Maximum Influence: The 12 Universal Laws of Power Persuasion by Mortensen Kurt W

Author:Mortensen, Kurt W. [Mortensen, Kurt W.]
Language: eng
Format: mobi
Publisher: Amacom - A
Published: 2004-07-09T04:00:00+00:00

How to Use the Law of Contrast

By reviewing the examples that were just outlined, you can guess the steps you need to take when employing this law. But let’s try to simplify the process a little bit by looking at a few different elements of the Law of Contrast.

Starting High

As the name “Starting High” suggests, make sure your initial request is really big—not so big that it is totally unrealistic, but big enough that you know you will get a “no.” Then, follow this initial request with smaller offers that will bring about the result you really desired all along.

For example, fundraising organizations often send letters asking for donations in amounts that are usually pretty high for most people’s pocket books. Soon after the letter is sent out, the organization places a follow-up telephone call. The person making the call asks whether the letter was received and then makes a request for a smaller donation.

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