Last updated on Jul 8, 2024

You're facing resistance from clients on new market trends. How will you navigate conflicts and drive change?

Navigating client resistance to new market trends requires a blend of empathy, strategy, and education. As an account manager, you're often at the forefront of introducing these trends, and your approach can make all the difference in how they're received. Understanding your clients' concerns and addressing them directly can help ease their apprehension and pave the way for a more productive dialogue about the benefits of embracing change.

1 Understand Concerns

When clients push back on new market trends, it's essential to listen actively and understand their concerns. They may be worried about the risks, costs, or the disruption to their usual business practices. By acknowledging these concerns and providing reassurance through data or case examples that illustrate the long-term benefits, you can build trust and open the door to further discussions. Remember, empathy is key; show your clients that you're not just a vendor but a partner invested in their success.

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Sadig Tahir

💼 Business Development Manager | Marketing & Sales Specialist | CMO & CSO | Internal Auditor | CFO & Accountant | COO & CEO | Brand Strategy Expert | Managerial Accounting Specialist
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Accurate analysis of the market is very important. You must pay attention to accurate analysis This makes you ready to justify all changes to customers Numbers are often more reliable than talk Explain the reason for the changes carefully and based on the analysis information you maintain Explain the risks and benefits of the changes so that customers understand them

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Kenneth Siah-Ann TAN , M.Sc(Maritime Studies),B.Sc (Economics)🇸🇬

Director, The Shipping Academy (SG) |Shipping |Logistics |Special Cargoes |Bunkering |Chartering Brokering |Dangerous Goods |Ports Terminal |Military Cargoes |Procurement |Sales Marketing |Academia |Consultancy |
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How will you give good advice to your best friend ? A client is your best friend . Your buddy . If there are trends detrimental to their business or landmines ahead - would you let your best buddy get hurt ? Of course not , but then again a buddy is human they may or may not take yr advice - I will present my case , and sincerely advice … but the choice is theirs and theirs alone to make - there is always free will . Anything that can be solve by money is never a problem - but goodness ,sincerity, trust are pillars more important to cultivate in a long term relationship .

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Joan Bernard

Customer Success Manager, Account Executive & Sales Professional | Helping Technology Companies Translate Business Goals to Reality
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When clients push back on new market trends, it's essential to listen actively and understand their concerns. They may be worried about the risks, costs, or the disruption to their usual business practices. By acknowledging these concerns and providing reassurance through data or case examples that illustrate the long-term benefits, you can build trust and open the door to further discussions. Remember, empathy is key; show your clients that you're not just a vendor but a partner invested in their success.

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Narendra Kulkarni

Agile Project Manager | Delivery Manager | Customer Success Manager | Account Manager | Process Excellence | Project Management
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Start by actively listening to their concerns to understand their perspective fully. Acknowledge and discuss the potential benefits the new trend can bring, backed by data and case studies if available. Engage in open dialogue to address any specific risks they perceive and propose mitigating strategies. Build consensus by highlighting how competitors or industry leaders are embracing similar trends successfully. Offer a a pilot project to demonstrate tangible results and minimize risk. Throughout the process, maintain transparency and continuously communicate the rationale behind the proposed change. By showing empathy, providing evidence, and offering a structured approach, you can effectively navigate.

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2 Educate Tactfully

Education is a powerful tool in overcoming resistance. Instead of dismissing your clients' hesitations, use them as teachable moments. Provide clear, jargon-free explanations about how new trends can positively impact their business. If possible, demonstrate through a pilot project or a small-scale implementation how these changes can work in their favor. This helps clients feel more comfortable and informed about the decisions they're making.

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Allice Sharma

Business Director | Brand Solutions @ ARM Worldwide
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If the client is hesitant to embrace new trends, they might worry about potential risks, uncertain outcomes, or disruption to their successful business practices. Here's where a strategic approach can bridge the gap. By thoroughly analyzing the trend and its potential impact, you can craft a compelling case that demonstrates how it can benefit the client's business. Presenting real-world use cases and clear explanations empowers clients to make informed decisions with confidence. This not only alleviates their concerns but also fosters a sense of control and ownership over the decision-making process and simultaneously helps you to gain their trust.

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3 Collaborate Closely

Collaboration can turn resistance into cooperation. Invite your clients to be part of the process by seeking their input and integrating their feedback into the adoption of new trends. This not only makes them feel valued but also gives them a sense of ownership over the change. A collaborative approach can lead to more tailored solutions that better fit their unique business needs and concerns.

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4 Offer Assurance

Providing assurance can help alleviate fear of the unknown. Offer support systems such as training for their team or a clear transition plan that outlines each step of the process. Let your clients know that they won't be navigating these changes alone and that you'll be there to assist every step of the way. This level of support can significantly reduce resistance and increase their willingness to adopt new trends.

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5 Showcase Benefits

Highlighting the benefits of new market trends can shift the focus from fear to opportunity. Show your clients how these changes can give them a competitive edge, improve efficiency, or increase profitability. Use success stories or testimonials from other clients who have successfully implemented similar changes to illustrate the potential positive outcomes. When clients can visualize the tangible benefits, they're more likely to be open to change.

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6 Maintain Flexibility

Lastly, maintaining flexibility is crucial when facing resistance. Understand that change can be a gradual process and be willing to adjust timelines or strategies to accommodate your clients' pace. By showing that you're adaptable and considerate of their needs, you create a supportive environment that encourages them to embrace new market trends without feeling overwhelmed or rushed.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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You're facing resistance from clients on new market trends. How will you navigate conflicts and drive change?

1

2

3

4

5

6

7

1 Understand Concerns

2 Educate Tactfully

3 Collaborate Closely

4 Offer Assurance

5 Showcase Benefits

6 Maintain Flexibility

7 Here’s what else to consider

Account Management

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You're facing resistance from clients on new market trends. How will you navigate conflicts and drive change?

1

2

3

4

5

6

7

1 Understand Concerns

2 Educate Tactfully

3 Collaborate Closely

4 Offer Assurance

5 Showcase Benefits

6 Maintain Flexibility

7 Here’s what else to consider

Account Management

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