'Tendency to make decisions based on what is familiar'
The familiar feels secure, comfortable and reassuring. While such confidence may be misplaced, it shouldn't be denied. If a client has saved with another provider for many years, the idea of moving away can seem daunting.
If it makes sense for a client to change providers, but there's a reluctance to do so, consider the following actions:
- Leave plenty of time for the client to acclimatise to the change.
- Remind the client of the cooling off period and the chance to change their mind.
- Provide clear understanding of the benefits of the proposed strategy.
- Emphasise the strengths and qualities of the new organisation.