Client No

How to Handle When Prospects Say NO

​If there is one word you'll hear a lot when freelancing it's going to the be word NO. A lack of response the same as a NO, although it's actually worse because it drags on indefinitely. 

If you don't develop a tough ​skin, ​this business is going to get to you pretty quick. It did with me in the beginning. 

Prospects who say no will discourage you. When I first started this business, after each pitch, I would check my email every fifteen minutes hoping for a response from the prospect. Of course, I would hope it would be a yes answer.

I would also ​spend a portion of my time reading up on the topic I pitched. While this may seem like a productive activity, it isn't. You should already have a good command over the topic you pitched. Otherwise, why pitch it? This doesn't mean you need expert-level knowledge for every topic you pitch. The point is, wait until you get the job before "boning up" on the topic. Your time is better spent pitching more, looking for guest blogging ops, etc.

Here is a little trick to help put this into perspective.

As soon as you make any pitch, consider that pitch as being ​Dead ​On ​Arrival (DOA). In other words, treat it as though ​the prospect instantly responded with a ​NO answer. Move on and pitch more. Or, move on and write that blog post you've been putting off.

When you treat it as DOA, you free yourself up from the emotional baggage that comes ​from ​clinging to the hope that maybe, just maybe, the client is going to say yes. Detach yourself from the process and do what you need to do to ​advance your business.

This works for me and I believe it will work for you as well. Give it a try and let me know how it did for you.

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Comments

  1. Great advice!

      • salesmanager@shopperscove.com
      • November 16, 2017

      Thank you for your comment, Noelle. I am glad you found it useful.
      Best Regards,
      Jim

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