If it’s not working try prospecting even more

I had an interesting thing happen just recently.  Four presentations, four “no(s)”, followed by two prospects I’ve been chasing telling me the same thing; NO!

It can get pretty depressing if you’re told NO enough times in a row.

BUT, immediately after the last NO I got a YES.  That means it took 6 no(s) for me to get to a yes.

And, yes, that was inspiring.

Although a no can be a little depressing what made the depression go away quickly was the fact that all those no(s) were accumulated over two days.  In other words, you’ve got to get those NO answers fast.  Don’t spread it over a week, heck, I should have doubled down sooner and spent only a day getting all those no(s).

You really want to get those no(s) out of the way as fast as you can.  I would encourage you to be persistent enough to get those no(s) really fast.  Nothing is more irritating for the pre-need seller than to wallow around in misery…stopping everything because of a no(s).  That is frustrating for the pre-need seller.

I’d much rather get the no as quickly as possible to keep my lead box more streamlined and efficient.  Every NO brings you closer to a yes.

Here’s a little tip if you get to many NO(s) in a row.

Increasing your prospecting by a factor of 2.

That’s right, you heard me.

Go out there and “Knock on doors”, do “Drop-bys”, “Roam around the cemetery grounds”, talk to your lead sources (if you work out of a funeral home talk to the Funeral Directors about recent cases…many times pre-need will come up in the conversation and they’ll forget to tell you), mail some letters, and phone some prospects to name a few.

And, please don’t email me telling me you don’t have time to do all the above because your primary job is to PROSPECT.  That is it.  If your appointments are canceling or telling you no…you’ve got time to prospect.

You’ve heard me say this a thousand times; I’d rather have a crappy closer and great prospector than a crappy Prospector and great closer.  The Great Prospector will win every time because the great prospector will get in front of more people than the great closer.

The alternative is the great closer who HAS TO CLOSE EVERY SALE and starves because he has no one to see.

I’m serious!

Get out there and double-down your efforts because even if you get a few more no(s) you’ll get some yes(s).  The yes(s) will inspire you. 

By the way, NO(s) build character and help thicken your skin.

And, of course, A YES builds your bank account.  Which do you think is more important?

Now, get out there and get the no(s) out of the way!

Happy Selling!

David…

….