Here’s a message exchange from LinkedIn that began promisingly. A fellow group member politely offers to help with referrals.
However, as I reject each suggestion, he responds with a request for a bigger commitment. If you’ve read Influence by Robert Cialdini (one of the classics of marketing psychology), you know that’s backwards. Research shows that when people turn down a big request, they’re more likely to comply with a small one….but not vice versa!