367 - 5 Steps to Getting New Clients

When trying to get a client to switch to your product (or service), you have to understand the resistance to change...in order to get them to change.

Here's a simple META framework that highlights the Top 5 things you need to address to acquire a client from your competitor:

M.oney (cost of switching)

E.ffort (required to switch)

T.ime (investment and delays due to switching)

A.doption and/or A.cceptance (will people/employees/team members use it)

And lastly, but MOST important is ER = Emotional Risk. Your internal champion or influencer is worried about what will happen to them/their career if the switchover fails.

In your presentations or demos, you need to address and assuage all 5 of these concerns in order to get them to switch.