If you are in network marketing or direct sales, you have undoubtedly had to deal with people saying NO to your opportunity. How well do you handle rejection? How about if you turned it around so that you could actually look FORWARD to rejection? If you get upset when people say no, you will be much more prone to getting clingy with them and chasing them. No one wants to be chased, and if a prospect suspects you are chasing him, he will not only run from you, but it will crush your chances of bringing him into your business later, and lower your chances of getting a referral from him.
Don’t take the No’s personally. When someone says no, they are not rejecting you as a person. They are simply saying that your opportunity or product is not right for them, right now. You’ve got to get to a point where you have “engaged detachment.” You connect with your prospect, but you remain detached from their decision to proceed with you.
Embrace the NO. It gets you closer to a yes. It is still a numbers game.
In the book “Go For No!” Richard Fenton and Andrea Waltz say to have a goal of a certain number of No’s each day as you are prospecting. Look at your current success ratio, and figure out how many No’s it takes to get a certain number of YES’s. Set a goal for the number of No’s you want each day, and then count them.
Here’s the thing: if you run into a success streak where you are getting more YES’s than you expected, don’t quit!! Keep going until you get the base number of No’s you are targeting. This way, if you have a success momentum going, you won’t stop prospecting.
Many times, when people have success, they kick back and relax for awhile. However, when you are feeling SO good from having success, that is the BEST time to talk to more prospects. They will feel your high energy and you will have even more success. If a professional athlete was having an awesome day and breaking records, would you think the coach is going to pull them out of the game?
Here are a few points to remember:
- A NO isn’t necessarily a NO; it could mean ‘not right now.’
- If they say NO, thank them for their time and ask for the referral (“I see the timing isn’t right for you right now. Who do you know that is looking for ways to earn extra money?” or “Who do you know who might be interested in looking at this business?”)
- Talk to more people
- Realize you have to work through the numbers
- Set a goal for how many No’s you are going for each day, and don’t stop until you get there
- The more No’s you get, the more practice you get, the better you will become at prospecting, and the less you will be bothered by NO.
Get good at prospecting. Know in advance that more people will say NO to you than yes. It’s just the way it goes. You will get better with more practice. It will give you more confidence and self esteem. It will help you sharpen your skills.
When someone turns down your opportunity (product or service), realize it is all part of your plan and how you are developing. It is helping to create your story. Every experience you have, positive or negative, helps prepare you for what is coming next. Just keep pushing forward.
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