This week’s book learning is from Yes! by Robert Cialdini.
A local traffic safety community approached a group of citizens with a request to put up a large (ugly) billboard on their beautiful lawn endorsing road safety. 17% agreed to the request.
Residents, in a similar neighborhood elsewhere, were then first approached with a different request – to place a small ‘Be a safe driver’ sign on their doors. Almost all residents agreed.
Two weeks later, this group were asked if they would put up the same large and ugly billboard on their lawn. 76% agreed.
What just happened?
Influence psychologists call this the ‘Foot-in-the-door’ principle – people want to act consistent to their perception of themselves. In this case, their perception of themselves was as being ‘concerned citizens.’
I found this a very interesting insight. How do you think we can use this in our lives? Looking forward to your thoughts in the comments.
Here’s to understanding (and using?) ‘foot-in-the-door’ this week! :)
A Learning a Day 