Cathy Stucker - The Idea Lady

Attract Customers and Make Yourself Famous

The Terror of Asking

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This is a guest post from Robert Middleton, and it really resonated with me. I can empathize with Rose. When I started my business I had a very hard time asking. But unless you are able to ask–for the meeting, for the sale, for whatever you need–your business can not succeed. Read on to get insight into your terror of asking and start working toward your breakthrough.

Rose is a talented and determined consultant and coach who works with medical professionals to help them become more balanced in their work and their lives, overcoming stress and burnout so common to the medical profession.

She’s worked with a number of doctors who have completely transformed their practices, along with their degree of fulfillment and satisfaction as medical professionals.

When Rose came to me she had some good written marketing materials but her website needed a lot of work, and she needed to re-package her services to be more comprehensive.

I gave her directions to improve her website and packaging and before long she was presenting her business powerfully both though articles and on her website.

Rose had the kind of clients who were not easy to reach through networking or giving speaking engagements. She was getting calls from her website, but we determined that a good approach for her would be to call hospitals directly and talk to program directors, send her materials, and follow up for meetings.

With her impressive track record, Powerful message, quality materials, and numerous case studies, I felt that this would be an excellent way to connect with her prospects directly. And in the past she had been called by these same program directors who in turn referred her to their burned-out doctors.

And then she hit a wall. 
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Is Rejection Good?

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rejectionWe generally fear rejection and, when it happens, it can be upsetting or even depressing.

No one wants to be turned down by a potential client or someone else to whom we have reached out. Perhaps you asked for their business, or you hoped to collaborate with them on a project or you made some other type of proposal. When you hear “no” (or worse, nothing) it can be dispiriting.

So is there a bright side to rejection? There can be, if you take the right approach. Ask yourself these questions.

Was this the right offer? Be a little brave and ask why they said no. They may not be willing to say, or may give you an answer that is not 100% honest, but you might be surprised what you learn. Sometimes the no comes because they don’t want or need what you offer right now, it could be price or terms, or it could be that the offer wasn’t clear.

The feedback can help you improve (or maybe even rescue the current situation). Do not completely remake your offer to suit them, but you can make some tweaks (or perhaps just explain it better) and that may be enough. Use what you learn when approaching others in the future.

Was this the right time? The need may not exist right now, or they might be focused on other issues.

If the door is left open, you can approach them again when circumstances change.

Was this the right person? Perhaps the person you approached was not a good fit with you. Their personalities or priorities may clash with yours, or maybe the person is just a jerk. In any event, you are probably better off not working with them.

Next time, look for the right people to do business with. Put a questionnaire on your site to help potential clients and partners self-screen. Make sure your image is in line with what your ideal clients expect.

Don’t take rejection personally. It often isn’t personal at all. Even when it is, it does not mean that there is something wrong with you. It means that you or your offer are not a good fit with the person you approached. Or it may mean that there is something wrong with them. ;o)

Good salespeople know that rejection is part of the job. The more people you approach, the more you will hear “no.” But approaching more people also means that you will hear “yes” more often.

Don’t fear rejection. Accept it, learn from it, and move on to the next “yes.”