By Rieva Lesonsky
Some clients are just a tough sell. You may be the most persuasive salesperson in the world (all your friends say so!) but when it comes to stubborn clients you may think it’s easier to give up. As a small business owner, you’re always selling. Whether it’s selling your business idea to a small business lender/investor, selling the earning potential of your business to a landlord, or selling directly to a client, sometimes it’s hard to stay positive.
When you’re facing rejection, it’s easy to get discouraged. If the number of times you hear the word noseems to be increasing, you may begin to expect rejection, and it could become a self-fulfilling prophecy. Try tips to pull yourself out of the negative tailspin.
- – Ask yourself “What is the worst that can happen?” Obviously the answer is you’ll be told no–and how horrible is that really? Will one no harm your family or destroy your business? No, it won’t–so realize you’ll recover and move on.
- – Start out small. If you already know the client is going to be a difficult sell, set small goals, such as getting another meeting or setting up a phone call, instead of hoping to make the sale then and there. If you can accomplish something, you’ll feel better about your prospects.
- – Put yourself in the client’s shoes for a minute. What could be the reason you’re getting a noanswer? Maybe it has nothing to do with you and everything to do with the client’s business or how their day is going.
- – Remember that as bestselling author and marketing guru Seth Godin said, “Everyone is not your customer.” Try to remember that when you are hitting a dead-end with a client. Sometimes to stay positive you need to cut your losses and move on to greener pastures.
Rieva Lesonsky is CEO of GrowBiz Media, a media and custom content company focusing on small business and entrepreneurship. Email Rieva at email@example.com, follow her on Google+ and Twitter.com/Rieva and visit her website, SmallBizDaily.com, to get the scoop on business trends and sign up for Rieva’s free TrendCast reports