Effective Foot in the Door

Kurt Mortensen

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When utilizing this technique, you must first determine exactly what end result you are seeking. This will be the big commitment you ask for. You should then create several small and simple requests that are related to your ultimate request, making sure they can be easily satisfied. As the examples above demonstrate, taking these measures will greatly increase the likelihood that your ultimate request will be granted.

Here are a few key points to remember in using FITD:

1. The first request: The first request needs to be “of sufficient size for the foot in the door technique to work, " but, on the other hand, it cannot be so big that it seems inappropriate and/or is not easily and readily accomplished. Basically, you want to present the largest possible request that will still realistically be accepted.

2. Your prospect's viewpoint: The FITD tactic is not effective if your prospect senses that you are acting in your own self-interests instead of in hers or society's. What is in it for you? Why are you requesting this from her?

3. External incentives: The FITD technique loses impact if your prospect is offered external incentives for agreeing to your first request. Researchers typically use self-perception theory to explain this phenomenon. For example, if you are given a gift for listening to a salesperson, you will not consciously or subconsciously perceive yourself to be one who is willing to readily listen and agree to the salesperson's offer. Instead, you agree to listen only for the incentive being offered to you.

4. The source of the request: Having different people employ the initial and subsequent requests when using the FITD technique can be an effective strategy. This way, the same person isn't required to make both the initial and the follow-up requests and your prospects won't feel like they are being taken advantage of.

Kurt Mortensen’s trademark is Magnetic Persuasion; rather than convincing others, he teaches that you should attract them, just like a magnet attracts metal filings. He teaches that sales have changed and the consumer has become exponentially more skeptical and cynical within the last five years. Most persuaders are using only 2 or 3 persuasion techniques when there are actually 120 available! His message and program has helped thousands and will help you achieve unprecedented success in both your business and personal life.

If you are ready to claim your success and learn what only the ultra-prosperous know, begin by going to http://www.PreWealth.com and getting my free report “10 Mistakes That Continue Costing You Thousands. " After reading my free report, go to http://www.PreWealth.com/IQ and take the free Persuasion IQ analysis to determine where you rank and what area of the sales cycle you need to improve in order to close every sale!


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