Change Management
Deciding to invest in a new service or process is not easy. Many just can’t accept that something that has been successful in the past, isn’t any more. I’ve personally had one irate business owner tell me “this [sales process] worked when the business was set up ten years back, it should still work now!”
It’s also a problem salespeople and services companies discover when introducing something brand new to market. Simply telling people all the details about how it works, the benefits, which are often huge, and expecting that a quick decision will follow. Logic will win the day. Yeah, right…
Stuck in the Decision Cycle? Take our Quiz
But let’s look at it from the buyers side. You’ve done the research and have a mountain of information. Information isn’t the issue. It’s just that you have some of your own internal, in-house issues to consider first. For example if we relate it to a printer moving towards a marketing services operation:
- How and at what point would you know that adding a new service or skill set to your current print service [or traditional marketing] model would give you additional sales results?
- How would you know that adding new products/services or methods wouldn’t disrupt your current work?
- How would your boss/owner/banker know that any new skills/services investment would actually help you, even though they may be quite different from what the company taught you or is using today?
You really need to figure out:
- if the services/skills fit with your business objective and your belief about who you are or should become. i.e. your business plan;
- if you believe it’s possible or necessary to invest in new skills/services that may differ radically from what you’re doing today i.e. to overcome your fears;
- that it’s even worth the time/effort to learn enough to know if either of the above is true. i.e. have the required passion.
And once you know all of this, then the new services and skills fit right in. Or not.
The issue is that you have been reading about these new services offerings, before you figured out how to change.
Why most hold back on a new investment decisions has little to do with the technology or even the vendors. It’s about you. It’s about figuring out how you change from what you’re doing now.
This is where we help with business plans, expert product selection and implementation – Reducing the risks in new technology investment.
email: zn.oc.tentnirpnull@nivek or fill in the form below
