do this when you lose a sale
it can sting to get a 'no' when you're selling something. it can also be an opportunity to get feedback and better your chances for the next one.
(allow me to suggest, as author daniel pink does so well in his book, to sell is human, that we all are selling, all the time, no matter if we're in 'sales' or not. for example: trying to get that table you want: selling. asking someone to switch seats with you on a plane: selling. therefore, whether or not you identify with selling, you're doing it and it's a good idea to make the unconscious conscious. now back to our regularly scheduled programming…)
when i was focused primarily on building my credit card processing company, this is an email template i'd use:
thank you for your honest response. as a business owner, i'm sure you can understand why i appreciate the 'no' upfront.
many people struggle with this and it can often lead to a long process, trying to make the wrong offer into the right solution.
out of curiosity, from one entrepreneur to another, what would have made this offer an easy 'yes' for you?
we're always learning and i'd appreciate any feedback.
thank you,
darrah
ps it's my goal to help you find the solution you're seeking. i'd be happy to make introductions that might be a better fit if that would be helpful.
these words may not fit your situation or tone and that's okay. you can make a version that feels better suited. the point is to:
not take it personally
respect someone's 'no' (it's often difficult for people to be direct)
consider seeking honest feedback about why your offer and their needs aren't a match
if they reply, don't take all feedback as gospel, but instead, put it through the sieve of your own understanding of your business and its goals before implementing anything
offer to help make an introduction to a service provider who may be a better fit
this means you have to have relationships with 'competitors' which is great because it trains your mind that there is plenty for everyone and these relationships can be a great referral source for you, too (you could also ask for an affiliate commission if that feels appropriate to both parties)
a 'no' is great because it means you're getting chances at bat. if you fear getting them, you'll likely hold back from making sales altogether. that's a mistake because sales are the fundamental lifeblood of your business.