“No” means … “No.” That is why your prospect chose that word.

If we want to remain respectful to our prospects, we must understand what they are saying “No” to. For example,

#1. They could be saying “No” to us.

They don’t want to do business with us. We are not a good match for them. They want to work with someone else. Or maybe we offended them. In that case, future follow up might be rude.

#2. They could be saying “No” to our opportunity or product. 

They just are not interested in what we have to offer. Maybe they have a prejudice against a certain product group or opportunity. Hey, if it isn’t a fit for them, let’s respect that and wish them well in their future searches.

For example, I don’t wear white dress shirts. You sell white dress shirts. This is never going to work. You give me the best presentation. You have celebrity endorsements, your white dress shirts have 10,000 five-star reviews on social media, the white dress shirts were featured on talk shows, these white dress shirts wash themselves, they never get dirty and they last forever. 

100% of the time I will say “No” to your offer of white dress shirts. 

Why? I just don’t need or use that product.

However, two weeks later your company launches blue dress shirts. Awesome! Do you think I am interested now? Only one way to find out … follow up.

So if your opportunity or product changes, you still have a reason to make a short follow up with your prospects.

#3. They could be saying “No” to HOW we described our offer.

Think about it. Most prospects would love your products, your services, and more money. They are pre-sold.

However, they might not like how we described our offer. How we say things can make a huge difference. I like to tell this short story about how changing a few words can make a huge difference in the results we experience.

Imagine I am on a date with a lady. I say to her, “When I look in your eyes, time stands still.” Or … I could also have said, “Your face would stop a clock!”

Now, both sentences describe the same thing. But one sentence will get a more favorable reaction, the other sentence might get me a slap in the face.

Huge difference in results by changing how we describe and explain things.

So ask yourself, “Can I reposition my offer? Can I change how I describe my offer? Can I use different words?”

Here are some examples:

• “Our nutrition products will help you get fit.” The prospect thinks that fit might involve exercise, and immediately turns down your offer. Instead, you could say, “Our nutrition products will turn your body into a fat-burning machine.” And now the prospect is excited because he can visualize losing weight while using your products.
• “We can help you fire the boss.” Sounds good to most prospects, but this prospect has his father-in-law as a boss. He doesn’t want to lose the inheritance. Maybe we could have said, “Our business will give you an instant pay raise and you don’t even have to ask the boss.”
• “Join now and qualify for the free cruise of a lifetime.” We didn’t know that our prospect gets sea sick. Instead, we could get a better response by saying, “Join now and start earning great part-time checks so you can take those vacations you have been dreaming about.”
• Instead of saying, “I will follow up with you weekly until you finally decide to join my business” … maybe we could have said, “Let’s stay close in touch. I know there is something we can do together in the future.”
• “Join now and start making a list of 200 prospects you are afraid to call.” Ouch. That is scary. We could say this as an alternative, “Let’s just call your best friend first. Good friends love to do things together.”

So check to see why your prospect is saying “No” to you. Many times they are only saying “No” to how we described our offer.

In that case, a simple change in your offer can turn that “No” into a brand new distributor or customer.