Getting Past “No”
During these challenging economic times, many people are thinking harder and longer about purchases before parting with their money. For small business owners, this translates to hearing “NO” more often than in the past. Learning to get past “NO” and to successfully keep the potential customer engaged is critical. Here are some tips to help you get past “NO” and even turn some into a “YES!”
Congratulate Yourself
Or perhaps even CELEBRATE! Hearing “no” means you actually asked someone to buy your product or service. You put yourself on the line knowing that your offer may be rejected. Congratulations! Your ability to be persistent and continue to ask for business in the face of adversity is a key factor in your success. Give yourself credit for taking this step.
Don’t Take It Personally
As small business owners, it can be difficult to separate ourselves from our businesses. This is especially true for services providers who personally perform the work. However, in most cases, potential clients are saying “no” to what you are offering, not to you as a person. For example, have you ever bought a product or services from someone with whom you would otherwise not have chosen to interact? Here you were saying “yes” to the purchase but not necessarily to the person.
Seek Out the True Objection
The most common reason people give for not purchasing is money, or more accurately lack of money. In reality, there is usually a more significant underlying reason for the “no.” When you hear this objection, become curious and keep the conversation going. Questions like, “if money wasn’t an issue, what else would stop you from moving forward with this purchase?” can help you to uncover and overcome other objections. This may also be an opportunity to use any feedback to fine-tune your product offering.
Consider Offering a Guarantee
A common reason for not buying is a fear that what you are offering won’t work. If you are consistently hearing this objection, and you are highly confident in your product/service’s ability to meet the client’s needs, consider offering a guarantee. While offering a guarantee has many pros and cons, it can be extremely effective.
Schedule a Follow-Up Appointment
“I’m extremely interested, but now is not the right time.” This is less of a “no” and more of a “not right now.” Instead of just adding this person to your follow-up list, why not schedule a follow-up appointment or meeting? This will greatly increase your chances of actually connecting with the person and will help you to gauge if timing is really the issue.
Move On
If it becomes clear that you have a solid “no,” just move on. Keep track of how many “no’s” you typically get for each “yes.” Every time you uncover a solid “no,” consider yourself closer to that “yes.” Seek out that client for which you and your services are a great match.
These are just a few tips of overcoming objectives and getting past “no.” If you are struggling in this area, please contact me at 561-630-7047 to schedule a complimentary consultation. Together we can discover solutions that work best for you. Call today!
Scott Walkinshaw
Business Coach & Speaker
South Florida
Walkinshaw Coaching, LLC