How Self-Order Kiosks Use the Foot-in-the-Door Technique to Increase Sales
Published: Jun 6th, 2025
Psychology & Self-Ordering Kiosks – Part 2: The Foot-in-the-Door Effect
Ever grabbed a free sample and ended up buying the whole product? That’s not just great marketing it’s psychology in action. Specifically, it’s the Foot-in-the-Door technique, a powerful method rooted in behavioral science. And yes, your self-order kiosk can use it too. In this second part of our series on Psychology & Self-Ordering Kiosks, we explore how subtle psychological techniques are boosting both sales performance and customer satisfaction in retail, QSRs, and beyond.
What Is the Foot-in-the-Door Technique?
The Foot-in-the-Door (FITD) technique is a psychological principle that starts with a small request to increase the likelihood of agreement to a larger one later.
Think:
“Would you like to try a sample?” ? “Would you like to buy the full-size meal?”
This principle relies on a person’s desire to appear consistent. Once they’ve said “yes” to something small, they’re more likely to say “yes” again especially if the next step feels like a natural progression.
How Kiosks Apply This Technique
Self-order kiosks are uniquely designed to take advantage of FITD without being pushy. Here’s how:
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Micro-commitments: A customer starts an order with something simple like a drink. The kiosk then suggests a combo or an upgrade “Would you like fries with that?" It’s an easy yes.
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Sequential upsells: The interface guides users step-by-step, encouraging small additions along the way—sauces, side dishes, dessert.
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Custom-built logic: Kiosks can use real-time prompts based on customer behavior or time of day to tailor those small asks.
What seems like a personalized suggestion is actually a proven sales technique powered by smart tech and behavioral science.
Why It Works
Kiosks remove the social pressure of saying “no” to a person, which often reduces friction and leads to more “yes” responses. Pair that with strategic timing and visuals, and you’ve got a powerful sales engine on your hands.
The Result? Increased AOV (Average Order Value) and Happier Customers
This isn’t about tricking customers it’s about making decisions easy and pleasant. Customers appreciate when a kiosk remembers their preferences, offers logical suggestions, and provides a seamless ordering journey.
Want to See It in Action?
Discover how Eflyn self-order kiosks use techniques like Foot-in-the-Door to help businesses drive higher conversions and deliver superior customer experiences.