One aspect of the law of dissonance is the urge to remain consistent with our commitments. Even if someone begins with a small request then follows it up with a larger request, we still tend to remain consistent in our behavior and answers. This technique of capitalizing on such a principle has been called by several names, including “foot-in-the-door,” FITD, self-perception theory, or the “sequential request.”
Basically, it is a means of using a person’s self-perception to motivate her to partake of the desired action. When an individual complies a first time, she perceives herself to be helpful. If she is asked to comply a second time in an even greater way, she is likely to consent. In an effort to maintain consistency with the first impression and with her own self-perception, she agrees to give even more of themselves.
The following outline highlights three key principles in learning how to use this technique:
1. Small commitments often later lead to large commitments. For example, salespeople often focus first on securing an initial order, even if it’s a small one. Once this is accomplished, the customer will be...
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