Selling and persuasion is one of the most interesting skills to learn when you become an entrepreneur.
They say that to have a successful business, a good product is not enough. You also have to be good at convincing customers to try your product, especially at the early stage when you are still building the brand.
One of the effective sales technique that I learned is getting your “Foot in the Door” or FITD.
This technique is anchored on this principle: Start by asking someone for something small. If they comply with your first small request, they will be more likely to respond to your next and bigger request.
So how can we utilize this persuasion technique?
Here are some examples:
– In our company, when a customer inquires about our product, we ask them if they want to see a sample printout (small request) and we print it out for them.
– If they don’t buy right away, we ask for their contact details so we can follow up later on.
– In order to penetrate a big company, we are ok to work on a small project first, with maybe one of their departments. Then, before we know it, they are already asking us to work on their bigger projects for all departments.
– Instead of asking for an hour-long meeting, we ask for 30 mins only.
– A child asks permission to go to the toy store to just “look around.” And then later on, asks to buy him a toy.
Are you doing something similar to your business?
Share us your thoughts by commenting below.