The Power of Saying NO…

Today, I’m going to give you permission to do something that you’ve probably dreamt of, but never imagined you’d be able to do. There are very few guarantees in life, but if you take advantage of this opportunity, I promise you’ll thank me. Today, I give you permission to say, no. No to bothersome clients that call you constantly with nothing but complaints. No to prospects who have no money and absolutely no intention to buy. No to price breaks, discounts, and freebies! From this day forward, you have permission to take control of your business. Being new in business, however, seems to take away some of these choices. You need activity to grow so you find yourself in a constant pursuit of low hanging fruit. Tough choices have to be made and many times you take on things you otherwise wouldn’t. But I learned a powerful lesson from a seasoned sales rep a long time again, back when I sold beepers. He told me that if I didn’t own my time, my clients would. And this went for all of his clients, big and small. It was magical, really, to watch. He was one of the top sales reps at the office. Saying no didn’t destroy his business, it made it better. So, keep these things in mind the next time you feel pressured to compromise on a hard limit you’ve set for business… 1. Qualify your prospects. If you’re honest, you don’t want every prospect you meet as a client. So, you have to ask a lot of questions to be sure it’s a good fit. You want clients that respect you and what you have to offer, just as they are asking you to respect them and deliver a sound solution. If the connection is not there, it’s ok to pass sometimes, especially if the relationship would cost more than its worth. 2. Train your clients. For those who make it to client status, discuss the ground rules. I cringe when I hear people tell clients that they’re available to them 24 hours a day. It sounds good, but it’s unrealistic and sets an expectation that no human can live up to. Set boundaries. Give them your mobile number in case of an emergency. But, define what an emergency is. Make every effort to discuss new ideas or issues with your clients during posted business hours. Of course, there will be exceptions, but the danger is when the exception becomes the rule. 3. Bend but don’t break. You are in business to make money. You have to be profitable or your business will go under. So, don’t be so quick to offer discounts, free months, trial periods and the like. Carefully consider these promotions and ask yourself why you’re doing it. When a client truly sees a value in what you are providing, many don’t mind paying full price. You’re worth every dime of that money so don’t cheapen it unless you have to. So, if you feel like you’re drowning in the day-to-day activity of your business, perhaps saying no is just the thing you need to stay afloat.