Tips & Talk 60 – 4 Steps to Turn “No” into “Yes”

Hi there.

It's Sue.

And thanks for joining me for tips and talk day.

These are bite-sized topics that I pull from community questions and

things that I'm observing in the world of handmade small business.

If you'd like to submit a topic,

DME over on Instagram at gift biz unwrapped,

before we get into the show today,

I want to make sure that you know about the newest

thing happening over here.

It's called the gift biz bash a zoom party that turns

into a podcast episode.

Several weeks later,

the party consists of a short training with Q and a,

from yours truly.

And then an opportunity for you to give a shout out

about your business.

You can tell us about a promotion you currently have going

on or share a collaboration that you're considering so that you

can find a perfect partner for the event.

A little bit of learning and visibility for your business.

What could be better?

There is a catch though spots are limited to keep the

party to about 45 minutes or so.

That means you should grab your spot right away.

It's totally free to make sure you're included.

Why not do that right now?

Pause this episode,

go to gift biz,

unwrapped.com forward slash bash to sign up and then come back

and listen to the show.

I'll see you at the bash.

No feels terrible.

Let's face it.

It's a rejection.

And who likes to be rejected?

Most likely your reaction to the word no is to shut

down. You feel defeated with whatever possibilities,

the no shut out and to protect yourself.

You give up on the person who made you feel bad

and you move on to other people or activities to escape

in a way.

So you can recover soothe the wound.

If you will.

Unfortunately, life is full of nos,

some being more harsh than others.

And if you think about it,

you'll see that you give out your fair share of nos

as well.

They can range from just looking as you respond to a

questioning boutique owner to no,

thank you.

Please take me off your list to an annoying telemarketer.

You might say to your friend,

I'd rather not go for Italian tonight.

Let's do Mexican instead.

But when a no comes your way in a sales situation

where you're hopeful that someone is going to buy a product

that you've made,

it feels very personal.

What if I told you,

there's a way to use this know to your advantage today.

I want to talk through how to settle down your emotions.

So responses to selling your products don't feel like such a

roller coaster.

And then what to do in these situations that actually could

turn a permanent no into a future.

Yes. The first thing I want you to do when someone

says no to buying your product is to resist the urge,

to fight it.

Answering questions,

dealing with objections or presenting new ideas for use of your

product is one thing.

But trying to explain why a person is wrong for not

wanting to buy right now is another reacting in this manner,

enforces the definition of sleazy selling aggressively,

trying to get the sale at any cost we'll guarantee.

You never will.

That person won't ever come back to your booth or website.

If you've minimized their right to decide for themselves,

it's also a sign that you weren't listening to them or

respect their final decision here is what to do.

Instead. When a prospective buyer says no confirm that you recognize

what they've said,

that they aren't buying today in doing this,

you've created neutral territory.

Now you're two people talking together versus being in a buyer

seller relationship.

Doing so may allow you to have further conversation that could

pave the way for a future sale.

Ask their opinion about flavors or sense for your upcoming line.

Get their ideas on the sizes that you offer,

or whether they think you should fill in the blank here

for whatever applies to your business.

Getting them to talk could provide great insight for you around

your product and could generate ideas for the future.

You may also hear new descriptive words that you could use

in social content or on your website.

These types of conversations can provide such great information.

Also when faced with a no find a way to stay

in touch with this person.

One of the biggest mistakes craft show exhibitors make is to

lose out on this opportunity.

If you don't take this step,

that person is lost to you forever.

The easiest way to do this is to get their email,

do a raffle at your booth to win free product or

ask if it's okay to put them on your special notification

list. This will give them first access to new products and

promotions. Avoid asking them to be on your email list because

this rarely works.

Most people know what's coming next,

sales emails,

calling your list.

Anything other than an email list is best.

Something that makes people feel special and that they're getting something

extra by being part of your prioritized group.

Some business owners go as far as to name the list,

something special that aligns with their business,

making it really feel like a special,

important, and customized group.

No matter how you do this,

collecting emails is a second best to getting the sale.

Oh, and of course,

you're also getting your customer's email when they make a purchase,

too, right?

This also often gets lost at craft shows.

When you have these emails,

you can stay in touch with them for the future.

This is how you grow your business.

Repeat sales,

which leads to my final point about what to do when

you hear no remind yourself that your potential customers are just

like you.

They may or may not be in the market for what

you're selling at that exact minute.

But when it's time to buy a gift for a friend

or they run out of their current candle supply,

then maybe the right time for them to buy.

That's why ongoing communication is so important.

You'll be in their path when the time is right.

People who have purchased from you before can easily purchase again.

And those who didn't buy yet,

but recall the friendly interaction they experienced with you will become

ready. At some point,

when you get the system in place,

you'll have a continual flow of people at all levels of

the buying cycle.

Some are just now beginning to get to know you and

your business.

Some have made their first purchase with you and are ready

to buy again.

And some who are loyal fans and continue to buy and

spread the word about your business.

Each show that you go to build upon the other,

as it applies to your list and growth of potential customers.

But this only happens when you know what to do after

you hear the word.

No, here are the four steps.

Again. Number one,

don't fight it.

Accept the no to acknowledge their decision.

And if possible,

continue the conversation to start a relationship and also get some

learning for your business.

Number three,

invite them to enter a giveaway or join your priority list

and explain the added benefits that they get by doing so,

and finally recognize that no may mean not now,

but it doesn't mean the same for the future.

No is a word that doesn't need to be negative.

Play off this word in the way I just described to

bump up your sales over time.

Nos can and will turn into yeses.

That's a wrap.

I'm a get to the point kind of girl.

And this is what you can expect from these quick midweek

sessions. Now it's your turn go out and fulfill that dream

of yours.

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