The law of consistency

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The law of consistency goes like this: “People like to be congruent with what they say and do, and if not they really feel bad about themselves.”

How does it matter in business?

An experimental study conducted by psychologist Steven J. Sherman showed the number of volunteers for a cancer association increased by 700%. Wow…why is that? Simply because they were just sent a survey beforehand asking them about their view on volunteering.

Another study conducted by Daniel Howard showed that the number of residents agreeing on having people coming to their houses and selling them cookies increased by 100%… just because, when called before, they were asked about their feeling and given enough time to answer that question, saying things like: Good, Great, Really well…

The law of consistency is behind a well-known negotiation technique called the Foot-in-the-door technique. The principle is simple: When negotiating, just get as many yesses as possible in the beginning…so your interlocutor feels positive, sticks with that positivity and find it really difficult to say no later on.

Lori Greiner says “In business, it is most often all about getting your foot in the door and once you do, everything opens up and things start to naturally progress into bigger and more opportunities.”

To know more about the Law of consistency and how to use it in your Business. Click on the links below:

Commitment and consistency examples

Commitment and consistency at work how to master persuasion in your workplace

Foot in the door technique how to get people to seamlessly take action



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