Last week I had a meeting with a prospective client, who in the end chose another business coach rather than me (it happens to the best of us). You don’t always get every client you want, but especially if you’re self-employed or run your own business, how do you keep your spirits up and deal with it when someone else is preferred? Here are my top tips for doing just that.
Nobody gets them all
First of all remember this. Nobody, not even the biggest, most successful company in the world like Apple, has a 100% market share. You can’t win them all and that’s okay. Be gracious in defeat. Don’t slag off the competition, that will only reflect badly on you. Wish them well and tell them that you’ll always be there for them if they change their mind or need something else.
Think and analyse
It’s easy to take it personally, but look at what happened objectively and see what you can learn from the situation. What could you have done better? Was there something you could have done to get this client to choose you? If the answer’s yes, make sure you do that next time. Did you make a mistake? Make sure you don’t repeat it – but remember, most people learn more from their mistakes than from the things that went without a hitch, so value the lesson you’ve learned.
Check your process
Most successful companies have a process for getting customers, so examine yours, check what you’re doing, and fine tune it if needed. But if you feel your process is fine, and this prospective client simply didn’t want you, move on.
Stay in touch
Just because they didn’t choose you this time, doesn’t mean they never will. You never know, it might not work out with that competitor and if you stay in touch, they’ll remember you. Create a gentle nurture campaign (monthly emails, the odd phone call or a postcard) and connect with them on social media and you might still get business from them in the future.
Lift your spirits
If it affected you personally and you feel a little deflated – go back to the testimonials you have from existing customers (everyone should have these), and look at all the nice things they said about you. That will soon lift your spirits and put you back into a positive frame of mind, where you are ready to take action and serve your next client.
Don’t give up
Don’t be too hard on yourself, and don’t give up. Find ways to renew your efforts, keep going, and do everything you can to get set for your next client. That person or company is waiting for you, and they need you to be at the top of your game!