onestepfurther.co.uk - Quickstart - 3 Reasons No Is A Good Answer



	Quickstart - 3 Reasons No Is A Good Answer Please add bev@onestepfurther.co.uk to your address book so your issue of *Quickstart* reaches you each week. PAY IT FORWARD & Tell a Friend - We grow by recommendation so why not invite others to join. Who do you know that's left the corporate world and set up business as a consultant? Have you received *Quickstart* from a colleague and would like to receive future issues? Join the *Quickstart* community and get a free ecourse Discover the 5 Most Incorrect Assumption that Independent Business Consultants Make. Go to www.OneStepFurther.co.uk *Quickstart* *Grow a Profitable Consultancy and Still Have Time for a Life* In this issue Note from Beverley - Happy Independence Day One Step Further - 3 Reasons No is a Good Answer Ideas Bank - The Value of a Great Business Card Personal Reflections - Staying On Purpose Note from Beverley As our American colleagues and friends celebrate "their independence" join with me in wishing them a happy holiday. In doing some research on the actual declaration of independence I wanted to share with those of you, not familiar with the text, part of the wording. "We hold these truths to be self-evident, that all men are created equal, that they are endowed by their Creator with certain unalienable Rights, that among these are Life, Liberty, and the pursuit of Happiness" So today I wish you Life, Liberty and the Pursuit of Happiness. Make of them what you will - your future your choice. Have a good week Beverley bev@onestepfurther.co.uk +44 (0) 1344 625713 www.onestepfurther.co.uk One Step Further Many people regard "NO"” as a really negative response - especially from a client. However, I believe there are 3 positive reasons why this is not necessarily so. Simply changing your perspective on the situation can bring about different practical and emotional outcomes 1. It Gives You A Platform On Which To Build No doesn't always mean no. No can mean a) No - not at the moment b) No - not as you have outlined c) No - not for me but you might like to speak to Mr X No - Not At The Moment gives you a follow up opportunity. If not now when would it be useful for you to get back in touch? Whatever the answer put that date in your diary and stay in regular contact. For example, if they say "call me in 6 months" - Put the date + 6 months in your diary - Make a note of exactly what the client would like to discuss at that time (write it down now so you don't forget when the time comes) - Every 4-6 weeks until the 6 month point, communicate with them by sending them something of value and interest (Do not send them "salesy" stuff) This will help them remember you when you do call at the 6 month point No - Not As You Have Outlined is an immediate opportunity for you to get further clarity on your clients specific needs. If they don't say - not as you've outlined - ask them. No - Not for Me but you should speak to Mr X, is a great solution. It shows that they have listened, been interested enough to consider what you are saying and they are thinking about who might benefit, even though they themselves are not interested. It also shows you have demonstrated something to them of sufficient value that they are willing to refer you to someone else. You can even ask them if they would mind making an introduction for you to Mr X, which will make that first contact much easier. 2. No Allows You To Move On A definite no allows you to learn from that encounter and move on to a different client who will say yes. Now of course you DO need to have qualified that no does mean no and doesn't mean no not at the moment as highlighted in point number 1. It is important that you take time to review and learn from your encounter before you move on for 2 main reasons. Firstly you do not want to repeat the process in a similar situation, which may occur if you don't take the time to review what you did prior to and during the process. Secondly, learning can increase the chances that if you made misjudgements you do not repeat them. Don't be in a rush to move on without reflecting why you got a no. Sometimes it has nothing to do with you but if you don't ask or at least review what you did - you'll never know. 3. It Is An Answer Sometimes any answer is better than no answer. At least with a no response you can make decisions about what to do next. There is nothing worse than waiting and waiting for a response. Email and phone "ping pong", not being able to plan effectively and sleepless nights are only 3 problems with no answer. So even though no may mean no at least it is something you can act on. No is not necessarily a negative response. With a mind shift it can be very positive. So embrace NO with renewed energy! Ideas Bank This week's topic is The Value of a Great Business Card - find out more and get some pearls of wisdom by going to the Ideas Bank and clicking on the relevant link at the top of the page. For next week why not offer your thoughts, experience and tips on How To Handle Objections. If you have stories of how you have overcame a "steely" client we'd love to hear about them. Perhaps you use particular language that helps you avoid objections or perhaps you don't believe there are such things as objections please send these and any other pearls of wisdom by email to bev@onestepfurther.co.uk As always if you have contributions you wish to make on any of the current topics in the Ideas Bank, they will be very much appreciated by me and your fellow *Quickstart* readers. There is a wealth of knowledge and experience and I'm sure creativity, out there waiting to be shared. Just drop me an email at bev@onestepfurther.co.uk with your Ideas Bank deposits. Personal Reflections Each week I get a number of emails from *Quickstart* readers. Most of them are very positive, complimentary and constructive. A few make me pause and reflect on what, how and why I continue to write *Quickstart* on a weekly basis. What ALWAYS happens is that I reconnect with my brand, which I am passionate about. I know what One Step Further will look like "when it is finished". I know what part *Quickstart* plays in building that business and I am happy that I am on track - most of the time. And your point is (I hear you say)... Just because a few people don't like something or don't really get why something is done in a particularly way doesn't make it wrong. It just makes it not right for them. Marketing is a way of clients/fans deselecting themselves and that's OK. If I changed the format, style and approach every week or reacted to every point of view many people would probably think * this is all over the place * it doesn't have a purpose * it's not what I want or need * it doesn't connect me to anything * what is this person/business trying to do * I'm going to unsubscribe The purpose of a brand is to create a connection to its niche or target audience. It is not to try and please everyone or attract everyone. So unless the majority of over 570 readers tell me they no longer get value or enjoy *Quickstart* things won't change dramatically although development will occur, as it should. Hopefully what will change is the word spreads amongst the consultant community across the globe and 570 readers becomes 600, 800, 1000, 2000 ++++ Best Regards Bev bev@onestepfurther.co.uk +44 (0) 1344 625713





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