When a long-standing client resists market trends, the focus should be on aligning their vision with changing realities through empathy and data-driven insights. Understand Their Perspective Present Data and Trends Showcase Success Stories Propose Incremental Steps Focus on Value Ultimately, the goal is to guide them toward seeing change not as a threat but as an opportunity for growth and sustainability.

When a long-standing client resists market trends, approach with empathy and strategy. Start by understanding their concerns—fear of change or loyalty to traditional methods. Share data-driven insights to highlight how adapting aligns with their long-term goals. Use examples of competitors thriving through innovation to inspire urgency. Frame adaptation as an evolution, not a rejection of their core values, and identify small, low-risk steps to ease the transition. Offer support through workshops, trend analysis, or pilot projects to build their confidence. Reinforce that embracing change secures relevance and growth in a dynamic market. Adaptation isn’t about leaving the past—it’s about future-proofing success.

One thing I’ve found helpful is starting by understanding why the client is resisting—fear of change, loyalty to old methods, or uncertainty about new trends. From there, I focus on aligning these trends with their long-term goals, showing how adapting isn’t a compromise but a way to stay competitive. I also help them build an action plan tailored to their business and personal needs, so the change feels manageable and purposeful. By breaking the plan into small, practical steps and celebrating quick wins, they gain confidence in the process. It’s not just about presenting data but guiding them toward change in a way that feels right for them.

Ignoring market trend can actually be good - if the market trend are coming from competitors only. You need to decide on whether following the herd or to see what is the GAP in the market and then stand-out. Therefore before judging on whether my client is ignoring - we need to evaluate whether this is actually the best way to become a category of one.

I appreciate long standing clients because we have established a real solid working relationship. That allows me to understand and know them on a deeper level. That allows me the opportunity to tell them the truth in the manner they need to hear it, so they can respond to the information. Using the example of the Salmon swimming upstream, only a few make the journey. Because going against the grain is hard. And that is celebrated in American Culture, the whole Lone Ranger or Rambo mythos. But in business, that is not always the case. Technology constantly evolves and it is important to understand when the trends are driven by technology(pagers to mobile phones). There are times where you need to get right... or you'll get left.

If your long-standing client is resisting market trends, then first of all ask yourself if you are doing a good job! Then: 1. Present data-driven insights to show the potential consequences of resisting market trends, such as losing competitive advantage or customer relevance. 2. Share examples of similar businesses that embraced market trends and achieved measurable success, demonstrating the tangible benefits of adaptation. 3. Recommend starting with small, low-risk initiatives to test new approaches, helping the client build confidence and adapt gradually.

I have found that honesty is the best policy. Everyone can smell a fake. So my truth is to tell the truth. Translation, I am direct. Now the relationship is important and I want my client to choose the path that makes sense, so I will deliver the truth in the context of a story or a parable. "Our iceberg is Melting", the NBA with the proliferation of the 3 point shot, NCAA football with the read option, Television with the mockumentary concept, there are so many examples that are readily available to show that those that fail to identify and adapt to the market trend were swept up and fossilized. Who wants to be a fossil? My point exactly.