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Sequential Requests

Techniques > General persuasion > Sequential Requests

Description | Example | Discussion | See also

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, in particular FITD/DITF, have receive particular 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:

But You Are Free: Ensure they have a free choice.
CHaR: Confusion, Humor and Request.
Hook and Sinker: Easy agreement then commitment requirement.
Heart, Head, Hands: Emotion first, then rationale and action.