I was taught repeatedly in my sales training that if you don't ask for the sale, you won't get it. I have turned this lesson into a life philosophy, and I get what I want most of the time.
You have a lot of personal power, whether you know it and exercise it or not. Let's look at an example.
Let's assume you have a business plan for 2006 and your marketing plan includes publishing an email newsletter, then putting the articles online at free article databases, networking at 3 groups regularly and advertising in 2 specific publications. You have a pretty good idea of how much these strategies will cost and what kind of return to expect.
You get a call from a really good web designer/developer asking to critique and revise your website. If you have the money, your site really needs it and you trust this person to do a great job, you might just say yes. However, if this is not in your budget, and your website is not a critical component of your marketing, what do you do? You don't want to offend, but you don't want to do it.
Here's your script: "Thank you so much for your offer, Susan, but it's just not in my plan for 2006. You may be right and I probably could use an upgrade, but it's not going to happen this year."
Being able to say no when you want gives you the power to say yes when you need to. If you're spending your time and money on projects that leave you broke and unfocused, your business could fail. Using a plan gives you the confidence and the power to get what you want.
Here's another example. You want to send out an email newsletter to your database, but you need a service to send it for you. You ask several people from whom you receive newsletters and do some internet research. You learn what is most important to you (Price? Customer service? Templates?), which gives you power.
When dealing with a supplier, use your power in negotiating. If you want a more expensive service, let them know you have done your homework and ask for a new customer discount. Ask for 25% or more. Know what you will be willing to accept, and be willing to walk if you don't get it. You have more power if you don't have to make a decision quickly. They may come back later with a better offer!
Use these same concepts in your personal life. Ask for what you want. Do your research. When you see a doctor, don't make any hasty decisions. Get a second opinion, read the insurance manual, research the medication on the internet, ask your friends and family - then ask for what you want until you get it.
Some basics required in getting what you want include knowing what you want, knowing where it is, knowing from whom to get it and asking at the right time. The most important part is knowing you have the power. It may take longer, so you will have to decide if you are willing to settle or wait it out until you get what you want.
Use your personal power to have the business - and life - you want. Go get it!
Copyright 2006 Audrey Burton
Audrey Burton is a practical Small Business Coach. She eliminates business/marketing overwhelm and gets you excited to work on your business again! To sign up for her free, monthly email newsletter, visit her site: http://www.TigressCoaching.com. |
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