Foot-in-the-Door Technique

The Foot-in-the-Door Technique is a compliance tactic that aims to get a person to agree to a large request by having them agree to a modest request first.

This technique works by leveraging our desire for commitment and consistency. Once we have agreed to a small request, we are more likely to agree to a larger request because we want to remain consistent with our initial commitment.

The initial commitment can be very small. For example, a salesperson might ask you to sign a petition. Once you have signed the petition, you are more likely to agree to their next request, which might be to donate money to their cause.

The key to this technique is to get the initial commitment. Once that is achieved, the person is more likely to comply with larger requests that are consistent with that initial commitment.