If you’re a Beachbody Coach that is actively working on building and growing your business, then there is no doubt that you’ve been rejected or told “no” at some point on your journey.
Being rejected and being told “no” is an inevitable part of the process. On the road to success you will encounter roadblocks, stop signs, potholes, speed bumps, redlights, and the occasional traffic jams.
How you handle rejection and being told “no” is a crucial component to your success as Beachbody Coach (and all things in life). Below is a great TED Talk on rejection:
Here’s what I often see. A new Beachbody Coach starts out excited. They go out and talk to a few people that they are sure would love to join their Challenge Group or get signed up to be a Beachbody Coach themselves.
Contrary to what they expected, these people all told the new Beachbody Coach “no”, and some even tell him/her that they’ve made a huge mistake by joining the business.
This is not an unlikely scenario and it can be crushing to the new Beachbody Coach. Often times a few rejections when first starting out will cause a new Coach to become discouraged and quit before they’ve even given themselves a chance to succeed.
(*Important sidenote – be sure to approach your “inviting” like a professional. Read Go Pro.)
In this post I’m going to explain how getting “No’s” can actually be a good thing and helpful to you.
When “inviting” people to take a look at your products or opportunity, the goal is to “collect” a decision. We provide the information needed for our clients/customers to make an informed decision.
The goal is to get a “yes” or a “no”.
Often times we’re so worried about facing rejection, about getting a “no”, that we don’t go after any decisions at all because getting that “no” is too damaging. We don’t want to face rejection so we avoid it all costs.
It’s important to know and understand that rejection is inevitable. People will tell you “no”. Treat rejection like a professional a realize that you are being rejected personally, what’s being rejected is the solution you are offering, NOT you. This is a HUGE distinction.
A great book on handling rejection, on getting “No’s” is, Go For No! YES is the destination, NO is how you get there, by Richard Fenton and Andrea Waltz.
This book will change your mindset and the way you handle getting a “no”. Once rejection no longer bothers you, the goal then becomes to get as many “no’s” as possible.
I love the goal of getting 10 “No’s” a day, because it’s a goal EVERYONE can achieve. It’s also a clear and concise goal. At the end of the day, you can easily determine if you’ve reached your goal or not. It’s black and white.
Because “No’s” are part of the process, it makes sense to embrace them. If 9 out of 10 people tell me “no”, then in order for me to get more “Yes’s”, I have to increase the number of “No’s” I get.
Going Beyond “Yes” Or “No”
While being able to get a “yes” or a “no”, collecting a decision, is a very good thing and great start, this is not what this post is about. This post is about going beyond the “no”. This post is going to show you how getting a “no” can actually be more valuable than getting a “yes”.
I know, that might sound crazy, but keep reading…
Most people think that there are only 2 outcomes, yes or no. There are actually 4 outcomes:
- Yes – simple, slam dunk. “You should try Shakeology”, other person says, “ok, here’s my credit card”.
- Maybe – “tell me more, I need more info.”
- No, not right now. “No problem, can I contact you next month?….Do you know anyone that might be interested?”
- No, and not willing to give you referrals. Ask for feedback. (This can be the most valuable of all if you are willing to let go of your ego.)
Most people are not willing to go past the “no”. By asking for referrals and feedback, every “no” can turn into potentially more business for you, or a positive learning experience.
Outcome 1 – The Slam Dank
The best case scenario is you tell someone how awesome Shakeology is, they say “I want some, where can I get it?” And you send the to your website to place their order. This doesn’t happen very often, but it does happen. When you talk to people with excitement and enthusiasm about Beachbody’s products, people will say to you, “I want it, where can I go to buy it from you”?
Outcome 2 – “Maybe”
Next comes the “maybe”. The person you are talking to seems somewhat interested and wants to learn more before they make a decision. During this scenario you want to do some exploring. Find out what goals the other person wants to achieve. Share with them how Beachbody’s workout programs and Shakeology can help them reach those goals. Share testimonials and success stories. Explain Beachbody’s 30 Day “no questions asked” money back guarantee. Find out what formation they need to move from a “maybe” to a “yes”.
Outcome 3 – “No, not right now”
When you get a “no”…you then ask 2 questions.
- ” Can I contact you next month, maybe the timing will be better for you then?”
- “I understand the timing isn’t right for you, would you mind doing me a HUGE favor?…Can you think of anyone that might be interested in this Challenge Group?….Would you mind referring them to me?….These Challenges have proven to be life-changing for people?”.
Collect 2- 3 referrals. Imagine if you were able to collect 3 referrals from everyone that told you “no”. 5 “no’s” a day would turn into 15 referrals a day, or 105 a week!
Outcome 4 – “Not interested, and I don’t know anyone who would be”
And lastly, if they decline your invite, and aren’t willing to give you referrals, here is the next step which can be the most valuable of all if done correctly. Even more valuable than if they originally said yes to your invite.
This step takes letting go of our egos, it takes some humility and can be a little embarrassing. For those reasons, many people aren’t willing to do this step but I encourage you to give it a try.
Simply ask why?
Ask for feedback and constructive criticism.
Say, “OK, let me ask you…can you tell me what I could have done or said differently that would of made you said yes to my original invite, or made you willing to give me a few referrals?”
This is great to practice on with friends and family. Be blunt and and ask, “why not? What could I of said to make you say yes?”
This question will impress people. It will show them you are not driven by your ego.
Most people go away after getting a “no”.
Ask if you can follow up in a month or 2.
Ask for referrals.
And, if they say “no” to all of your requests…ask what you could have done or said differently.
These are the “magic” steps.
They are “magic” because most people aren’t willing to ask these questions.
The point is, “No’s” are a good thing. “No’s” are proof that you are taking action. Don’t be discouraged by rejection. Getting “No’s” can help you grow your business if you follow the tips and ask the questions I outlined in this post.