How many times have you heard ‘No’ when pitching for business this month?
If the answer’s not a lot, then you’ve either nailed your pitching (great job, treat yourself to another mince pie!), or far more likely you’re not pushing through your comfort zone and trying hard enough to win business.
Most people don’t pitch enough or suggest new ideas to existing clients because they don’t want to hear a ‘no’.
But if you and your team aren’t getting rejected, then you’re leaving money on the table.
It’s critical to detach personal emotion from commercial rejection and be ambitious about the business you go for.
Here are 5 tips for dealing with the ‘no’s:
Tip 1: Reframe your mindset. Nos are a part of the condition of commercial success. They’re a reflection of the amount of new business activity you’re doing. I once pitched against a consultant who claimed he won 95% of pitches, which he saw as a sign of success. But I saw it as evidence that he wasn’t pushing himself – he was simply working within his comfort zone.
Tip 2: Set up a commercial test for your pitches. Decide what you’re looking to achieve and then test this approach. For example, if you want to increase your fees, do this for the next five pitches, then review your outcomes. Don’t just test it once, get a no and then stop. This use of a ‘testing mindset’ makes you the interested observer in an ongoing commercial process not a personal victim of ‘rejection’.
Tip 3: Generalise the positives and isolate the negatives. When you win a pitch, think and announce – ‘me and my team are great at pitching.’ If you get a no, isolate that client and their issues for not getting the business. Attach the outcome to them, not your pitching – so the next time you can pitch with confidence.
Tip 4: Move on from failures, but dwell on success. If you get a no, debrief, learn from it and move on. I swear by the one drink vent. Grab a drink with your colleague or partner (preferably something strong!), vent for as long as it takes you to drink it and then move on. But when it comes to successes, constantly reflect on these with your team. Confidence comes from successful repetition.
Tip 5: Get back on the horse. Never leave a gap between getting a no and pitching for business outside your comfort zone again. If you do, your mind will take the opportunity to point inwards and look for reasons you didn’t get it. Instead, keep going and look ahead to future wins.
Need some help?
If you’d like some more ideas or guidance on pitching for new business, contact us here for an initial discussion.