Every NO is closer to a YES.
Have you ever heard that saying? Coming from a sales background, I certainly have and would venture to say that you’ve probably heard that, too. But how does that saying apply to us creatives?
Easy. Let me explain.
When I was in corporate sales, I would typically make 30 cold calls a day, set 10 appointments, and close 8 sales. I knew my numbers. Knowing my numbers simply meant that I knew that I would hear a lot of no‘s before I heard a yes.
Knowing that small, but powerful statistic made me excited to hear a no because I knew that every no got me closer to a yes. Every time I heard a no, I didn’t get discouraged. I didn’t second guess my product, service, or my price. Hearing a no didn’t chip away at my confidence. In fact, every time I heard a no, I got more excited to keep going because I knew my yes was just around the corner.
As creatives, we’re not cold calling, and although it’s true that our clients are typically referred to us, have seen our work in publications, or online, the same principle still applies. All sales, wether cold-calling, or inquiry-based, the need to know your sales statistics still applies.
If you’re like most of us, you start questioning yourself when you hear a no, don’t get a response, or have to deal with rejection. You start asking yourself questions like, “Is my price too high?”, “Should I have given my pricing up front?”, “What did I do wrong?”
One very easy way to overcome all of the negative, self-sabotaging feelings we’re susceptible to when we get that inquiry that never responds, or we have the consult that we think goes great, but never ends up signing, is to know our own personal numbers.
Instead of entertaining self-doubt and negative feelings, I want you to start tracking your inquiries and your consults. Excel is a great, free tool you can use for tracking. Make a column for information such as: name, date of initial contact, source (how they found you), budget, profession, where they live, etc. The more information you gather, the clearer your personal numbers will become.
Do you know your numbers?
How many inquiries do you get for every consult?
How many consults turn into clients?
If you don’t already have a tracking system in place, create one today so you can start to see what your personal numbers are. And just remember, just because you hear no doesn’t mean you’re not talented or worth what you charge. No can mean a lot of things, but one thing it definitely means is that you’re closer to a yes.
Just because you’re in business for yourself, doesn’t mean you have to be in business by yourself. So let’s be friends. Introduce yourself by leaving your name and e-mail and you’ll receive my business strategies delivered right to your inbox so you can continue to refine your craft and your business.