A few days ago, I shared a powerful psychological ‘trick’ I first learned from Robert Cialdini that gets people to say yes to your requests (even pesky ones like asking for Google Reviews).
And by using this trick (which is actually just one word) I showed you how you can skyrocket your chances of getting people to gladly do what you ask of them because it plays on their desire to be perceived as generous, selfless and kind.
Because I had so many responses from you (sorry if I haven’t gotten to all of them yet) I’m doubling down with another gem from Cialdini he calls “Rejection-then-retreat.”
But before I walk you through it, could I ask you a massive favour?
Can you press reply and tell me why you love being subscribed to my email newsletter? I’d love to tailor more of my content to what you love.
Are you still just reading?
Damn, I was hoping you would oblige.
At the very least, read this email to the end so you can learn another one of Cialdini’s psychological magic tricks because it too, packs a powerful punch when deployed appropriately.
Ok, I’ve stalled enough. Here is how it works:
1. You start out with a big request. Something that you never actually expect your prospect/reader/client to agree to.
2. When they don’t oblige, you make a concession and ask what you wanted all along.
This is the 101’s of negotiation. You set the asking price way higher than what you’d accept, and you play price tennis until you land on a price you expected to sell it for.
We’ve adapted this concept of rejection and retreat by creating a program called the ‘Elite Athlete Program’.
It’s $400 per week; and for the past 3 years, we’ve only ever sold it once.
The rest of the time, it’s worked perfectly as a form of rejection-then-retreat (in this case, retreating to sell our flagship program — the Athlete Development Program).
This form of rejection-then-retreat reciprocity works like gangbusters… but be careful.
Because reciprocity is something that wears out quickly if you abuse it.
So use it carefully, wisely, and ethically at all times.
– Karl Goodman