Get More Clients With Foot In Door Trick

585 396 Derek Kimball

psychology of persuasion

The video below illustrates how it’s easier to persuade someone to do something if you start small. This is called the “foot in the door effect”. The surprising thing (as shown in the video study) is how much of a difference starting small actually seems to make.

I’m no sales expert, but I’d assume the same applies to selling a product or service. Which is why stores offer samples, bloggers offer freebies in exchange for newsletter signups, car dealers offer small monthly payments, etc. Something to consider the next time you are left with the option of selling your client on a logo design vs a complete branding package?

On a side note, if you find the subject of persuasive psychology interesting, check out the book “Priceless“. It’s an interesting read on the trickery of pricing.


Derek Kimball

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  • Ashley

    Great Idea Derek! I think I have seen something similar before. Maybe in a book I read? Can’t remember, but it is a great reminder. Simple steps, not big ones. And maybe you end up with the same result.

    Have a great day. -Ashley

  • David

    Very simple and yet could prove to be very effective in the long run. I think I need to practice this trick, thank you for the tip Derek!

  • DesignBuddy

    Thanks for reading David. I’ve been trying to implement this practice with my own design services. I think it does help. Rather than trying to convince a client to sign on for a logo, stationery, brochure, website, signage, etc….I instead start with a logo and stationery proposal. This is a smaller investment and it gives the client a chance to see what I can do. If I do a good job, they’ll hire me for the remaining design projects. Some argue it’s best to get everything you can right from the get go, but I personally prefer this approach instead.

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