When I speak or present a workshop or webinar, this dilemma of “buy in” is by far one of the most common problems that business owners and marketing managers have. When we talk about “buy in,” what we’re really talking about is change.
It’s a fact that in today’s environment, if you want to attract, engage and sell to the modern, hyper-connected buyer, you must facilitate change is some fashion.
The problem that our clients and others face in adapting to change is that humans are programmed to seek pleasure and avoid pain. Very often, it much too much trouble to effect change within an organization and thereby missing out on many selling opportunities.
“Change happens when the pain of staying the same is greater than the pain of change.” –Tony Robbins
In order to facilitate buy in (change) within your company, there are many questions that need to be answered, a few of which are:
- What consistent, useful information do I have or can I produce to sway opinions?
- What analogous examples or stories can I convey that will ease the holdouts into a different mindset?
- What solid data can I provide to alleviate the perceived financial burden of changing the status quo?
- How can I address the “Emotional Quotient” of change? (ie: Suspicion, skepticism, fear, frustrations, need for structure and certainty, and feeling threatened).
- What tactics do I have to shut out the “anti-change agents”? (the Debbie Downers, malcontents and naysayers).
If you’re struggling to answer the above questions, contact us today.
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