Showing posts from August 16, 2009

Selling something NEW is hard: is iPod a case in point?

People often don’t respond well to something NEW -- whether it is a product, service, or process. There’s typically a long build-up period for new things when awareness spreads and acceptance grows.

In The Dollarization Discipline, Jeffrey J. Fox and Richard C. Gregory say "One of the most difficult challenges in selling is persuading customers to purchase a new product or service when they are currently satisfied using an established, entrenched technology or methodology."

Let's look at three NEW "things" . . .

1. Slow iPod sales at start
iPod had a slow sales climb at the start. See chart below taken from a Guardian blog.

2. Solution to Energy problem available in 1976
2009 TIME 100 honoree Amory Lovins had the solution to the energy problem back in 1976. The rest of us have taken 33 years to catch up. Amory kept his "green" drumbeat going and his patience has paid off. As you know, his arguments are now accepted wisdom.

3. Barry Marshall gulped a glass of…

"Done to me" Vs "Done by me"

Not everyone sees Change as bad. People see Change as good or bad depending on whether they or someone else initiates it.

Rosabeth Moss Kanter (Harvard Business School professor and author of SuperCorp: How Vanguard Companies Create Innovation, Profits, Growth, and Social Good) observes that Change is "always a threat when done to me, but it is an opportunity when done by me."

In her HBR Voices article, Rosabeth continues "Many people hate change because it is inflicted on them; someone else is making them do it. On the other hand, people change all the time and love it, because they go after something they want - a new venture, a new book, a new spouse, a new baby, a new home, a new career step. In fact, when change is someone's chance to act on personal goals, it is not even called change. It is just my project."

Do you think this simple observation is a helpful tool for Change leaders?