Why change is so difficult, and seven ways to make it easier
by Scott deMoulin | posted on April 21st, 2008 | Mindset for Success
“In times of change the learners will inherit the earth, while the learned find themselves beautifully equipped to live in a world that no longer exists.”
Your business, your clients, and your world are in a constant state of movement and change. The above quote from Eric Hoffer does a great job of explaining the importance of embracing change. If you stand still or stop growing, then your competition may pass you by, or the needs and wants of your clients may change.
It’s been said that people don’t like change and yet the facts show that in the process of change is usually when you are the happiest and most productive. People actually like change, they just don’t like being forced to change, especially by others.
Whether you need to change to keep pace in your business, or you are asking your clients to make changes when they invest in your product or service, you’ll often run into resistance. Let’s take a look at why people tend to resist change:
- You might feel awkward or uncomfortable
- You might feel alone or isolated
- A feeling you can only handle so much at one time
- A tendency to look at the negative first
- A belief that you lack the resources
- People are at different levels of readiness
- Conditioned to revert back to old habits
It is important to recognize these feeling so you can identify them when they show up for you, and so that you are prepared to deal with these issues when they show up for your clients.
Here are seven things to remember when you’re running into resistance to change:
- Ninety-six percent of the population will go through life doing what they know and end up getting more of the same results in their business or life. When you ask someone to change, you might cause them to feel some discomfort. Get them to see how they will grow by stretching a little and how they will benefit.
- People feel supported in their current relationships, even if they are stagnant. Remember, an undisturbed prospect will not buy. If they see more comfort in not changing than the benefit of making the switch, then they will stay the course. You must get them associated to the pain of not changing and the pleasure of having the right kind of support if they do change.
- If someone is already in a state of overwhelm, then you must get them to make room for the changes you are asking them to make. Clear the clutter or space needed to make the change.
- Unless someone loves to take risks, they will likely be focused on why a proposed change won’t work, even without doing their due diligence or giving your product or service a try. Skip the facts and features and focus on the emotional benefits they will gain when they say ‘yes.’
- You must frame how you want to your client to see the change. They will tend to look at why they don’t have the time, resources or ability to make the change, so be prepared to handle this in advance. We always have the resources if it is important enough to us.
- Know your clients’ needs and wants in advance. You must meet your prospects where they are. Sell them what they want and then give them what they need.
- If you haven’t been able to get them to raise their standards, hit their emotional hot buttons, or make it important enough they will likely revert back to business as usual and do what they know or what is easy. You must get leverage on them get them to see the value and benefits of your product or service well in to the future.
Finally, the most important advice I could give you about change comes from a powerful quote by Gandhi:
“Be the change you wish to see in the world.”
4 votes, average: 4.75 out of 5
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May 13th, 2008 at 2:54 pm
An unbelievably well written article! This is one of the best articles I’ve read as a business owner. It clearly states the facts, and the outcomes utilizing these specific solutions.
This is a great article to provide to our clients, it will assist them in their decision making process, it will pre-close for us.
Thank you,
Bruce
May 14th, 2008 at 12:20 pm
Bruce,
Thanks for you comments and kind words. I am thrilled to see you found the value in understanding the psychological effects of change on your clients and more importantly that you will be using it.
Good luck!
Scott
June 18th, 2008 at 4:36 pm
What an outstanding article! Each and every statement resonated to my soul. We will definitely use this for our ‘growing’ business partners when they seek answers. You’ve done a nice job articulating the critical areas in which you need to focus when growing your business. Thanks so much.
June 19th, 2008 at 1:45 pm
Thanks for your feedback Becky. I hope you can put this to great use in growing your business.
With appreciation,
Scott
July 28th, 2008 at 10:47 am
We are change agents at OWLS, Inc., so our Ideal Clients are those that, to some degree, want to change something dysfunctional in their organization. But, even change agents have to change; so, we’re in the process, with OneCoach, of developing a more precise definition and more profitable and marketable system for what we do: change companies for the better by improving their people by developing their communications and leadership skills.
September 7th, 2008 at 7:43 am
Great article, I love everything about your work. I have always said you will remain the same until the pain of remaining the same is greater then the pain of change. I feel this is so true
trish
October 25th, 2008 at 4:00 pm
Wonderfully written and extremely helpful. Thank you.
October 29th, 2008 at 8:58 am
Finally, the most important advice I could give you about change comes from a powerful quote by Ghandi:
“Be the change you wish to see in the world.”
THE ARTICLE IS JUST SO FANTABULOUS JUST ONE REQUEST IN THE ABOVE MENTIONED QUOTE THE SPELLING OF “GANDHI” IS WRONG.IF YOU COULD CORRECT IT IF POSSIBLE, IT MATTERS AS HE IS THE FATHER OF MY NATION.
December 7th, 2008 at 8:48 am
congratulations for making this world a better world
February 15th, 2009 at 4:19 am
Great post, thank you very much!
March 10th, 2009 at 1:22 pm
ME GUSTARIA SABER DE USTEDES YA QUE A LLEGADO ASI MI PERSONA INFORMACION VALIOSA Y QUE SE QUE USTEDES ME PUEDEN AYUDAR ATENDERLA DE MEJOR MANERA
August 30th, 2009 at 10:08 am
This is a great article. I think I might be in the right place.
October 9th, 2009 at 8:31 am
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Please greeting for me
I don’t speek English very well.
October 28th, 2009 at 7:17 am
Great blog maybe said best from nike
just do it