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foot in the door

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    Persuasion Systems Entry #0251

    Why a small favour precedes a large request

    The first yes is small enough to cost nothing. The second is large enough to matter. The bridge between them is the need to stay consistent with the self.

    Novice
    The hidden part #0251

    Consistency with the self is the lever. The first favour does not persuade; it creates the identity that the second favour appeals to.

    Open file
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    Reward Loops Entry #0617

    Why the first pack is cheap and the second is not

    The starter bundle is priced to be impossible to refuse. Its real job is not the sale itself but turning a non-payer into someone who has paid once.

    Adept
    The hidden part #0617

    The starter pack does not sell items. It sells the first “yes,” after which every later yes is easier and priced accordingly.

    Open file
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    Achievement Architecture Entry #0722

    The reason onboarding hands out a trophy in the first minute

    An instant onboarding trophy converts a tentative first visit into a committed relationship by giving the user something to lose before they have decided whether to stay.

    Adept
    The hidden part #0722

    A trophy in the first minute is not a reward for arriving — it is a deposit the user will not want to forfeit by leaving.

    Open file
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    Achievement Architecture Entry #0719

    Why a badge is awarded for the action you already took

    Awarding a badge retroactively for an action already completed reframes a past behaviour as the start of a pattern, priming the user to repeat it for future recognition.

    Adept
    The hidden part #0719

    A retroactive badge rewrites the past into a habit. Three coincidences become a streak, and the streak demands a fourth.

    Open file