Selling change

Making a disruption or introduction is never free of distracters, fear or hurdles.  Especially when you change a process with technology, do the naysayers and status-quo evangelists step up (usually because they don’t appreciate or value the differences the technological change will bring – to them).   

Answer: it's less the fear of change than the hassle of change. What we have now is working; the new thing requires learning the new way and figuring out how to move existing assets (files, data, software, configuration, workflows) to the new platform or system.

Specific Industries are more susceptible to this, but nearly all battle or submit to the hurdles to adoption of change.  We can help to lay-out the ease of our process in emphasizing how much focus we place on training and configuration and user community ease-of-adoption.  We can show prospects how our expertise is not just technology and solving problems with it, but to ensure employee adoption is a priority and skill we maintain. 

In addition, many of our development plans focus on adding new functionality to win new deals, or upgrading functionality to help existing customers. But what about our competitor's customers? How can we help them? Do you want them to drop what they've been doing and switch to you? If "yes," we need to make it a development and marketing priority. Make "Switch" a development and marketing theme for an entire release or series of releases. Develop tools to move their data, workflows, scripts, configurations. And create marketing programs to explain how easy you've made it to switch.

 Great Quote...

 "Change is measured in dollars and sense."

Happy Changing.  

James Dobbs