Decision-Making Tactics
Door-in-the-Face Technique
Making a larger request first, then following up with a smaller, more reasonable request.
APPLICATION TO SOFTWARE
Present users with a premium or high-priced option first, then offer a more affordable alternative.
STAGES
Pricing: Present a higher-priced subscription plan or premium features first, then offer a basic or free plan as an alternative.
Upselling: After presenting users with a premium version of the software, offer them a discounted upgrade or add-on instead.
Feature Adoption: Present users with a comprehensive package of features, then offer them the option to opt out of certain features for a lower price.
TIPS TO IMPLEMENT
Ensure the initial request is significantly larger or more expensive than the follow-up request to create contrast.
Highlight the value and benefits of the smaller request to make it more appealing after the larger request.
Use persuasive messaging to justify the smaller request as a compromise or concession.
REAL-LIFE EXAMPLES
Software companies often present users with a premium subscription plan first, then offer a basic or free plan with limited features as an alternative.
E-commerce websites may offer users a high-priced product as a suggested item, then present them with a more affordable alternative or discounted version.
Subscription services may present users with a comprehensive package of features and benefits, then offer them the option to customize their subscription by removing certain features for a lower price.