How customers adopt products
As a business manager or owner, you probably face challenges when it comes to selling your products. Today, we will highlight two opposing forces in the adoption of new value propositions by customers:
What motivates people to switch to a new solution?
What holds people back from switching to a new solution?
A) Motivators to switch
Motivating forces have two drivers:
Push: Investigate what motivates people to even look for a different solution? It could be problems with the existing solutions or unhappy experiences. Think of these motivators as the pains associated with using a current product or service.
Pull: It is what attracts customers to a new product or service. In our Customer Profile in the Value Proposition Canvas, these are the gain creators of a new value proposition that connect strongly with the gains customers are looking for. These are the most attractive benefits of the new solution.
B) Blockers to switch
Blocking forces have two drivers that block or inhibit change:
Inertia: What is it about an existing solution that prevents people from switching? What makes it difficult for someone to switch? One example that comes to mind is the Nespresso coffee system. Typically you were locked into the system once you bought the machine (coffee pods only worked with the Nespresso machine). If you wanted to switch, you had to buy an entirely new machine. There may simply also be habits of the present that prevent customers from switching.
Anxiety: Here you highlight a customer’s worries about the new solution. Will it be a difficult service or product to adopt? Does this new product or service even work as promised? Is it reliable? These types of questions can make a person anxious and block the ability to adopt a new product.
AHD Consulting Solution is here to help you with tools and insights to not just deal with these challenges but turn them into opportunities for innovation success. Accessible to corporations of any size, our sprints and programs include interactive workflows, videos, pre-structured workspaces, and much more. If you want to discuss a potential project, you can email on services@ahdconsultingsolution.com or get in touch with us here. Alternatively, you can book in a free 15-minute consultation call here.
