How to use Rejection to Find New Clients

Rejection happens. It’s a fact in any business. But it can also lead you to new opportunities.

Over the holidays I was eating breakfast in one of the restaurants I go to about once every other month. It’s not a bad place, but it’s certainly no five star establishment either.

However, the foods great, the folks are great and their service is outstanding.

The past few times I’ve been there I’ve noticed a decline in the staff and some of the stuff on the menu. So, me being the inquisitive lad that I am, I asked…

“What’s going on?”

The waitress told me that they’ve had several months in a row that business just hasn’t been good at all. She then told me that the restaurant, usually open twenty four hours, is now closing at 10pm and reopening at 6am. Now since I never know what time I’m going to get hungry when i go to this place I get a little concerned.

Fortunately I was there the same time the owner was. He’s one of those guys who works six days a week and I’ve seen him come from home when there’s a problem with a customer.

After talking to him for a few minutes I told him I had some info for him about marketing. I went and got the info and asked if he’d be interested in an ad or article for the local newspaper. He wasn’t. But he said to talk to him the next time I was in town.

I then asked him if he knew of anyone who might be or if he could give me any businesses to look up. He did :0)

He also asked for a few more of my cards and if I had any more info he could pass along. I did :0)

He gave me four names with phone numbers and a little book of local businesses in the area. The book is like a mini phone book of who’s – who in the area.

It’s funny because the town is one of those that if you blink you miss it. But the book has over 100 businesses that are listed in the town.

This is the kind of rejection I can use.

Now, if he only had a few names to give me I still would have been happy. But let me show you how to take this a few steps further.

If he had said no and he had no names to give I would have asked him if I could leave a few business cards with him. I’d also ask that he pass them out. Sometimes they put them in a drawer and forget about them and I imagine some might even throw them away. But at least I’d have gotten them into his hand.

I’d also ask him to visit my website, join my newsletter, and could I please send him some info via snail mail from time to time. In short, I want him to say yes to something. Now, I see this guy when ever I’m in town and I can call him anytime so I didn’t push it. But you can bet I’ll be seeing him again in a couple of months to see how business is doing and to give him some more info.

Another thing I could have done was put together a newsletter (the old fashioned paper type) and gotten him to join that as well.

Why go through all of this even when they say no?

I want the prospect to know I’m there. I want to send them one, two, three, four… what ever it takes to get them to say “Ok, maybe I better hire this guy.” I don’t try to sell him on the idea that he needs my services right now. Even though I might be thinking that he does!

Stay Tuned….

Filed under: Starting Your Marketing Business

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