Foot-in-the-Door Technique
Also called foot in the door, the small-request technique
Agreeing to a small request makes people more likely to agree to a larger, related one later.
The foot-in-the-door technique starts with a request so small it is easy to accept, then follows with the larger request that was the real goal. Having said yes once, people come to see themselves as the kind of person who supports that cause, and they act to stay consistent with that view of themselves.
A free trial before a subscription, a short survey before a donation request, a small pilot before an enterprise contract.
The small request should be something the person genuinely values, and the larger one should follow from it honestly. Escalating to something unrelated exploits the commitment rather than honouring it.
Know the terms. Now measure your own influence.
The Influence Assessment shows which of the seven principles you already use well, and which one is costing you.