You can’t be a great marketer unless you accept the strategic value of a NO.
Why are marketers afraid of getting a NO?
The stupid logic of selling people stuff they don’t want.
Some where along the way, you were trained or misled to believe that you can change people’s mind if you just kept trying and learn to overcome their objections. There is a grain of truth in this flawed logic. It turns out you can change some people’s minds if you have enough time and money. Unfortunately, most of us don’t have the time or money.
Taking a NO personally.
Are you one of those people who takes it personally when someone says NO to your product or service? How’s that working out for you? Can it be your product or service is simply not a fit at this time or is it that they just don’t like you that much? You get to decide.
You’re okay with people not being able to tell you YES or NO and you require no call to action, even if it’s a NO.
What are the conditions you are willing to accept by having a marketing process enabling prospective clients to include or exclude themselves as quickly as possible?
Never let a customer say NO because they don’t understand the value of what you’re offering.
It’s okay to have a prospective client say NO because what you offer is not a desired solution, but it’s never okay for them to not understand how you can be the right solution.
What can you add from your experience about the apparent strategic value of a NO?
No has tremendous strategic value because it redirects energy toward options with the greatest possibility of success. Arguing with a no (or trying to avoid it) keeps us running in ever smaller circles. It creates a cycle of negative self-talk and halts creativity in its tracks. But the minute we can hear a no clearly, we can move on.
BTW, I found you through my friend, Mark Silver, and am looking forward to learning more from you.
@Molly, What you just said about the strategic value of NO is what I wish I would have had the skill to have written for my blog post. I love the way you summarized.
BTW, Mark Silver is my new favorite Mark in the world. He surpassed my cousin Mark, because my cousin didn’t invite me to his BBQ throwdown:)