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to Survive No, Thanks. In Business
by Dr. Rachna D. Jain
When owning or operating a business, it's inevitable that
sometimes, people will not buy your product or service. This
might occur early in the contact cycle, or it might occur
later, after you've expended some amount of time, money, and
effort. While this never feels good, here are 10 ways you
can minimize its impact on you and your business.
1) Maintain a very high level of regular self care. This means
that you make a commitment to your health and needs for sleep,
exercise, good nutrition, and relaxation. It means that you
have adequate reserves of time, money, and resources so that
you have more than you need in all these areas. If you don't,
today, have more than you need getting to this
level should be one of your first priorities. There is little
worse than needing a client to buy so you can
meet your monthly rent payment. Take strong action to increase
2) Find a different spot to stand in. This means that you
find a way to shift your perspective on the process. Some
will take rejection and use it as an excuse to never try again.
Others will find a way to use the experience and make it in
something bigger, more generative, and more powerful. Which
approach is more likely to foster success?
3) Consider that the solution might be not this way
- try another. This means that this event might, actually,
give you a guidepost of how to move forward on your next attempt.
If you can, find out why the prospect did not buy your product
or service. A simple follow-up call can show you ways to improve
your selling process for next time.
4) Remind yourself that it's not personal. This means, don't
make the person's decision as reflective of your talents,
or your abilities. Some people are not right for you or your
company, and some people are. When someone has said No
be glad. They wouldn't have been happy with what you offered,
and may have cost more (in time, effort, special requests)
in the long run. It's easier to do this, by the way, when
you don't need the sale - see tip #1.
5) Decrease the time you spend with people who don't respect
you, your product, or your service. This means, instead, spend
more resources cultivating people who value what you offer.
Generate an ideal prospect profile and stick with
this. Your bottom line will reflect the difference.
6) Keep moving on. Very often, we take a no and
we think about it
plan what we'll say
in short, we live the event hundreds of times
when, in fact, it was just, really, a few minutes in our life.
The best antidote to this is to take the next action, and
the next, and the next. Keep moving forward and don't dwell
on the past.
7) Broaden your definition of success. The number one reason
people feel bad when someone says, no is because
they feel a strong attachment to the outcome. Instead of looking
at outcomes, or being attached to how things turn out, perhaps
you can look at success as getting out there in the first
place. How would it be if you went for effort rather than
outcome, even sometimes?
8) Start a success journal - immediately. For every No you've
ever experienced, you probably could list tens (if not hundreds)
of situations in which people said Yes! to who
you are or what you offer. When you feel upset or down about
one particular situation, aim to list at least 100 things
you've succeeded in already.
9) Shift your focus from what happened. Distract yourself
by thinking of all the good and fun things you want to attain
or achieve. Whatever you think about gets bigger in your life,
so make sure you're thinking good thoughts. Take each experience
as an isolated occurrence, not the absolute, ultimate truth.
10) Commit to routinely attracting more customers than you
need. No, thanks is much easier to handle - economically
- when you have a steady flow of qualified prospects streaming
in. If you aren't in this position, be sure to revisit your
marketing plan and recommit to daily marketing actions. It's
easy to get away from this when business picks up, and harder
to generate momentum when business goes down.
Taken together, these strategies will help you overcome No,
Thanks.while building a more successful business.
About the Author:
Dr. Rachna D. Jain is a sales and marketing coach and Director
of Operations for SalesCoachTraining.com. To learn more or
to contact Dr. Jain directly, please visit http://www.SalesandMarketingCoach.com,where
you can sign up for her free email newsletter, "Sales
and Marketing Secrets".