Feeling ‘rejected’ is never fun. In fact, the (often irrational) Fear of Rejection even keeps many cleaning and restoration contractors from scheduling an incredibly profitable weekly Dedicated Sales Morning. I help every SFS Training group tweak their attitude toward being told “NO!” when I tell them…
View being rejected as just part of your ONGOING sales process! In other words…
Instead of slinking away like a whipped dog with your tail between your legs put your big boy panties on! Just simply view this initial rejection as the first step toward an eventual ‘mutually beneficial’ relationship! (Remember that your prospect is not rejecting you personally. Instead, our normal human reaction is to almost always reject help at first.) So I want you to…
Keep this person who rejected you on your mailing (or email) list and STAY IN CONTACT! After all…
A) They may just not have been ready to make a choice at that moment. Tomorrow (or next month) their needs and/or circumstances may change. Or…
B) The competing contractor they chose may have done a crummy job. Or (more likely)…
C) Your competition did an adequate job but their customer forgets who they used last time! However, (thanks to your consistent mailings) they do remember you!
NOTE: Don’t be that guy who fails to consistently market to (and remind) their previous clients who you are! (CLICK HERE for four tips to make sure your clients always remembers to call you next time!)
Here are some more ‘handling rejection’ tips:
1. Maintain a sense of humor. After all, are you or your family going to starve if you can’t ‘get to yes’ with this particular prospect? (CLICK HERE to learn how to “laugh your way through sales calls”!) You’ll also find it easier to laugh off rejection when you…
2. Get the “Law of Massive Action” on your side! In other words, never pin ALL your hopes on one single prospect- this leads to ‘Desperation Selling’ which is never a fun thing!
3. Always ‘plant a seed’ before leaving. Even when you are brusquely rejected leave the door open by asking: “Here’s my card. Could you put me on your on your ‘vendor list’ for future work?” (CLICK HERE for how to do this.)
I sincerely hope this new view of rejection changes your attitude and reaction after not getting the job even after your incredibly professional ‘pre-inspection’. But how should you handle ‘phone rejections’? Let’s work on this soon!
Steve