When I ask this question to business owners, often their minds go directly to rejections.
But actually, rejection is not such a bad answer. When I prospect says “NO”, you now have permission to move on.
Of course, you’d prefer if they said YES! That would be sweet, right? Unfortunately, even if you’ve got the most amazing business in the world, even if your product is free, you’ll never always get a YES. Some people will always have a reason to decline your offers. That’s just the way it is, and you need to be comfortable with that.
So, back to the topic. What’s the worst answer then? In my opinion, and the opinion of many other business experts, the worst answer is “Maybe”.
When a prospect says Maybe, she’s undecided. And now you have a responsibility to follow up. You have a responsibility to find out any hidden objections and handle them. You have a responsibility to do your best to turn that Maybe into a “No” or a “Yes”
That’s why many negotiation experts advise going for NO. One of these experts is the late Jim Camp. Jim was known as the world’s #1 negotiating coach, and he’s the author of “Start with No” and “No: The Only Negotiating System You Need for Work and Home”.
Jim’s strategy is based on making sure that from the very beginning your prospect knows that he’s allowed to say no.
“Maybe” is a frustrating answer.
It’s also the most common answer you’ll get if you are not targeting the right people with your marketing. Or if you’re not clear who is your ideal client, because although your service can be for everyone, the way that they’ll understand your message will be different.
On the other hand, when you’re really clear on your ideal clients, and you have the right messaging to match. It becomes easy for the prospects to self-identify and make a definitive decision.
There’s something else that can drastically increase the number of Yesses that you get. And that’s the Know, Like and Trust factor. When your prospects know who you are, they like you and they trust you, it’s so much easier for them to say yes to your offers.
My Service Business Blueprint can show you exactly how to build that Know, Like and Trust factor.
If you want to get your hands on a free copy, leave a comment below and let me know.