So….your client or potential client told you NO.
And quite frankly, you’re feeling a little deflated.
And you’re wondering what happened.
And it may have been for a variety of reasons.
- Your product or service wasn’t positioned as UNIQUE enough.
- They have a better relationship with another supplier.
- Timing was wrong.
- You were asking the wrong person to make the decision.
- They’ve spent their budget already.
- They just didn’t “click” with you and your company.
- You weren’t the right fit. (or at least they FELT that way)
- And a million other reasons too long to mention here!
Remember The Last Time You Said No!
We say NO to many things every day.
In fact, most consumers ARE NOT buying what is presented to them every day. They don’t feel they have a need or want for it.
TODAY.
But that can change lady – in an instant.
And if you’re someone who goes into a corner and says:
” Well, I’m NEVER contacting THEM again.”
… you may be missing out on some of the best customers of your life.
So even when you get a NO – make sure you act gracious – not desperate – and do this:
- Ask them for their advice. What areas do you need to improve in your product or service that would make it easier to buy from you the next time? (and then don’t beg and plead that you can do that – it makes you look saaaaaaaaaaaaaad.)
- Follow up with a thank you card. Thank them for the opportunity to present to them and for their time. Don’t sound like you’re “canned”. And the odds are that even the person that got the deal – won’t follow up with a thank you card.
- Stay In Touch. Ask the potential client if they would like to receive new tips and information related to their business. Stay in their radar once every 6 weeks or ask if they’d like to receive your newsletter (and that newsletter had better be amazing!)
Remember – things change. That’s part of the beauty of life and selling.
And the best way to REBOUND is to be pro-active with a plan.
So there.
I am someone who surrounds myself with positive quotes, pictures, people – you get the idea! I absolutely NEED it – it helps keep me uplifted, energized and hopeful. (and we ALL have days when we need a little boost!)
Here are a few of my secret inspiration pick-me-ups.
I LOVE receiving Daily Quotes and here are 2 FREE resources that I adore:
1) http://www.kristincoach.com/ I love the quotes Kristin has chosen – always seem to come in exactly when I need them!
2) http://www.tut.com/ Mike Dooley was one of the featured speakers on The Secret – he is weird (but in a lovely way) and I absolutely love his “Notes From The Universe.” In fact – I went out and bought both of the books!
Andddddddd – if you want some Daily SALES INSPIRATION – then you had better click here for my 365 Daily Sassy and Savvy Sales Quotes From Your Sales Diva!
(They aren’t free – but they may AS WELL BE – I only charge $27 for the ENTIRE YEAR.)
http://www.salesdivas.com/motivational-tips.php
You’ll get a laugh, you’ll get a different perspective and you’ll also get some resources, and the people who receive my DAILY quotes say this:
“Kim -where have you been all my sales life???
Like I said before, I LOVE your stuff!”
Pauline Relkey http://www.paulinerelkey.com/
Check it out here:
http://www.salesdivas.com/motivational-tips.php
OK – I have a silly confession for you!
Something I use to refresh my brain and to put the end to writer’s block – is to play this hilarious little word unscramble game called Chicktionary.
(Because really – all of us need a little brain break with some chocolate!)
It’s a game that tests how many words you can form from the letters given by the chickens.
It’s funny – the chickens even “squawk” at you when you screw up and honest-to-goodness it really does the trick for me!
Check it out here: http://g.msn.ca/ca55/207
(Just wait – I’m working on my New York Times Best Seller)
Have fun!
There is a resource out there for you that applies to all types of business.
It doesn’t matter whether you own a retail store, have an internet based business or you are in the service industry.
And this resource is FREE.FREE. FREE.
However – you’re probably NOT using it.
What is it?
You guessed it – THE MEDIA.
So Why Aren’t YOU Sending Newsreleases
To Your Local and National Media?
Easy. You’re:
- Scared to. ” Me – ON CAMERA – forget it!”
- Insecure. ” Why would they want to hear from me??”
- Unsure of what to do. ” What topics would they want to know about?”
- Worried you’ll look or sound stupid. ” I might screw up my words!”
- Thinking they might throw tomatoes at you. (They won’t!)
One of the BEST ways to attract attention to your business is to get into the media.
And 2 of the best resources that I have used are 2 incredible ladies:
1) Joan Stewart. The Publicity Hound www.publicityhound.com
2) Jill Lublin. Promising Promotion. www.promisingpromotion.com
Both of these ladies offer fabulous free info on their ezines, have wonderful teleclasses etc and blogs.
Trust me – I’m a woman who worked in the Canadian national television media for 15 years – if you want MORE MONEY – you need MORE MEDIA attention.
So there.
Yawn.
This is the first thing I think of when someone I don’t know contacts me by:
- Saying “Kim, when is the best time to call you – Tuesday or Wed?”….(they are in high-pressure sales mode)
- Sending me direct mail that is all about them. (double yawn)
- Sales proposals that use boring language, boring visuals and boring benefits. (nothing that relates to me or my needs)
No One Needs Any More Mediocrity
So my Diva Dare to you is:
Spice up those sales proposals! Make them relevant, visually interesting…make someone drooooooooooooooool they want it so bad!
So there.
Oh boy – did I ever just learn something cool!
How? Well I purchased something from the famous on-line bookseller Amazon.
I am a voracious book reading nut – so Amazon is one of my favorites!
And today – it just popped out at me – a tool that I definitely should be using….and SO SHOULD YOU!
Just as you are about to check out – Amazon says…
” People buying this product have ALSO bought….”
It is up-selling with finesse! (MUCH better than ” Would you like fries with that?”)
Think about this with your business….how could you apply the phrase ” People buying this product have ALSO bought…”
Something worth thinking about isn’t it?
One of the best strategies I did for my business this year was to launch a viral movie.
What’s viral? Wellll – when people see your 60-minute inspiring message they send it on to some one else and so on and so on.
My movie is http://www.thesalesdivasmovie.com/
Two good friends of mine also produce viral movies and I just love their stuff.
They are fabulous to watch when you just need to be inspired and only have a few minutes!
Take a look:
www.sevenwondersofourworldmovie.com/?MIAMSRC=KIM&ref=81
www.AcresDiamondsMovie.com/?MIAMSRC=KIM&ref=81
http://www.grumpymovie.com/?MIAMSRC=KIM&ref=81
http://www.speedsuccessmovie.com/?MIAMSRC=KIM&ref=81
http://www.thejoymovie.com/?MIAMSRC=KIM&ref=81
Something I LOVE, LOVE, LOVE doing is following up with clients in unique ways.
(Yes – I am the person that once Fed-Ex’d a football with my proposal wrapped around to it to a huge football fan client)
Remember – anyone can send a boring email.
The one I hate and you had better NOT ever use?
” Hi John – I just wanted to touch base/check to see/ if you had reviewed…”
Gag.
Be creative lady! But remember – you have to make sure it is relevant.
Here’s a FREE sales resource I recently found in O Magazine – I’ve used it already and my clients contacted me back ASAP – they loved it!
www.petcentric.com
Have fun following-up!!
Love, Kim
