Let’s face it…
One of the biggest issues entrepreneurs face is rejection.
Which is worth talking about, because rejection is, simply put, a part of doing business.
Your job is to sell stuff, and sometimes people will say “no.”
If you get enough “no’s,” it can mess with your head—not because you lack the mental toughness, clarity, or focus to get through it.
It’s because, believe it or not…
Fear of rejection is hardwired into our DNA
After all, we are a tribal species. We need to belong.
Back when we were living in caves, hunting with sticks, and running from saber tooth tigers, our survival depended on belonging to the tribe.
There was safety in numbers.
Being alone, ostracized from the tribe, put your very life in danger.
So all of us need to feel included…accepted…and valued.
That’s perfectly okay, because it’s just who we are.
But here’s the thing…
In any business that involves sales, you have to be willing to accept and play in the space of rejection.
You cannot let fear of refection paralyze you into not taking action.
We’ve ALL faced some form of rejection
You can’t get through life without it!
When you were 3 years old, you asked your mom for a cookie. She said “no!”
When you were 10, you wanted a pony. Your parents said “no!”
You asked somebody you really liked to the dance, and he said “no!”
You applied for your first job, and they said “no!”
Getting rejected was sad. Disappointing. Maybe even hurtful.
The danger for us as entrepreneurs…
…is carrying those feelings of rejection into our business lives.
You might have heard my story about wanting to be a Navy pilot.
It was my calling, my life journey, my mission in life.
I got rejected.
I submitted my application package for officer training and flight school six separate times.
Each of those six application packages was huge, and required a ton of work to prepare.
The US Navy rejected every single one.
How painful was it?
The one organization—the venerable institution I wanted to serve and fly for—was the big “NO” I heard over, and over, and over again.
Being rejected six times is painful!
But it took me a whole lot of work just to arrive at the point where I could be rejected.
Kind of like in business.
As entrepreneurs, we feel what we’re working on is the single biggest, most important project in the world, because it is our world.
If you think about how important your business is to you, naturally you’re going to feel the impact of rejection.
Whether you’re going to present to somebody face-to-face in a coffee shop, or you’re going to meet them for lunch, rejection stings.
After all, you took the time to ask for the appointment.
They said yes to the meeting, you got on that person’s calendar, they met you somewhere, etc.
But here’s the part we forget:
You have to get a lot of “yeses” before you get to the first “no!”
So after all those “yesses,” you meet with them, deliver the presentation, and they say “No thanks. It’s not for me,” and you walk away, dejected, disappointed, and hurt.
Or, you do a big hotel meeting, a webinar, or a Facebook Live.
Lots of people show up, and very few people buy. “No thanks. It’s not for me.”
Experience that enough times, and you might start to doubt yourself…
- “Is this going to work out?”
- “Am I ever going to win at this?”
- “What’s wrong with me?”
Here’s the single most important thing to know about rejection…
Your prospects are NOT REJECTING YOU!
They’re rejecting whatever you’re talking about, for any number of reasons.
- They’re rejecting it because they don’t understand
- The timing is wrong for them
- They’re just not the right people for what you’re offering
- It’s simply the place they’re sitting – it might be too hot, too cold, or too distracting
- It’s just where they are in life. They might have too much on their mind. Maybe they left screaming kids are at home, and they just really aren’t present when you’re talking to them
- It’s just their personal bias about your product or company
Rejection is not personal.
It’s almost never about you.
So whenever you experience rejection, I want you to ask yourself some questions…
Who is your target market?
Who they are is as important as whatever it is you’re offering.
For example, if McDonald’s is offering a person like me a hamburger and fries, it’s probably not going to work.
It’s just one of my own personal biases.
Or if you’re selling Ferraris somewhere that was just leveled by a hurricane, your offer of a “20% off deal on Ferraris,” isn’t going to interest too many people.
They have other, bigger stuff on their minds.
In other words, make sure that you understand your target audience, right where they are.
Ask yourself these questions:
- What might I do?
- What might I say?
- How might I present what I have in a way that is palatable, exciting, and more importantly, desirable to these particular people?
What are you offering?
More importantly, what is it about your offer that doesn’t seem to be working for them?
Let me give you an example.
This past weekend I sent out an offer to my list.
I thought it was an undeniable, irresistible, amazingly attractive offer.
I was offering over $1,000 worth of content for just a few hundred bucks.
I sent it out to my list and only a few people bought.
More people didn’t buy.
Did I experience rejection?
Even though it wasn’t directly to my face, it was rejection.
I was basically rejected again, and again, and again, and again.
When I looked at the sales numbers, a part of me could have been disheartened.
That little part of me (like that little part of you) that mutters…
- “Oh man, they rejected me.”
- “They don’t like my stuff.”
- “They don’t like my product.”
But here’s what the bigger part of me (like the bigger part of you) should ask…
- What can I do better?
- What might I do differently so my offer is more attractive to them?
- What might I do to help them understand more clearly exactly what’s in it for them?
You could very well have the most awesome offer in the world, but the most important question is what might you do differently to explain your offer to them, so they see the value for themselves?
That’s really, at the end of the day, what’s going on when they say “no.”
In the back of their mind, when they reject your offer, it’s because there’s a disconnect between what you’re saying and what they’re experiencing in their own life.
How might I explain this to them differently in the future?
How did you present it to them in the first place?
Was it via webinar?
Perhaps what you have requires a more physical demonstration.
Instead of doing it on a webinar, maybe you need to do it on a Facebook live.
Maybe you’ll need to show them physically how the thing works.
How did you do it in the past?
Look at your numbers and your metrics.
So often, especially in the beginning phases of business, I see entrepreneurs flip out.
They say, “Man, it’s been six weeks and I haven’t made a sale yet.”
They look at their numbers and they’re not very good.
They say, “You know, I’ve only had a few people look at my ad. Something must be wrong! I’m doomed!”
Be patient. Give it time.
It doesn’t mean you’re doomed.
It doesn’t necessarily mean you’re being rejected
You might not make sales overnight.
If you do, great.
But if you don’t, don’t automatically assume there’s something wrong.
It just means that you need to be a little more patient.
You can ask…
- “How might I do this differently,”
- “What might I do to increase this,” or
- “What might I say differently,” or
- “Who might I offer this to?”
But the one question I want you to avoid is…
When you go to the “why” question, you’re going to a place of victimhood.
You’ll start thinking…
- “Why me?”
- “Why not me?”
- “Why isn’t this working?”
“Why” is of the most disempowering places to be when you’re trying to talk about rejection.
What will help you get through it, though, is what, how, who, and when.
When is the best time to offer this?
Maybe your webinar is happening at a time of day when your target audience isn’t there to watch.
Maybe it’s happening at a bad time of the year (even though I think you can sell whatever you have any time of the year).
If you’re selling weight-loss stuff in the middle of September, customers should buy just as much as they would it in the middle of the summer.
In my particular line of work, for example, people get serious about goals and transforming their life in the holiday season.
Therefore, my super-hot time is September through February, even though my customers buy year-round.
There are going to be hot times and cool times for your target audience
So if you ask, “when might I increase my sales?” you might find discover some things sell better at certain times of the year.
Asking the “when” question just challenges you to work better in your down months and take advantage of the big months.
So here are three things I want you to remember whenever you’re experiencing rejection…
1. They’re not rejecting you; they’re rejecting your offer.
It’s not personal so stop making it personal.
They’re rejecting something about the offer itself.
Ask yourself how you might communicate it differently, or what you could do better.
2. Rejection is typically about them.
The question is, “Who might I sell this to? Who might I offer this to?”
Get clear on who your target audience is and what makes them tick.
What makes them motivated to want to buy?
3. You need to get better at making your offer.
Ask how might I demonstrate or present my offer in a more exciting, effective way—so they can really understand it and see the value?
Let me close with a story.
A guy I know designed a “30-day rejection challenge” for himself
His goal was to get rejected at least once every single day.
He thought doing it would inoculate him against the fear, stress, and anxiety around rejection.
The funny thing is that around day 12, he started getting a whole lot of “yeses.”
That meant he had to ask for the sale that many more times to earn his one rejection for the day.
As his sales started to skyrocket, he thought to himself, “Crap, I’m going to fail my 30-day rejection challenge because I keep getting yes.”
That’s a good problem to have, right?
If you want to do that, great. But you don’t have to.
All you have to do is to see rejection for what it is
It’s an indicator. It’s an educator.
It’s telling us that we need to work on something.
Most entrepreneurs experience rejection when they’re trying to generate leads and prospects.
They pester their friends, relatives, neighbors, and co-workers.
Hearing “no” from those people closest to us stings the most.
These same eager entrepreneurs stalk malls, restaurants, and street corners, trying to engage strangers, talk about their product or service, and turn them into leads and prospects.
They drop flyers, business cards, and brochures everywhere they go.
And they get LOTS of rejection.
So we entrepreneurs need to work on generating prospects, leads, and sales every day, while working through our own challenges regarding rejection.
We need to know who to talk to, how to talk to them, and what to say to demonstrate the value of our offer
Luckily there’s a system you can use to generate leads and prospects automatically, 24/7, using the Internet.
Using the principle of attraction marketing, you can attract people who are already interested in what you have to offer—instead of having to chase them down.
So if you haven’t done it already, get access to our FREE Online Recruiting Bootcamp and discover how to build your business online.
We’ll help you discover who to talk to, show you how to talk them, and what to say—using the language they know.
You’ll discover the exact same system entrepreneurs just like you are using to passively generate dozens of prospects, leads and sales every single day, and see firsthand the process Ferny Ceballos uses to passively generate 300–500 leads per day, 30–50 customers per day, and onboard 70–100 new serious business builders each month – while drastically reducing rejection.
It’s going to transform the way you do your business.
And guess what?
It just might help you help a lot more people.
So if you’re ready to get started…Click here to access our 10-Day Online Recruiting Bootcamp.
Director of Leadership Development
Elite Marketing Pro