The nature of direct sales is all about asking. Asking for the sale, the host, the join. And guess what – asking is hard! It’s almost as if we are programmed to take rejection personally. Our inner monologue says crazy things like “Oh gosh, she said NO to hosting. She hates me, I’ll never sell again.” NO! That’s not it at all! When someone says no, they are saying no to that specific offer, at that specific time. If you offered someone a cookie, and they said no, would be go stick your head in the oven? Of course not! (However I would probably question her judgment about my incredibly delicious cookies.) Same idea, let’s change that mindset.
First of all, no doesn’t always mean no. No might mean, “no, not right now.” No might mean, “I’m swamped with kids and school and soccer games, call me in a month.” No might mean “my husband is traveling all month, try me again next month.” No might mean, “maybe around the holidays when I can do my shopping.” No might simply mean “please keep asking.”
So here’s a challenge. Think about a Go-For-No challenge, either with your team or just with yourself. You goal is to contact as many people as you can from your lead lists, and get the NO. Your goal is to get the no! Tally them up! Strive for 10, 25, 50, 100 no’s! Practice the ask, and get comfortable with the NO. Develop your follow-up questions, that are appropriate for your business:
- No problem, I understand. Would it be okay if I call you in a few weeks/months to see if the timing might be better?
- No problem, I understand. Would it be okay if I add you to my email newsletter so we can stay in touch?
- No problem, I understand. Can I mail you a catalog to browse at your leisure?
And if you get some bookings or sales out of it in the meantime, great. But that is not the goal of this challenge. The challenge is to Go-For-No! When you get to your target number of no’s, reward yourself. Whether it’s with some of your business product, supplies, or maybe just a cute new pair of shoes. You worked your business, and you earned it! You are learning to be brave, and get comfortable with people saying no, being OK with it, getting the next follow-up opportunity, and then moving on.
And if by chance some business and bookings came out of it? GREAT! Chances are you also have a great follow-up list now for next month, some new emails to add to your newsletter, and perhaps some catalogs to mail out. This challenge is about putting yourself out there, and finding the benefit of NO. It’s there, you just have to be brave enough to find it.