In one of the largest small business surveys performed in Australia (over 1900 respondents), more than 35% of small business shoppers of accountants, lawyers and monetary planners indicated they had been unsure whether or not they would stick with their current advisers or leave. (Supply: Information Community Media/Entry Management Company Business Survey – 2009)
We title this the substitution fallacy. We often make the idea that we are able to substitute what worked nicely beforehand with the most effective answer now. Or at a different level, we mistakenly imagine we can substitute our personal preferences for these of our clients. We ask, “What’s the best coloration for our packaging?” We assume that if we discover the packaging appealing, so will our clients. We think about that our needs, our desires, and our needs are the identical as theirs.
Each motive seems to be the right one.
Historically, storekeepers and shopmen …