Foot in the Door
How one small step -- just getting your foot in -- has created massive opportunities since the beginning of time.
The Science
It literally works.
In 1966, psychologists Jonathan Freedman and Scott Fraser published a landmark study at Stanford. They proved that people who agree to a small request first are dramatically more likely to agree to a much bigger one later.
0%
of people who said yes to a small request first then agreed to a large one.
0%
agreed to the large request cold -- without the small ask first.
0.5x
more likely to say yes when you get your foot in the door first.
Source: Freedman, J.L. & Fraser, S.C. (1966). "Compliance without pressure: The foot-in-the-door technique." Journal of Personality and Social Psychology, 4(2), 195-202.
Real Stories
They all started with a foot.
Steven Spielberg
The foot
Snuck onto the Universal Studios lot at 17, found an empty office, and put his name on the door.
The door it opened
Became the highest-grossing director in film history.
Oprah Winfrey
The foot
Got a part-time radio job at age 17 while still in high school.
The door it opened
Built a $2.5 billion media empire.
Steve Jobs
The foot
Cold-called Bill Hewlett at 12 years old and asked for spare computer parts. Hewlett gave him a summer job.
The door it opened
Co-founded Apple, now worth over $3 trillion.
They said it best
Across centuries, same truth.
“A small opportunity is often the beginning of a great enterprise.”
“I will prepare and some day my chance will come.”
“Opportunity is missed by most people because it is dressed in overalls and looks like work.”
“If a window of opportunity appears, don't pull down the shade.”
“All you need in this life is ignorance and confidence, and then success is sure.”
“All our dreams can come true, if we have the courage to pursue them.”
You don't need the whole room.
You just need a crack.
Get your foot in. The rest follows.