Getting a person to agree to a request by presenting a larger request first
Description
The door-in-the-face technique is a type of sequential request strategy.
When you want to ask for a certain request, ask the larger one first (unrealistic in demand).
When refused, ask the second, smaller, request. The person will likely accept and help because your second request looks good in contrast to the first one.
Research:
When asking for a favor, people were 3 times more likely to agree to a request when the request was preceded with the door-in-the-face technique, than in the situations when this technique was absent.
Application
Tiered Pricing and Offers
Present consumers with tiered pricing or offers, starting with a higher-priced option that includes premium features or benefits. Afterward, offer a lower-priced option with fewer features but still appealing benefits. Consumers may be more inclined to choose the lower-priced option after initially considering the higher-priced one.
Upselling and Cross-Selling
Use upselling and cross-selling techniques by initially presenting customers with a more expensive or comprehensive product or service. Afterward, offer a less expensive or supplementary option that still meets their needs. This approach can increase the likelihood of customers accepting the secondary offer after rejecting the initial, higher-priced one.
Subscription Plans
Offer subscription plans with multiple tiers, starting with a high-priced premium tier that includes extensive benefits or features. Subsequently, provide lower-priced tiers with fewer features but still valuable offerings. Customers who may have initially rejected the premium tier could opt for one of the more affordable options.
