The warning signs of defending the status quo
Friday, 2 September, 2011 Leave a comment
My admiration for Seth Godin is pretty well documented. He consistently sees things that others don’t and simplifies what some make unnecessarily complex.
If you don’t recognise some of these traits in yourself that is, perhaps, understandable. BUT, if you have experience of sales or endeavouring to introduce a new product, concept or theory then you most certainly will identify with some techniques intended to resist what is new…even when resistance is irrational!
Thinking different (or even just keeping an open mind) can mean seizing a competitive advantage…or survival.
When confronted with a new idea, do you:
- Consider the cost of switching before you consider the benefits?
- Highlight the pain to a few instead of the benefits for the many?
- Exaggerate how good things are now in order to reduce your fear of change?
- Undercut the credibility, authority or experience of people behind the change?
- Grab onto the rare thing that could go wrong instead of amplifying the likely thing that will go right?
- Focus on short-term costs instead of long-term benefits, because the short-term is more vivid for you?
- Fight to retain benefits and status earned only through tenure and longevity?
- Embrace an instinct to accept consistent ongoing costs instead of swallowing a one-time expense?
- Slow implementation and decision making down instead of speeding it up?
- Embrace sunk costs?
- Imagine that your competition is going to be as afraid of change as you are? Even the competition that hasn’t entered the market yet and has nothing to lose…
- Emphasize emergency preparation and the expense of a chronic and degenerative condition?
Calling it out when you see it might give your team the strength to make a leap.