A representative of an energy company visits residents

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An alternative to the aforementioned method is the “foot in the door” method, which some of you have probably heard of. According to this method, the salesperson first presents a so-called small request, which precedes the actual request, i.e. the big request.

The effectiveness of persuasion used in this method results from the principle of commitment and consistency. As many researchers have proven, preceeding a larger request with a smaller request increases the chances that the client will be more willing to fulfill both of them.

Among the researchers who undertook to evaluate the spain telegram data effectiveness of this method were Jonathan Freedman and Scott Fraser. In 1966, Freedman and Fraser conducted a series of telephone conversations with unwitting consumers. The study showed that in the case of the researchers making a small request and only then a large request, the chances of the caller fulfilling the latter increased twice.

Example: to suggest they change their energy supplier. He presents the benefits of his company's offer, such as lower prices or better quality of service, convincing residents to sign a contract.