As a
merchandiser, you will hear “The Dreaded N Word” a lot. No. I don’t want to buy
your jewelry. I don’t wear jewelry. I don’t buy from direct sales companies. I
can’t wear anything that isn’t gold or silver. It’s too expensive. It looks X.
I don’t want to pay for shipping when I could go to a store and get it without
paying shipping. No, no, no. You’ll feel like a parent of a toddler!
 |
| What if they say no? Dealing with rejection in sales |
A lot
of ladies I talk to who are just starting out are afraid of this; they’re
afraid of The No. They want people to like them and they worry that by a
potential customer saying no, they are saying they don’t like them. If this is
you, if you are afraid they’ll say no, then I have something to tell you.
The No has nothing to do with you. So breathe, go for
the sale, and smile at the outcome, good or bad.
Here’s the thing – if you worry that people will say
no and they won’t like you when you ask, then you’ll never make any sales! For
every 10 people you ask, 1 person (or more) will say yes. Sometimes 1 in 3 will
say yes, but those would be some awesome numbers. So if you ask 10 people for a
sale today, more than likely, 1 will say yes and the others will say no.
And that’s OK. Because with every no, you’re closer to
that one yes.
And the no isn’t about you. It doesn’t mean that this person dislikes you or will now dislike you. It means they don’t need your product right now. It means they don’t have the money for jewelry right now. It means…well it could mean a lot of things!
Some of the nos you hear will be what I call “terminal
nos” – they will never buy from you. Ever. They don’t wear jewelry. Or they
only wear fine jewelry. And that’s great! One person off your list that you
never need to follow up with. You can smile, thank them for their time, and ask
them to give your card to someone who might be interested. While people may not
be interested in buying, they will most likely do something small and easy such
as taking your card and sending it to someone else (or sharing your post on
Facebook).
Others are “conditional nos” – these are of the “not
right now” type. Keep them on your list of possible customers and contact them
every once in a while. There are some people who need 8-12 contacts from you
before they buy for the first time. Let them know about promotions or when
something new is available that you think they may like. If someone tells you,
“Maybe next month,” then follow up with them next month. Put it on your
calendar to contact them and do it. Be consistent with your follow up and your
“conditional no” may turn into a “yes.”
What can you do to avoid the No? Product knowledge is
key. “I only wear sterling silver.” “My aunt does too! And she is in love with
the Best of Luck sterling set – here let me show it to you!” “I’m allergic to
nickel – is it nickel free?” “It is! All of our jewelry is nickel free and
hypoallergenic.” Where can you learn this information? In the Academy click Our
Jewelry and immerse yourself in product knowledge. Your business will thank you
for it and you’ll feel more prepared to deal with questions from customers!
When did you stop worrying about The No? How did you
feel after you stopped worrying? Let me know! I’d love to hear your story!
XOXO,
Liz
It’s your friendly neighborhood Chloe + Isabel MM with
some business tips! Have questions, want to set up a chat with me, or want me
to talk about certain things in these weekly emails? Let me know! Send me a
text or call me at 210-465-1894, Facebook message me, or email me! I want to
hear from you and help you be successful in your business!
Image courtesy of Stuart Miles at FreeDigitalPhotos.net
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