Is the prospect interested? No.
Did your client agree to your terms? No.
At first glance, neither of these scenarios appear very encouraging. The very nature of the "no" sets you up for thinking negatively. After all, it
is a negative term used to express denial or refusal. But in some cases, this can be a
good thing.
Let's examine the
first scenario. When I sit down for a client interview I always ask who is the target audience for the copywriting project? Quite often, the response is, "everyone." That is a tall order. And it's never accurate.
Aren't there people who make you feel great about the work you do? Customers who understand and appreciate your value? Conversely, there are those who simply aren't a good fit for your services at this time. When you hear "no" from this latter group--be grateful! That "no" is doing you and them a favor. (There are ways to improve your ability to educate prospects so they are more likely to understand and appreciate your value...but that's another topic for another day.)
When the number one way businesses find vendors is through trusted referrals, you want to set yourself up for success as much as possible. This means working with clients who are a good fit for your services. So as long as you're hearing no from clients who would be happier elsewhere, then know this no is good!
Scenario number two happens a little further along the sales cycle. Chances are you or your company has spent a long time researching and deciding the terms. The terms are a reflection of the value you bring to the table. If you are in a position to renegotiate your terms do it with caution. If, in your desire to turn a no into a yes causes you to lower your worth, then there is a good chance you may not carry your enthusiasm and quality through the entire project. To clarify, this isn't a blanket statement. But ask yourself is the "yes" really worth it? If not, then be proud that you have the self-esteem to accept no. And that is good.
In the end, your "no" prospects will appreciate your honesty and ability to look out for their best interest...even if it isn't with you.
Want to use this article in your e-zine, newsletter or Web site? You can as long as you include this complete blurb with it:
Karen Marley is an independent business writer who helps businesses communicate their value to their prospects and customers.
She can be reached at http://www.kmwordsmith.com.
