Once you go through the exercise outlined in Step 2 – and if it feels right – you might want to ask your prospect for feedback. It may really be worth it!

How I turned a “No” to a long term happy client.

During my early years in corporate sales, I remember loosing a great prospect to one of my competitors. A few weeks later, I decided to call back Mr. John G. I always do what I can “to not burn bridges.”  This is roughly how the conversation went:

“Hello Mr. G, this is George “H”. I appreciate the opportunity you gave me to work with you and respect your decision to go with a different company.

We always try to improve the quality of our service and I was wondering if I could ask you a question. Is there something I could have done better, differently to earn your business?  If so, I would appreciate your feedback.”

Mr. John G. took considerable time and gave me invaluable feedback.

Besides the lesson I learned that day, Mr. G. valued my initiative so much, that he ended up becoming a loyal client after all. That one phone call sure was worth it!

Remember the third step:

If it feels right, why not call back your prospect and ask for feedback?

As always, I welcome your comments.

Look for the lesson – if there is one.

Although prospects may choose to conduct business with one of your competitors for reasons that you cannot control, it is always a good idea to ask yourself if there is something that you could have done better or differently during your interactions with your prospect.

Here is a simple idea. Take a few days to clear your mind. Mentally replay your experience. Take a piece of paper and draw a line down the middle. On the left column write down all the things you felt you did well, and on the right column things that perhaps you could have done better. You may find it helpful if you go though this exercise with an associate, mentor, or coach as they may be able to give you a different perspective.

If you feel that you could have done certain things better, simply learn from the experience, and move on with your action plan to grow your business.

Remember the second step for turning rejection into business opportunity:

Look for the lesson – if there is one.

Retain Your Personal Power -

In the business arena, facing rejection is normal. It means that we are out in the world connecting with people, beginning conversations, and offering our services. Although I don’t believe that anyone would admit to enjoying it, there are business owners and professionals who have learned how to effectively manage it. They have developed the ability to often turn it into business opportunity, and use it as a stepping stone to attain their broader goals, and realize their greater vision.

What is the first stepping stone?

Retaining your personal power, and remembering NOT to take business rejection personally.

This may be very difficult to reconcile. How can we possibly not take it, personally?

The reality is that prospects make decisions based on their own reasons. These reasons frequently have nothing to do with you at all. Long standing personal relationships, preferences in different products and services, and wrong timing may be reasons why your prospects decide to conduct business with one of your competitors.

Here is the important realization:

When your prospect says “no thank you”, direct their lack of interest to your business proposition. At that particular moment in time, your prospect is simply not interested in your services, plain and simple. Try to remember that they are not rejecting you as a person. Although people can say no to your business proposition, no one can reject you as a person, unless you allow this to happen.

You are the one with that personal power. Don’t give it away!  

Rejection is a tough pill to swallow. Having said that – and speaking from the experience of a tested entrepreneur — it can be turned into business opportunity. Remember The First Step:

Retain your personal power, and DO NOT take it personally.

I Wish You All the Best!

George Haralampopoulos

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