No
one likes to
be rejected
in any of life’s
situations.
Rejection is
an emotional
experience,
and we go to
great lengths
to protect our
fragile egos.
However, in
our business,
where we must
continuously
seek people
with whom we
can meet on
a favorable
basis, rejection
comes with the
territory.
Fear
of rejection
is a manifestation
of our insecurity.
Most of us are
insecure about
something. We
all have issues,
whether it is
about our appearance,
how much money
we may earn,
or just an overall
lack of faith
in ourselves
to accomplish
and get what
we want. So
this begs the
question: Do
you have a fear
of rejection
that hinders
your prospecting
activities?
If
you are not
entirely sure,
consider this
question:
How much are
YOU PAYING right
now, NOT to
prospect? Think
about this question
right now, and
in doing so
consider these
facts:
You
are paying
not to prospect
when you share
a commission
in exchange
for a lead
(but you still
do all or
most of the
work yourself).
You
are paying
not to prospect
when you work
on a lower
commission
scale for
a “feed”
of often-unqualified
leads (but
you still
do all or
most of the
work yourself).
You
are paying
not to prospect
when you fail
to seek referrals
(or more often,
fail to seek
referrals
correctly,
because most
people simply
don’t
know how to
do it correctly).
You
are paying
not to prospect
when you allow
a client to
fall through
the cracks,
and before
you know it,
they have
gone somewhere
else for service.
You
are paying
not to prospect
when you fail
to follow
up on a new
friend or
acquaintance
correctly
and in a timely
manner, despite
your stated
intentions
to do so.
You
are paying
not to prospect
when you are
unable to
build rapport
with a prospect,
simply because
your listening
and interpersonal
communication
skills are
not properly
honed.
Consider
the points above
and you will
realize that
prospecting
involves a range
of activities,
habits and skills
that you summon
all day long,
as part of doing
business. YOU
SHOULD ALWAYS
BE PROSPECTING
in everything
you do and everyone
with whom you
come in contact.
That
said, if you
are procrastinating
on picking up
that phone,
today, I want
you to ask yourself:
“What’s
the worst that
could happen?”
Answer these
for yourself:
If
I telephone
a person and
request an appointment,
what’s
the worst that
could happen?
If I approach
an individual
at a social
gathering, and
gently start
up a conversation,
what’s
the worst that
could happen?
If I send someone
a letter with
a helpful article
and then follow
up with a phone
call, what’s
the worst that
could happen?
These
are NOT near-death
experiences!
So go get it
done, and stop
paying NOT to
prospect, and
start profiting
from seeking
out new people
whose lives
you can impact
in a very positive
manner. That's
your mission.
Stop avoiding
it.
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