Sequential Requests

Sequential requests are a class of persuasive methods that depend on requests and persuasive statements being carried out in a specific sequence. A number of these, especially FITD and DITF, have receive significant academic attention.

Foot In The Door (FITD): Make small offer then increase.

Door In The Face (DITF): Cause rejection then make real offer.

Bait-and-Switch: Great offer that never happens.

Low-ball: Make it attractive, then make it real.

That's not all (TNA): Add a string of benefits.

Disrupt-Then-Reframe (DTR): Break the pattern then rebuild differently.

Fear-Then-Relief (FTR): Scare them then rescue them.

Selling the Top Of The Line (TOTL): First promote an expensive product. Then show them a cheaper product.

Dump and Chase (DAC): Provoke objections then negotiate on them.

Also consider:

Agree and Extend: First find agreement, then push the envelope.

CHaR: Confusion, Humor and Request.

Bond and Bend: Connect then shape.

But You Are Free: Ensure they have a free choice.

Dialog Involvement: Engage them and only then persuade.

Foot in the Face Technique (FITF): When to use delayed second request.

Foot In The Mouth Effect: Be nice, then ask.

Hook and Sinker: Easy agreement then commitment requirement.

Heart, Head, Hands: Emotion first, then rationale and action.

Pace and Lead: Match them before leading them.

Pitch and Putt: Give your pitch then nudge them the last few inches.

Pre-apology: Sorry, but...

Pre-excusing: Excuse yourself before you begin.

Pregiving: Create obligation first.

Pre-thanking: Thank you for...

Prime and Prompt: Set them up beforehand.

Test and Request: Check their mood before you ask.

Unit Asking: Ask for a small amount first.

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Sequential Requests

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