The place to start with any behaviour change situation is to break it down.
It just doesn’t come easily to me, calling people and interrupting their day. Whether it’s my introverted nature or star sign, I have always had a mental block against cold calling – a problem when you are running a business and need to spread the word.
Pretty clearly I needed to change my behaviour. Putting aside “doctors make the worst patients and teachers the worse students”, I became my very own case study of how to change behaviour. Here’s how I did it.
Behaviour change model
The place to start with any behaviour change situation is to break it down into four questions:
1. What’s the current behaviour? i.e. Not cold calling
2. What’s the desired behaviour? i.e. Cold calling six businesses a week over across at least three days
3. What are the barriers to change?
4. What are the enablers of change?
This is the model I developed and use with clients to get to the heart of the problem and design solutions.