This insightful Forbes article takes great pains to explain why the concept of “getting a foot in the door” is still a crucial sales concept, even in an era when more and more human interaction is conducted through a digital intermediary.
It rightfully notes that salespeople should focus on getting recalcitrant customers to consent to making a small agreement, such as giving out email address, in order to get them to commit to a purchase in the future.
Read the full article here: http://www.forbes.com/sites/jaysondemers/2016/05/12/why-the-foot-in-the-door-method-works-according-to-science/#280c05067b78
