Today I’m going to talk to you about some of the reasons that customers say no to you. Now, it’s never a great thing because its always, well, pulling back really from what we don’t want to hear; it’s always more difficult if they’ve said no to you. But let’s have a look at some of the reasons why. Well, there are three factors when you walk in the door.
1. The first one of course is yourself.
So, shock-horror, they might be saying no to you. So, it’s important that you come across as authentic, in fact you are authentic, and you don’t need to act. It’s important that they like you, because it may well be that they say no at the end, but they’re not going to say, ‘It’s because I don’t like you’, but clearly that could be one of the reasons, they don’t like you. So, its very important from the beginning that you come across as professional, likeable, and trustworthy.
2. Secondly, they might like you, but they don’t like your product.
It may well be that they think, ‘Well, this isn’t a product for me’, and again it’s important that you make sure that they understand your product, and make sure it’s a correct fit for their requirements. So, they need to like your product.
3. They might not like your company. They might not find you online, they might try to ring you, and you never answer.
So, there are three main components to why a customer would say no to you. What can you do about it?
As I say, it’s more difficult to bring it back once they’ve said no, but you can do something like this…
‘Well Mr Customer, in my experience if a client’s not going with us, there’s a reason, there’s something I haven’t covered. So, it may well be that I justhaven’t done a good enough job in presenting myself’.They might say, ‘No, no, no, we like what you are, we like what you’ve done’.‘Oh, that’s fantastic, so it’s not me then?’‘No’.‘Okay, so the other thing it may be is, that the product hasn’t fitted, maybeyou’ve not understood it properly. Maybe I need to really explain it, can you see for example that the planning I’ve put in place can save potentially your children’s inheritance?’They may say, ‘No, no, no, we’re happy with that’.‘Okay, well finally, the only other thing I can think of is the company. Now, can I assure you, our company is fantastic, and I’ll happily bring with me next time we meet three or four testimonials of clients/customers that have dealt with us?So, if you’re happy with me, happy with our product, and you’re happy with the company, then there’s no reason not to go ahead’.