Monday, July 19, 2010

Follow Up Creates Trust

It amazes us how few people these days do what they say they will do. Take following up for example:

Following up with people (after getting permission to check back with them) who initially say "no" or "not yet" achieves two things right away...

1) It's statistically smart. Research shows a huge number of people say "no" when first asked to make a decision. Follow up increases your chances to turn that NO into a YES. Following up multiple times can also play to your advantage. Most people will have gone home long after 1, 2, 3 follow up calls or appointments.

2) It creates trust. Suppose you just told someone that you'll check back with them in 6 weeks or next Tuesday. Then you don't. What does that say about you and how seriously you take your business? What does it say about you caring to keeping your word?

Following up when you say you will creates TRUST. This brings us back to point #1. People often say NO the first time because of the FEAR of making a bad decision. When you follow up you are demonstrating that you are someone who is serious and that you can be trusted. So, ask to follow up with those NO's and then DO IT!

Thursday, July 8, 2010

Law of Attraction vs. Go for No

We'd like to cover a small perceptual challenge we run into pretty much all time, especially from those who are fans of the "law of attraction" (as are we by the way!) and it is this...
"NO is so NEGATIVE. If I focus on the NO's I'll get them. I want to be positive."

So let's clear this up. You are NOT focusing on NO. You are not hoping, praying or wishing for a NO. The only thing you are doing differently is in the not avoiding it. You see, what's important in "law of attraction" is the last 6 letters... ACTION.

You already know that if you sit in your living wishing and attracting a Ferrari it isn't happening. It works about as well as going only for yes and avoiding no. Pretty soon you've got to stop all activity as chances are the no's are going to show up for you. Sorry. No's still happen (though much less) to the best of the best.

So, relax. You are not secretly trying to get a "no." You are merely acting and then allowing the result to occur... whether it is a yes or a no. Either way, you should be excited because you did the most important part... you took ACTION.

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