1. Do you get more if you ask for more? View as slide show Adapted from AdPrin.com

2. American Cancer charity drive Assume that you are trying to raise money for a charity in a direct mail campaign. Which approach would produce the most donations: asking for A.“ $5 or $10 or $25 ” or B.“ $50 or $100 or $250 ” ? Click this slide for the results. Option A brought in 2.5 times as much. Why? A small request (“even a penny will help”) is harder to refuse. And once you agree to donate, you do not want to look stingy. Adapted from AdPrin.com2

3. Consider making small requests (Principle 5.4.3) For a summary of the experiments, see Persuasive Advertising, p 115. The effects were sometimes large. As noted for the American Cancer study, donations were 2.5 times larger for those who received the smaller request. (See Weyant & Smith 1987).Weyant & Smith 1987 Evidence on this principle is limited to social causes.

4. Based on this exercise, write a small application step for yourself, and set a deadline, preferably within one week. If you are working with someone else, share your application plan and the results of your application. For example, make your requests smaller and easier to fulfill. Adapted from AdPrin.com