Foot-in-the-door (FITD) is a sales and persuasion technique that starts by asking for a small request with the goal of increasing the likelihood that the person will agree to a larger request later.

It works on the psychological principle that people who say “yes” once are more likely to keep saying “yes.”

Examples of FITD in sales:

• Asking for a quick 10-minute call, rather than a full demo
• Offering a free resource before pitching a product
• Asking a prospect to answer a short question before suggesting a meeting
• Letting users try a freemium version, then guiding them to upgrade