Everyone says that the WANT change, that they want new products and things that will make their life easier; if you work in an industry where you consult or work with clients, they may be telling you how much they want fresh blood and new ideas, but when push comes to shove, they may just balk and reject the change you have to offer. If you understand that there is a big part of human nature that fights change, even while individuals are claiming to want it, you might be better able to make changes with your home business operations.
It can take a subtle and careful hand to bring about change in someone else’s life and the bigger the change (the larger the purchase or if a client is switching service providers or consultants), the harder it can be. When I was younger and greener, I remember being completely confused that they same people and institutions who had been talking about how much they wanted and needed a change and a fresh approach were the very same people to put the breaks on any genuine progress.
You have to appreciate all the elements that are at work. If you are working with a company or organization, expect politics, history, and personalities to come into play. Even if you are working with one or two people, there will be more individuals who make up the company culture who do not necessarily want you to change a thing.
Understand that change can be scary and unsettling–even if you are trying to get a customer to switch lipstick or shampoo–giving up the old and welcoming the new can take a little persuasion. Try focusing on the benefits and use your active listening to hone in on what matters to the individual. I think it can also help if you stress that no decision is cast in stone–offer a sample or a trial period when you can so they know they can change their mind if they need to.
Finally, understand that it might take a little time for the new ideas and products to sink in. Allow for that time and provide gentle and constant support–without being pushy or impatient. If it is a major change, then you can expect it will take time for the decision to be made and for things to move forward. You can also expect a little resistance even after the choice has been made–you’ll need to offer some reassurance and support after the sale or contract too.