In applying the foot-in-the-door technique to a reluctant client, which action aligns with the two-step approach?

• A. Ask to come in the home
• B. Schedule a follow-up appointment
• C. Present a large initial request
• D. Wait without asking

Answer: (A)

The two-step approach starts by getting a small, easy commitment to open the door for a bigger request later. In this context, asking to come in the home is the best fit because it’s a low-threshold request that invites cooperation without pressing for something large right away. Once the client accepts this small step, you’ve built rapport and a sense of cooperation, which makes it more likely they’ll agree to a later, more substantial request.

Waiting without asking doesn’t initiate any commitment, and presenting a large initial request runs counter to the technique because it triggers resistance. Scheduling a follow-up appointment could come as the next step after the initial entry is granted, but the key first move is inviting them inside.