How to Handle "No" as an Entrepreneur
Originally Posted 7/22/22
Have you ever enjoyed the response from anyone when that response is a no? As children, as angsty teenagers, spouses, parents, teachers, and human beings, we have never loved the word no. As an entrepreneur, that word could mean loss of future business, and we might take it as we aren’t good enough or our product isn’t useful. Today I want to show you how to handle those no’s. I want to show you how “no” today doesn’t mean “no” tomorrow, and more than that, I want to permit you to feel good about that “No.”
What the Experts Say
When I learned how to become a notary and loan signing agent, one of my mentors told me how to handle a no. Mark Wills of the Loan Signing System teaches notaries how to be successful loan signing agents, and he hammered this point. “No doesn’t mean No forever.” He was right. I put that idea into practice immediately. As I continued to grow and learn, more and more industry leaders pushed the same idea. No isn’t a no forever. Knowing that doesn’t make handling a no any easier or even understanding what that no means.
My Experience with No
As a notary public and loan signing agent, one-half of my business is based on real estate closing signings. That makes the target market for that part of my business escrow officers and companies, real estate agents, and loan officers. Part of how I market my business is what my friend and mentor Jennifer Neitzel calls “Pop-Ins.” This idea is simple and used by many different types of service businesses. A pop-in is simply dropping by the office of one of my target businesses, introducing myself to reception, and dropping off some goodies. Sometimes I bring treats; other times, just myself. Before making these “pop-ins,” I research that office, learning about the escrow officers and their assistants. So when I arrive, I know who to ask or look for. From there, I often get to speak with an escrow officer. And often, during our short conversation, I hear this; “ Oh, it's nice to meet you, but I already have a notary I love working with.” I am never under the impression that these escrow officers have never met a mobile notary. I am not reinventing the wheel here, and never let this response get me down. When I get that comment, I respond, “ Oh, that's wonderful. I love that you have a notary you are committed to. Loyalty in this business is so valuable. Well, I certainly don’t want to challenge that relationship, but hey, if they aren’t available, or they're ill, or there is a last-minute super early or super late appointment they can’t or won't take- I would love to be your backup notary.” That's it. It's super simple, and I have to tell you, 90% of the escrow officers I meet that have this type of conversation with me have given me business. It doesn’t just work with escrow officers but also with Loan officers.
Some Helpful Tips
I didn’t need an article to support this post, as I have had plenty of experience working through the “no thank you” for the last year, and I have found a mindset that works. Still, I would love for you to get some perspective on this outside the notary business. That's my business, so my experience is specifically in that field. “Epic Tips for Handling Rejection in Business Like a Pro.” This article is perfect for this topic. Written by Jeff Charles for the Small Biz Trends website, it gives ten fantastic tips that any business owner should read and apply to their business. As always, I will outline the tips, but please, take a few minutes to read the article. It will not be a waste of your time.
They start this article with a great quote from Winston Churchill. “Success is the ability to go from failure to failure without a loss of enthusiasm.” – Winston Churchill.
Tip 1: The Buoyancy Principle
This tip refers to the book “To Sell is Human” by Daniel Pink. The principle is that buoyancy helps you keep going despite rejection.
Tip 2: Confidence Poses
Your confidence can take a hit when you experience rejection. This tip strongly suggests that specific movements and poses can help display confidence even when lacking. Kind of a “fake-it-till-you-make-it” move.
Tip 3: Support System
I love this tip because it's so true. Running your own business is hard enough; having a tribe or team around you that supports and encourages you means so very much. There will always be naysayers; put a good amount of distance between you and them, especially when just starting.
Tip 4: Don’t Take It Personally
Do you know how I know a man wrote this article? Like most men I have met, he has quoted Michael Corleone from the God Father. For those of you who loved the 90s and 2000’s rom coms- you heard this same quote in, You've Got Mail. Meg Ryan is obliviously confiding with her rival via AOL messenger, and her rival (Tom Hanks) also has no idea this online pen pal is his competitor. When she asks for advice on what to do, he quotes Corleone, saying, “It's not personal, it’s business.” Jeff Charles makes a great point here. “If your prospect says “no,” they’re not rejecting you personally, they’re rejecting your offer. Yes, I know that you may think your product or service is a part of you, but it’s not. Not to your prospect.”
Tip 5: Rejection in Business isn’t Always Permanent
I am going back to my first idea. No doesn’t mean no forever. Jeff Charles suggests it's possibly not the right time for your service or product. Don’t give up. Add these no’s to your CRM (Customer Relationship Manager) and follow up.
Tip 6: Identify Areas of Improvement
This is an excellent tip. He suggests that you remember that this situation is in your control. That should make you feel better about this “no.” Take the opportunity to evaluate your sales pitch and approach. If we are going to fall, why not take the opportunity to figure out how to get back up?
Tip 7: Listen Carefully ( Know why you were rejected)
This is the same advice I shared earlier in this post. Listen to what they are saying. What do they have, and what do they want? He suggests that if they don’t offer the reason they are saying no, then ask. I don’t suggest you do it like a petulant child; “but whyyyyyyyy?” Instead, honor their no, and ask if you could ask why or what's holding them back. Knowing the reasons behind their rejection will give you the tools to make your approach different. The opportunities to learn during these times are endless.
Tip 8: Remember Your Victories
I like this tip, and it's an important one. I would like to give you an example of a girl in a new dress. She goes to a party, and person after a person tells her how beautiful she looks and how much they love her dress. Almost everyone she encounters tells her that. However, one person tells her she looks fat in that dress. We've all been in a situation where most of the response is positive, yet the one that is not- is the only one we hear. During a weekly training session, my mentors often ask, “ Tell us about your victories last week.” The reason is that we can be so brutal to ourselves and spend so much time on the negative or perceived negative that we can just pass over the achievements we made on the same day.
Tip 9: Get Rejected
So Good! The absolute best way to overcome the fear or worry of rejection is to head out and do your thing and get rejected. You will get rejected. Not every sales pitch is going to seal the deal. It's better you get it over; with and learn how to manage yourself and your sale during the rejections.
Tip 10: Find Your Grit
Jeff Charles uses a TedTalk by Angela Lee Duckworth in this tip. Her TedTalk was about the importance of grit. Without it, you may find yourself easily crushed by the inevitable rejection. Check out that TedTalk here.
Hearing the word “No'' is never what we want. We have never enjoyed being rejected. However, in your business, it's one of the building blocks to your success, confidence, and the perfection of your sales pitch. I love my “no’s.” It presents me with a challenge. With that mindset and adjusting my pop-ins and marketing to reflect what I have learned has grown my network exponentially. That's in one year of business. The truth is, I no longer fear the possibility of rejection; I enjoy the opportunity to learn and grow and come back to a “yes.”
I hope this blog post encourages you and has given you some fantastic insight and tools to go out and conquer your rejections today. I am glad you took the time to hang out with me today. Please consider subscribing to this blog, and if you have any questions or want to have a conversation- don’t hesitate to reach out.
Jennifer Cooper
JKC Mobile Notary- 559-212-4706
