Our need for consistency is strong and often automatic (system 1). Consistent people are seen as reliable and intelligent, but why do we (often unconsciously) behave so consistently? This allows us to make decisions much faster and we don’t have to think about them again. Nice and easy.
If you want to influence potential customers, do it in steps. Start with a small request, followed by rcs dataa slightly larger request. Robert Cialdini calls this the ‘foot-in-the-door method’ (although I immediately think of a Jehovah’s Witness).
For example, signing a petition
for nature conservation makes you feel socially involved. And signing a petition is a small effort. If you are asked by the same agency to put a warning sign in your front yard saying ‘Drive carefully’ right after, you are more likely to say ‘yes’ (50% chance) than before you signed the petition (17% chance). Incidentally, the consistency power is stronger if the commitment is made openly and requires more effort.
Many salespeople use this consistency technique by first asking a few rhetorical questions that the customer will naturally answer with a yes. Finally, they ask the big question: are you going to buy? By remaining consistent with previous answers, the customer is much more clean email likely to agree.
Commitment source: PeopleImages.com – Yuri A / Shutterstock.com
Commitment & Consistency on LinkedIn
First, get people to say yes to a small request. For example, if they want to receive a free e- existen ciertos paradigmas dentro book or whitepaper or sign up for your newsletter or webinar (say A). This increases the chance that they will also respond to your next request (say B), such as a personal appointment or a nice offer.