Written by: Vickie Sullivan  |  June 12, 2025

Help Clients Say Yes by Overcoming Resistance to Change

A recent client conversation reminded me of something important. Behind every “yes” to a bold idea is a quiet fear about what it takes to follow through. That’s the real challenge thought leaders have: overcoming resistance to change.

This is why clients often say “yes” to big ideas but never act on them. The concept feels right, but internal doubts quietly fuel hesitation and delay.

Promoting the benefits and urgency of a bold idea can spark strong initial momentum. But fear tends to surface at the first sign of trouble. That’s when resistance takes over and change efforts start to go off the tracks.

The best way to overcome resistance to change is to focus on approach. I’ll use my recent experience as an example. When I proposed a bold move, my client’s initial reaction was hesitation. But after more conversation, it became clear that they weren’t rejecting the idea itself. They were afraid they wouldn’t be able to execute it. Once we explored a more comfortable path forward, the resistance faded and the “no” turned into a yes.

Thought leaders are expected to be provocative, to advocate bold moves that make a difference. But recommending change is only the beginning. You also must anticipate the initial resistance. In many cases, that first “no” simply means, “I don’t know how to make this happen.” Guiding clients through that uncertainty is what truly helps in overcoming resistance to change.

Now Read This:

• When Clients Resist Change: How to Navigate Change Fatigue
• Competitive Branding for B2B Professional Service Firms

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