This is such a great quote by Mahatma Ghandi – I’ve been using it for years and never knew it was one of his.
When I was thinking about a topic that could add real value to you, my mind kept coming back to proactivity, which as you know is core to business success and is core to the Future Inspired approach. I then remembered saying this quote to at least 3 clients over the last few weeks. It got me to thinking more consciously about why I say it and what exactly does it mean in the context of business success.
Be bold………………
The principle in this article will support you to succeed in all areas of your life, career and business. However, “If you don’t ask, you don’t get” can’t be truer than in sales!
In my first job, straight from University, I learnt the hard way. I was selling a psychometric software package. I had to make my own appointments from a phone book which was pretty daunting but I was determined to succeed, so I forced myself past the fear to ‘ask’ and made the appointments. I then had to go out and present the product to hopefully lead to a sale.
One particular appointment was a 2.5 hour drive away. The meeting went really well. I built up a great rapport and they liked the product. I left on top of the world, only to get back to the office to find out that their MD had been on the phone to my Director, to tell her that if I’d asked him if he wanted to buy, he would have bought it there and then. To make the point he literally insisted on me travelling back to their office for a second meeting! Of course, I asked the big question then and it was one of my first ever sales, as well as being a big lesson that has helped me throughout my career:
Take the risk and ask because they might just say “yes”.
What stopped me asking in the first place though? I’d say inexperience and fear of rejection. The latter has the potential to reappear at any time, no matter how experienced I am; the inner game of selling. However, the recognition that I have to ask to achieve what I want to, and having experienced the positive outcomes asking can deliver, I carry on regardless.
Beware of your own assumptions about how a conversation will go as you’ll either avoid it completely or you’ll create a self-fulfilling prophecy (meaning the way you say it will mean you’ll get what you expect).
Tip: ask yourself “what do I need to believe to make this question a success?”
When should you be asking the questions to support your success? Such as ones that will help you to generate more sales, whether it be to close a sale, to start a conversation, to re-contact someone, request a meeting or phone call, to ask for referrals or for testimonials etc. etc? What’s stopping you? What’s the impact of not asking? What will it bring you if you ask just 5% more than you are now consistently over time?
What’s the worst that can happen, will you survive? Of course you will.
This is also applicable when it comes to personal development, career progression and leadership. We need to ‘ask’ ourselves (honestly) and others the right, sometimes uncomfortable questions, if we want to be successful or support success in others.
Questions to know what you or your team really want and what success looks like, to raise self awareness, to analyse problems and solutions, to understand strengths and weaknesses, to make identify risks, to challenge habits and ways of working, or to create learning in failures and successes.
How about asking others for feedback, asking for more or less, asking for different or better? Or, asking for an opportunity, for resources, support or help? Not always that easy but successful people aren’t afraid to ask.
Why is it that kids have no problem asking, yet adults can have issues asking many of the questions above. Kids understand innately that if they don’t ask, they don’t get and they haven’t learnt to be afraid of the answer yet. Often they keep asking until they get a “yes” or a resounding “NO”. They say in sales it takes an average of 7 times of asking to get a yes – who teaches children that!?
Be BOLD because “if you don’t ask you won’t get” and if you ask, you just might get a “yes”.
When I say ask, I mean verbally if at all possible. There’s nothing like a conversation. Nowadays there’s such an email culture which has made it too easy for people to shy away from those difficult conversations. Managers can be in the same office as their people and rarely speak with them. Contact with potential customers is reduced to the occasional email.
Online networking and emailing are a fantastic and an essential part of any marketing and communication mix but NOTHING is better than personal contact so you can really connect and gauge their responses and respond accordingly yourself.
Challenge: make 5 phone calls and arrange 2 meetings with potential customers, team members or anyone who you can ask to support you towards success. When you’re about to email someone, stop and think about it – make a call instead (and be bold to ‘ask’). See what happens. Let me know how you get on……….
Sales tip: As a general rule, don’t leave voicemails. You’re putting the ball in their court which once in a blue moon may be the right thing to do but my experience has taught me never to expect people to get back to you. Even if they want to buy and you have built up a great rapport, work happens and other things take priority. You need to be proactive to drive to results. Be thoughtful about how often you call, when and what you say, but do keep trying!
Keep checking these blogs to hear more about “If you don’t ask, you don’t get”. Having the guts to ask is a big part of it and to add to it we’ll be covering other aspects like what to ask and how to ask it!
