November 13, 2011

Why "No" Can Be a Very Good Word to Hear

Monday Morning Match is a quick post - maybe a quote, inspirational story or idea - intended to spark some motivation inside each of you so your week gets off to a fantastic start on Monday morning.

"Would you like me to give you a formula for success? It's quite simple, really. Double your rate of failure."
~ Thomas J. Watson, Founder of IBM

What's on your agenda for business development activities this week? Do you have some time penciled in to proactively build your business?
Seriously. As you're reading this on your desktop, mobile device or tablet, what are you planning this week to grow your business ON PURPOSE?
If you don't already have at least two appointments scheduled with prospects to potentially secure new business or if you're not meeting with clients of yours to generate referral business, you might not be spending your time wisely.
Change Your Focus
Instead of picking up the phone or knocking on doors expecting or searching for someone to say "yes" to you, I suggest you change what type of answer you're looking for.
Start looking for the "no's."
Why? Because I'm positive that you'll have more success finding "no's" than you ever will finding the "yeses."
It's been said that it takes about 9 "no's" to get to one "yes," so there's going to be a lot more failure than victory unless you are looking to get nine people to say "no" to you each day. When you are seeking a positive response it can get discouraging to constantly hear "no" or "not now." If you start aiming for the negative replies to your inquiries you will get on a roll and the only thing that could derail your efforts is if someone actually says..."yes?"
Can you imagine actually being upset by a prospect having interest in meeting with you to discuss the purchase or sale of a home!!! The nerve of some people. (sarcasm intended)
"Hey Mrs. Manager. I have had a horrible day. I came in today to make calls until I heard nine people say "no" to my inquiry. I figured I could knock those nine calls out in less than 30 minutes.
"You know what happened? 3 of my first 6 calls actually were glad I called. I had some great conversations with them and I even was able to set up 2 appointments. The other is heading out of town but said we should get together when they get back because they might want to look at some investment opportunities to take advantage of these great interest rates they have been reading about.

"I sure do hope the next few people I call just tell me "no." I've got things to do!"

Change Your Results

Are you willing to keep making calls to hit your quota of "no's" you were looking for. How bad would your luck be if you kept reaching people who have a need instead of just rejecting you so you can go on with your day?
Not a bad problem to have, huh?
Find some people to build relationships, solve problems and have fun with. Or find people who don't want to do any of those three things.
Either way, you're going to win.