Last week I spent a relaxing day at the gorgeous Four Seasons Hotel Spa. It's a beautiful environment with great service and lots of attention to detail. Can't wait to go back!
Which got me thinking.....
We all want others to rave about our services and have people who keep coming back for more. However, the fact is, of course, that we all face rejection in our businesses and our lives.
And no one likes being rejected.
We are hard wired to want to be liked, approved of and accepted (even social media fosters a desire for more 'likes' on our posts).
Unfortunately, a fear of rejection can subtly or not so subtly sabotage your business growth when you...
- Charge less in the hope that more people will say 'yes'
- Over accommodate your clients by being too flexible, and giving even more of your time and resource
- Don't ask for the business in case they say 'no'!
- Are vague and indirect about your fees
- Discount or give away your services for free
- Fail to follow up in case you upset someone or they reject you!
If any of the above are getting in the way of growing your business, it's worth reminding yourself that...
A rejection is not necessarily about you personally. There may be several reasons....
They're not ready yet and have other priorities. Sometimes it can be just a question of timing - ask if they would like to review at a future agreed date.
You haven't addressed their objections or concerns. When objections come up in any conversations with potential clients write them down, with your answers, so that you can respond to or pre-empt them going forward.
You haven't communicated the value of your service. This is quite a common reason when we find it difficult to explain in words what people will truly experience. Keep reviewing your product or service materials to make sure they are value packed and irresistible or ask a trusted colleague or client to tell you what would make a difference in your service offering.
You doubt your own self-worth. Life often mirrors back to us what we believe about ourselves. Others can sense any lack of confidence or self-belief which will make them feel instinctively unsure about signing up with you. By living and modelling your products and services consistently you will develop a natural confidence and assurance around what you offer. When you know it works for you then you'll have a powerful story to share
You are not developing strong enough customer relationships. Unless you are a well-known brand or have a strong reputation it can take time for people to say yes. They need to assess and evaluate you and your business. To establish trust and confidence find ways in which you can demonstrate your knowledge and expertise, agree a keep in touch approach, provide excellent customer service at all levels whether this is responding to emails, returning calls or providing relevant information. Most importantly focus on building the relationship first.
When you face up to the fear of rejection, become curious about the possible reasons and adjust your approach, then like my experience with the Four Seasons Hotel you'll find more people saying yes and becoming long term clients.
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