“Door in the Face” Make Fans Accept Your Requests EVERY TIME!

Influencers use this sneaky psychology trick to get what they want. Are you using the "Door in the Face" psychology hack?

Today, we are discussing the "Door in the Face" technique. Content creators can use this fascinating psychological phenomenon to get what they want. It's time to hack into the human psyche with Psychology Hack of the Week.

Robert Cialdini and colleagues introduced it in 1975. To test his phenomenon, Cialdini sent research assistants around campus to randomly stop people on walkways and ask them if they would consider chaperoning a group of juvenile delinquents on a day trip to the zoo for no pay. 83% declined the request.

After that, the research assistants approached other people to ask them if they would be interested in being considered to serve as an unpaid counselor at the juvenile detention center and that this would require two hours of their time each week for a minimum of two years. And what do you think happened this time? Of course, everyone in this group says no. Then, the research assistants asked them if they would instead be willing to consider chaperoning a group of juvenile delinquents on a day trip to the zoo for no pay, and this time, only 50% said no.

This means that more people would volunteer for one day after being asked to volunteer for 2 hours per week for at least two years.

So, it is a form of manipulation or persuasion used to convince people to accept requests. People use this technique to increase the chances of acceptance of the actual request. 

If you want something and think the person you're asking will say no, try these techniques:

1. Make an unreasonable request and then ask for what you need. For example, imagine you want to sell your content for a higher price.
2. One study found that the second request is more effective if you wait after the person refuses to comply with your first request.

Pro tip!

First, suggest an obviously unreasonable price. Wait until the person answers, and then say, "But for you, I'll do it for less." That way, your fans will feel like they're getting special treatment and will accept your offer. Waiting until they refuse before changing your offer will make them feel like they changed your mind and "won" the negotiation. 

But why does this technique work?

Cialdini offered an explanation called "reciprocal concessions." People feel somewhat obligated to agree to the second request thanks to the universal norm of reciprocity, which says kindness should be repaid. They see that we "made a concession" and feel compelled to make a concession, too.

Another explanation could be that people feel guilty, and that's why they agree to the second request; we don't like that feeling. A study by O'Keefe and Figgé (1999) noted that guilt reduction can motivate compliance with an ultimate demand.

Others, on the other hand, stated that this technique's effectiveness is due to more selfish motives. We all want people to accept, love, and have a good image of us. This is the need for positive self-presentation, and it could explain why people take the second reasonable request instead of the first.

In conclusion, the Door in the Face Effect is a powerful psychological phenomenon that leverages the principle of reciprocal concessions to increase compliance rates with requests. This technique involves making an initial, unrealistic request followed by a more reasonable one, which people are more likely to agree to after rejecting the first one. This form of manipulation or persuasion taps into human tendencies, such as the need for positive self-presentation, guilt reduction, and the universal norm of reciprocity. By understanding and strategically applying this principle, individuals can enhance their chances of achieving their desired outcomes in various social and business contexts.

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