You're dealing with a client resistant to change. How can you adapt your problem-solving approach?

I learnt this from a direct seller dealing in Ayurvedic medicines. He said, "people certainly fear trying new things, but they're also looking for solutions to their problems for a long time now. They have tried many things/treatments, all in vain and that's what is the cause of their fear. What I do, is to bring out that fear. Once that is done, the door is opened. Sympathizing with them and agreeing with them is what gives them assurance that they can trust me." This made me realise that change is inevitable, but we still fear it due to many reasons. Failure, crushing hope, facing the unknown, faulty implementation approach, the politics, peer pressure are just to name a few. So, what exactly your client is afraid of, first FIND THAT OUT

Trust building is a slow process. It takes time, patience and efforts. The clients have their own challenges, fears, principles, and beliefs which made them resistant. You're not the first person trying to convince them to change, and neither the first-person using trust-building approach to convince them. They have seen more than enough people like you. So, the only thing you can do is BE SINCERE. Sincerely try to build trust and relationship with that client. Address to him/her on personal level, just not on business level. However, don't change who you are just to impress that client, because believe it or not, people can identify fake to real pretty quickly. You can't deceive! Be true to your principles and beliefs.

"Speak in their language" As discussed earlier, a change resistant client often is afraid, that means they are emotional. Addressing emotions with logic won't be much helpful. But understanding their emotions, delivering your solution in a way they emotionally understand is effective. and that is done when you hear those clients attentively. Without dumping them in the technical terms, have a simple conversation with simple and plain words. Speak to them in their language, if possible.

While providing solutions, be ready for counter questions. The more the questions, the better it will be for you. It means the client is giving you an opportunity to clear his doubts, address his fears and thus a chance to you to prove that you are in their favor. Once the client feels you're in their team, it will be easier for them to accept your proposed solutions

By focusing on small steps, you can help your client gradually adapt to change in a controlled and less intimidating way. It’s a strategic approach as small steps mitigate risks, gives a chance to celebrate milestones and thus build confidence in the process

Following up is a tough task especially when your proposed solutions are not being accepted (or worse considered). However, follow up means committing to the relationship and trust you had built during the interactions in past. Ask for the progress they are making with the methods they adopted which are not yours. No need to dive into details if not allowed. But getting a general idea of the situation would help you understand client's POV and reasons of not choosing you. That's where you learn what you're lacking. And if you're not being chosen due to pure bias, then forget, forgive and move on from that client. Make yourself better.

Always remember, "Slow and steady wins the race." Trust is not built overnight. Sometimes, aggressive approach to turn a change resistant client works, but that's rare. Don't rely on that approach alone. Try various things, but without compromising your own beliefs and principles