A second group received the larger request without the preceding small request to answer the soap survey. After answering the questions, a larger request was made: that they would permit a group of men to enter their home and take an inventory of the products that they owned. The effectiveness of the foot-in-the-door technique was demonstrated in an early experiment at Stanford University, in which a group of women received a request to answer some questions about their use of soap products (a small request). Some organizations will ask that a person donates a small amount each month to a cause, and later ask whether they would be willing to increase their regular contribution. For instance, if a salesperson working at a shop can persuade a passer-by to accept a sample of a product, such as a chocolate, they will be more likely to convince them to take the time to enter the shop and browse the full range of chocolates on offer.Ĭharities sometimes use the foot-in-the-door technique in fundraising efforts. It can also prove useful in other sales situations. The technique’s name refers to the fact that is often used as a sales tactic by door-to-door salespeople to gain a figurative ‘foot-in-the-door’, before they persuade potential customers to commit to a purchase The Door-in-the-Face Technique as a Compliance Strategy.
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