Create Buy-in by Making People Feel the Pain
Create Buy-in by Making People Feel the Pain
To successfully implement change, it is crucial to first get buy-in from the people who will be affected. One of the most effective ways to do this is to make them feel the pain of the current situation.
The Psychology of Change
People are naturally resistant to change. They will not be motivated to adopt a new way of doing things unless they are convinced that the old way is no longer working.
How to Make People Feel the Pain
- Ask, Don't Tell: Instead of telling people what the problems are, ask them to identify the challenges they are facing.
- Group Discussions: Facilitate group discussions where people can share their frustrations and complaints. Misery loves company, and this process can help to build a shared sense of urgency.
- Quantify the Pain: Whenever possible, quantify the negative impact of the current situation. For example, show how much money is being lost or how much time is being wasted.
- Focus on Drawbacks: Have people list the drawbacks of not changing.
By intensifying the pain of the status quo, you create a strong desire for a better solution, making people more receptive to the change you are proposing. This is the first and most critical step in The 10 Steps to Implement Any New Policy.