- Self-Perception Theory: Agreeing to a small request can make people see themselves as helpful and cooperative. To maintain this self-image, they are more likely to agree to a larger request.
- Commitment and Consistency: Once someone agrees to a small request, they feel psychological pressure to be consistent with that commitment and are more likely to agree to a related, larger request.
- Building Rapport: The initial small interaction can build a connection and trust between the requester and the target, making them more receptive to further requests.
- Gradual Escalation: Starting with a small, easy request and gradually increasing the demands makes each subsequent request seem less overwhelming.
What Makes it More Effective?
The FITD technique is more likely to work when:
- The requests are for a good cause.
- The initial request is significant enough to make the person feel helpful but not too large to refuse.
- There’s a reasonable time gap between the requests.
- The same person makes both requests (though this isn’t always necessary).
Ethical Considerations
While effective, the FITD technique can raise ethical concerns about manipulation. It’s important to be transparent and ensure people feel they can still say no to the larger request. The intent behind using the technique also matters; using it for positive purposes is generally seen as more ethical.
Conclusion:
To find the best examples of the foot-in-the-door technique, it’s important to keep in mind the following points.
- Understand the definition of the technique.
- Look for examples in different areas like sales, marketing, and social situations.
- Identify why those examples are good illustrations of the technique, focusing on the small initial request followed by a larger one.
- Ensure the key elements of the technique are present in the example.
By focusing on these aspects, you can effectively identify and understand the foot-in-the-door technique in action.
