Taking No for an Answer
Although it is hard not be discouraged by a negative answer, there are some things you can do to change your mindset and take some of the sting out of hearing no.
Whenever you ask for something, you will hear, “No,” much more often than, “Yes.” That’s just the way it is. If you are trying to set up appointments, make sales, attract publicity, get a contract or whatever, you will hear no many times on your way to yes.
Remember that it is probably not personal. What you are offering is not a good fit for them at this time. That’s all it means. Don’t internalize it as a personal rejection.
Use the no to generate leads. Ask the person saying no if they know anyone who would be interested. They may be able to steer you to someone who will say yes.
Have lots of irons in the fire. If you have only one potential deal in the works, and it doesn’t happen, it can be devastating. However, if you have three, five or more other things in process, the no is just a disappointment. You still have lots of other possibilities.
Although it is a cliche, think of every no as bringing you closer to yes. Remember that you have to hear the nos or you won’t get to the yes.
Reward yourself when you hear a no. If you are making cold calls, or following up on a press release, drop a quarter in a jar at your desk whenever you get a no answer. Save up your quarters and use the money for a special lunch or other treat.
Do not waste a lot of energy trying to turn a no into a yes. When someone raises an objection, countering it can sometimes win them over. However, with a flat “no,” trying to convince them to change their answer to yes is likely to annoy, not persuade, them. Accept a no for what it is. (Although if timing seems to be the issue, you may want to ask if you may contact them at a future time.)
If you believe in what you offer, others will, too. It is just a matter of reaching enough people that you find the customers who need you. Don’t let the nos get you down.
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