The “Foot in the Door” Technique
Nobody questions the value of getting “a foot in the door.” We all strive at one point or another to get a foot in the door with an employer, an institution of higher learning, or even a romantic relationship.
As a marketer, however, your interest in getting a foot in the door is more likely with your customers and a hopeful precursor to a big sale! A salesman who gets a foot in the door by getting customers to agree to a small initial request will undoubtedly find greater success with larger requests (think major sales $$!) down the line.