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Navigating Rejection with Melinda Emerson · The SmallBizChat with Melinda Emerson

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  You know, rejection is really just a numbers game.
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  And like I said, you know, you do ten pitches.
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  You're only gonna close 3.
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  So the goal is to get in more sales conversations so that you can turn more nos
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  into yeses.
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  You wanna focus on increasing your outreach and so that you can increase the number of people
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  that you're talking to about your business, and that will drown out the reject the more people
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  you talk to, the more people are gonna say yes.
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  That's all.
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  Ending small business failure.
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  Welcome to the small biz chat podcast with the number one small business expert, Melinda
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  Emerson.
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  Melinda's goal is to end small business failure.
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  And she'll give you the information you need to succeed and live the life you dream of.
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  Now here's your host, the small Biz chat lady herself, Melinda Emerson,
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  Attention authors, speakers, coaches, and consultants.
• 1:05
  It's time to level up your business and my live event, Bland in demand live in Philadelphia
• 1:11
  this September, 21st to 23rd, it's time for you to be seen and be heard, and I'm gonna give you
• 1:17
  the path to get there.
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  Hi, everybody, and welcome to Another solo episode of the small biz chat podcast.
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  I'm Melinda Emerson, your host, the small biz lady.
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  America's number 1 small business expert.
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  And I'm so excited to have this time with you today because I'm gonna talk about something
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  that is not really fun in business, but it's something that we all need to learn how to deal
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  with maybe a little bit better.
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  And it is navigating rejection in business.
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  You know, rejection is an inevitable part of the business world, particularly in sales.
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  But dealing with rejection effectively is really crucial for maintaining motivation,
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  resilience, and really long term success in your business.
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  So today, what I wanna talk to you about is how to help you as a salesperson because every CEO
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  should be a salesperson too.
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  To really handle rejection with resilience and adaptability and frankly, a growth mindset.
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  I mean, the first thing I want you guys to think about is this.
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  Sometimes, a rejection is god's rejection.
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  Sometimes, god's like, I don't want you work with those crazy people, so I'm gonna make them
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  say no to you.
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  And we don't know that because we're just trying to close, but sometimes rejection is not
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  about you.
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  It's about them.
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  So just note that.
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  But also too, seriously, I want you all to think about reframing rejection because a no is
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  really just an opportunity for growth and learning.
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  If you re you can reframe rejection by really cultivating a positive mindset and that views
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  rejection as a stepping stone to success.
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  Right?
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  No is really not yet.
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  It's not necessarily a no.
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  And so it'll bring you that much closer to a yes if you find out why they said no.
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  So you've gotta reframe rejection in the first place.
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  And, certainly, you gotta seek feedback so that you can learn How you can be better.
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  After experiencing rejection, you always want to ask the client for constructive feedback and
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  you wanna analyze the reasons behind the rejection and identify any areas of
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  improvement.
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  You certainly want to use this feedback to refine your approach, enhance your skills, and
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  really increase your chances of success in the future.
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  With this client or somebody else.
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  You know, rejection is also a good way to practice emotional resilience.
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  You should develop emotional resilience so that you could kinda bounce back from rejection
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  quickly.
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  You wanna acknowledge your motions, process them, and then redirect them towards other
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  activities that are gonna move you forward.
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  The other thing you gotta think about too when it comes to sales It's really only 30% of sales
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  calls close.
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  So if you talk to ten people in a week, you're really only gonna close 3 of the so let's start
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  with that.
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  Let's level set with that so that you can understand that rejection isn't about you.
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  It could be about a my read of things.
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  But if it is about you, you wanna find out what you did and how you can do it better.
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  And and you always wanna engage in self care practices, you know, that promote well-being
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  and and maintaining a healthy work life balance.
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  Whatever that is is entrepreneurs.
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  I mean, I I think I think I like the work present as opposed to balance because I just
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  think balance is just depends on the week, depends on the month, depends on the quarter.
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  But I also want you to just think about, you know, rejection is really just a numbers game.
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  And like I said, you know, you do ten pitches.
• 4:51
  You're only gonna close 3.
• 4:52
  So the goal is to get in more sales conversations so that you can turn more nos
• 4:59
  into yeses.
• 4:59
  You wanna focus on increasing your outreach and so that you can increase the number of people
• 5:05
  that you're talking to about your business.
• 5:07
  And that will drown out the rejections.
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  The more people you talk to, the more people are gonna say yes.
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  So just get your numbers up so that the rejections don't feel so personal and you don't
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  live there.
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  You always wanna analyze and adapt you know, you want to regularly evaluate your sales
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  pitch, your slide deck, you know, even your value proposition to make sure that It is still
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  on point.
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  You wanna make sure that you're looking at your whole sales process, your messaging, your
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  offers.
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  To see if you can identify any areas that need to be refined or actually modify modify.
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  You also want to think about adapting your sales approach based on the insights that you
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  learn from a client that gives you a rejection notice.
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  Right?
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  So that'll increase your chances for success in the future.
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  And, really, you've gotta focus on building the relationship.
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  Whether they say yes or no, you wanna have a relationship with that person, And so it's
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  really important to invest time in building, you know, resilient relationships with
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  prospective clients because even Vasyl doesn't materialize a personal relationship could.
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  And if they go someplace else, they could recommend you where they go.
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  So you wanna stay engaged with people Whether they need your services that they are not
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  because you really wanna build real relationships with people.
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  Because at at the end of the day, people do business with people that they like know and
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  trust.
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  So you wanna be that person that they like.
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  You also always have to practice active listening.
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  You wanna make sure that you have strong listening skills.
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  You wanna understand your prospects, pain, any objections, or their concerns And so you wanna
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  make sure that you increase the likelihood of a yes.
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  And so if you pay attention to non verbal cues, as well as what they're saying, you'll get all
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  of the information that you your proposition.
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  You know, you gotta make sure that you understand your target marker's pain points and
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  align your messaging to address them specifically.
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  And, you know, refining your value proposition is an ongoing process anyway.
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  There are people who have different value propositions for different clients.
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  So you wanna make sure that you compel a crafting, compelling message that really
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  addresses your customer's pain.
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  And really conveys your differentiation.
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  Like, why are you better than the other company?
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  You also wanna monitor, like, your market trends, Stay agile, you know, and just try to
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  always be responsive to not only your customer's current needs, but your customer's
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  future needs.
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  That is how you're gonna stay competitive in your business landscape.
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  And don't forget, you know, you can always seek mentorship, you know, look around and see if
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  there's another seasoned business owner, or maybe there's a seasoned business leader, sales
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  leader in your business.
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  That you might be able to get some tips from or debrief a sales call with.
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  I'm big on if you're gonna do a sales call on Zoom, record it.
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  So that everybody can review it to see what went well and what didn't.
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  But don't be afraid to seek out a a sales coach or a consultant to come in and really deep dive
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  what might be going on with your sales.
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  I mean, I actually belong to an organization called the women's sales pros, and these are
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  the badest female sales, experts, and trainers in the game.
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  When I feel like my game might be off a little bit or, like, I don't understand why it didn't
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  close somebody, I called them and and and get a reality check or get some vice, and it's always
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  really helpful.
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  So, hopefully, you will join or you belong to an organization like that so that you can
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  leverage other people's expertise As certainly, you gotta celebrate your small wins.
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  Just getting the meeting is a small win.
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  Regardless of the outcome.
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  So you want to celebrate small wins so that the big wins will be great, but you won't feel like
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  hot and win another one.
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  No.
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  You need to be like, what did you learn from that so that you can get better?
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  All of us can get better.
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  Right?
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  So handling objectives and business, really, especially sales, requires resilience
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  adaptability and always staying positive.
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  You know, you have to embrace rejection as an opportunity for growth to seek feedback and
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  really just con to continually refining your sales approach.
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  You really can't Look at it as a negative.
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  You've gotta look at it as a necessary positive for you 2 get better.
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  And remember that successful sales view rejection as a temporary head back.
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  You should use it as a stepping stone, really so that you can achieve your sales goals.
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  And with the right mindset and strategies, You can turn any rejection into a catalyst for
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  personal or professional relationship.
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  And relationships are more valuable than anything else in business.
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  Now if you're looking for tools and tips To better sell yourself as an author speaker,
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  coach, or consultant, I want you to consider joining me in Philadelphia, September 21st
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  through 23rd for brand in demand live.
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  I'm gonna be teaching you how to become a national brand so that you can stop so much
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  selling because your target customers are going to call you.
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  So register today, head over to smallbizladyuniversity.com forward slash brand
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  in demand live.
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  I can't wait to help you get the spotlight that you deserve.
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  Register today.
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  Attention author speakers, coaches, and consultants.
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  It's time to level up your business and my live event, brand in demand live in Philadelphia
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  this September.
• 10:57
  21st to 23rd is time for you to be seen and be heard, and I'm gonna give you the path to get
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  there.
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  Thanks for listening to the small biz chat podcast with Melinda Emerson.
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  So subscribe to this podcast wherever you listen to podcasts and join us next Wednesday
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  for more fantastic information and interviews.
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  You can find more sources and small business success strategies by visiting Melinda's
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  website succeed as your own boss.com.
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  Thanks again for listening, and we'll see you next week.