No. No thank you. No can do. No means no. No go. No way Jose.
As adults we’ll do almost anything to avoid having someone tell us no. But children, they have absolutely no fear of rejection. That is, until their parents, grandparents, aunts, uncles, teachers and babysitters unmercifully beat them down with a never ending chorus of no, no, no, no, no.
According to a UCLA study, the average toddler hears NO up to 400 times a day. It should come as no surprise that by the time a child becomes a teenager they’ve built up a healthy aversion to the word.
Just imagine what you could do if no wasn’t so difficult to hear. What if you and I were a little more like my 8 year-old daughter Allyson?
Last month, with an order form in one hand and pen in the other, she eagerly left our home with one goal in mind – to sell as many Girl Scout cookies as possible. Allyson knocked on every door in our neighborhood. She was confident in her delivery and prepared for any objection, the most common being “I don’t have any money right now.” She politely informed the prospect that they didn’t have to pay until the cookies were delivered.
The end result was an 88% conversion rate. Of the 25 people who answered their door that day, only three said no. All 22 buyers purchased at least two boxes of cookies, or more, and one sugar-deprived woman proudly ordered 20 boxes for herself.
Of course, it helped that Allyson had a desirable treat to sell. And her passion for the product was clearly evident to the customer. Mix these things together with her no fear of rejection attitude and it’s surprising her conversion rate wasn’t higher.
So, do you have the following?
- A desirable real estate related product or service to offer your customer?
- A passion for that product or service?
- The ability to shake off a steady diet of no, no, no, no, no?
My hunch is that if your real estate investment business is struggling it’s because you answered no to at least one of these questions. A lousy product, lack of passion and fear of rejection is a recipe for failure. It’s much easier to sell something you believe in. The word no doesn’t sting as bad either.
Now, Allyson would like to know – who out there would like to buy some Girl Scout cookies?