• INCREASE SALES Through Better Prospecting
• ADVERTISE with a Limited Budget
• Improve Your WEB PRESENCE
• Improve Your Company's PUBLIC IMAGE
We're not like any other marketing
consulting company out there.
We're not just marketing consultants.
We are YOUR ENTIRE
They say there is no MAGIC in increasing sales.
Our clients know better.
Unlike a marketing consultant who tells you what to do and then expects you to implement the ideas they come up with, IdeaMagic focuses on CREATIVE, AFFORDABLE and REALISTIC IDEAS then takes those ideas to implementation. We work side by side with you every step of the way. Our comprehensive strategic marketing session can HELP YOU GET ORGANIZED with your marketing ideas, get all of your MARKETING STRATEGIES on a plan and (if needed) we can help you implement the entire marketing plan.
Your BUDGET and PERSONALITY are an integral component of getting the maximum ROI (return on investment) on your marketing objectives. We take your challenges and come up with solutions that work for you.
Rather than a marketing consultant, we prefer to call ourselves your MARKETING CHEERLEADER or your MARKETING ADVISOR. Ready to get bigger results from your marketing efforts?
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(520) 326-7468 • Your Tucson Marketing Consulting Company
"What? Did you just tell me 'no,' you won't buy my
pet relocation service? How could you?"
Pet Relocation Sales Woman on Phone: “It’s going to cost several thousand dollars for moving your cats from Australia to Japan, sir.”
Man on Other End: (muttering in thick accent) "I can't believe it... thousands of dollars... dumb blonde... discount..."
Sales Woman: (recovering from his response, while not taking offense) “I’d like to give you a discount, but we have set price points.”
Man: (laughing) “No, no, no! My cats’ names are Dumb Blonde and Discount. I adopted them from a shelter offering ‘adopt one, get one half off.’ The first one was kind of ditzy so we named her Dumb Blonde. The other one we got at half price, we named Discount. I was saying I couldn’t believe these two cats that cost me $65 were now going to cost me so much to fly them to Japan.”
Sales Woman: (laughing) “Oh, I thought you were calling me a dumb blonde who wouldn’t give you a discount!”
(Adapted from a reader’s comment to What’s Your Funniest Sales Story Ever? www.eyesonsales.com/content/article/whats_your_funniest_sales_story_ever)
Rejection stinks. Being insulted is even worse. Luckily, this wasn’t the case for the actual sales scenario you just read above. She actually did make the sale and he sent her a photo of his cats who didn’t appear to be dumb, blonde, or discounted.
But how do you feel when you do hear that dreaded word of “no” when you thought you pitched your very best sales pitch?
You’re not alone if you might feel that same burning in your chest after last night’s beefy taco loaded with spicy salsa.
When a customer isn’t buying what you’re selling, what are they really telling you? There are usually four main reasons:
1) No money. – Most won’t admit they don’t have the money so they will have a general no as their answer. Learn more about their financial situation to help you understand what would make it easier for them to buy. Perhaps you’d consider offering optional payment terms.
2) No need for the product/service. – Ask them what their life would be like with (or without) the product or service you’re selling. Start with, “How will you…?”
3) No hurry to buy. – If they have no perceived value in buying now, understand their perspective and find out why.
4) No trust. – Most will resort to #1 and just tell you they don’t have the money because they would rather tell you that then they don’t like you or trust you. If you feel this is the case, focus on building relationships to gain their trust over time.
When the customer says no… don’t fret--at least not for too long. It’s been said that you’re closer to a “yes.” Even if that “yes” seems so far away, know there are some easy steps to implement to have that “yes” appear around the corner in no time.
Here’s a “Q-TIP” (Quit Taking It Personally) mantra you can actually put into action.
There are two timeframes to consider. One, is immediately as you’re experiencing the rejection. Two, is after it’s all said and done.
What To Do When You Get a “No”
Get on their side of the fence and let them know you understand how they think or feel.
• Ask, Listen, & Learn
Ask why the customer said no. Listen carefully and reply respectfully. Let them know you appreciate them sharing their perspective with you. Learn from what they’re telling you. Improve your offer or sales process for next time. Because there will be a next time when a customer WILL say, “Yes!”
• Update Your CRM
Make sure you have the customer’s contact information in your database, especially when they say, “No, not now.” When you’re ready to offer something better or start to build the relationship better, it’s best to keep their contact details well-organized. Ask them if they wouldn’t mind being contacted in the future to see how things are going for them. Being persistent in a respectful manner shows them you believe in your product/service.
What To Do After You Get a “No”
• Allow for Disappointment
When you’re not in the presence of the customer, give yourself no more than 10 minutes to feel how you feel, doubt yourself, tear-up, or scream. But don’t beat yourself up beyond that. Let go of what you cannot control and get back on the saddle. Find solace and motivation in positive affirmations, supportive colleagues, friends, and family. And save the margarita for the next “yes” you’re going to get. Remember to celebrate all successes.
• Begin to Nurture the Relationship
If you’ve done your job well, you’ll know what the customer’s interests are and what challenges they face so you can send relevant information their way. Make sure they’re on your newsletter mailing list. When you have a customer event, make sure they receive an invite. Deliver value consistently and you’ll be kept on the top of their mind. If you’re not pitching to them and it’s something they’ll find helpful, share it with them.
The key is, reject the notion of being rejected. By having an attitude and action plan of understanding, patience, and persistence alongside your newfound perspective of how to turn a “no” into a “yes” will have customers thinking you’ve become quite the cat’s meow.
“The biggest hurdle is rejection. Any business you start, be ready for it. The difference between successful people and unsuccessful people is the successful people do all the things the unsuccessful people don't want to do. When 10 doors are slammed in your face, go to door number 11 enthusiastically, with a smile on your face.” ~John Paul DeJoria
Do you want to hear "yes" more often? Contact MJ Jensen, your Chief Idea Officer, of IdeaMagic visionary marketing and social media. Tucson solutions for small business owners just like you. Ask about our $199 2-Hour Marketing Check-Up! Call us TODAY! (520) 326-7468