As entrepreneurs begin their business, they pay close attention to those who hold out a helping hand. And when the 'helping hand folks' make a request, the entrepreneurs feel an obligation to return the favor of help.
This is the way it should be until'
The request is unreasonable
On occasion large sums of money may be requested. It may be a straight out request for cash or you will be asked to travel at your own expense with the promise of being showcased at an event. The potential outcome is painted larger than life. In either of these scenarios, you are the one at the monetary disadvantage.
Making the situation worse is the feeling of nagging guilt remembering the help you originally received. This is where you need to stop to examine what just happened. Next, revisit your business plan and priorities.
Was there a misunderstanding? Did you mistakenly mislead the person who made the surprise request? Does the request make you feel inferior for not being able to say, 'Yes'?
Direct and honest communication will either unravel misunderstanding or will set you free to find better-matched connections.
In another scenario, 'Jack' caved into all of 'John's' wishes for how an event should take place. After it was over, and upon being asked, Jack shared his true thought on everything leading up to the event and the event itself. Obviously, his words weren't well received.
Input should have been given prior to the event so that everyone would be on the same page. The aftermath became a lose-lose situation. This is the exact opposite of the sales motto:
'Always work for a win-win.'
All business should work toward a good outcome for all concerned. This is the precise reason each request requires due consideration. This process begins on the personal level with balancing loyalty and priorities.
Be honest with yourself first. Your true self unfolds when you are 100% aware of your priorities for everything. Diplomatically express those priorities to others and receive acknowledgment.
Sometimes you may have to negotiate so that everyone feels they made some gain, but you should never have to give up everything at stake. Remaining true to yourself and business plan is what serves to build your brand and your company.
Should doubt ever creep into the question or whether 'to pursue or not to pursue' use these questions to help decide:
What are your unique traits and abilities and will they be put to good use?
Can you afford to comply?
Is it a natural progression to comply with the request so that it will further build your status in your area of expertise?
On occasion, saying 'no' is a requirement. For some, it is a tough stance to take, but you cannot afford to always be the 'good guy.' As close to 100% of the time as possible, do your best to adhere to who you truly are and on occasion have others comply with your requests. In fact, an equal exchange should be the desired goal.
Do your best to make decisions based upon sound business versus obligation. Adhering to your plan and your budget will enable you to continue for the long-term. Consistency and perseverance will serve to get you recognized in your field, and attract your desired clientele.
The sales credo is, you must be known, liked and trusted.
To be trusted, you need to remain true to your rules for business. This will increase your likeability factor and help to spread the good word of mouth about you to become known.
These guidelines will put you on the wave of the Smooth Sale!
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