Pushy professionals just don't get it. How likely is it that you'll establish trust, open dialogue, and build a great working relationship if you push prospective clients and contacts ? It's more likely that you'll succeed in increasing their wariness about you, make them defensive, and shut down any possibility of a future together.
So, when a prospective client says "no" to your advances, what should you do ?
- no matter what, avoid being pushy
- accept it for the present - to do otherwise will undermine further meaningful interchange and by accepting it, there may still be an opportunity for worthwhile dialogue
- be gracious about it - unfailingly courteous and polite, and a model of professionalism: no hurt feelings on display, please
- if you can, offer an idea, suggestion, or piece of information which is genuinely helpful
- get a warm conversation dynamic going
- ask for some information or insights which might be useful to you: competitor activities, what's going on in their market, suggestions for how to make successful approaches, feedback on your firm.
- question gently and be careful to turn this into neither an interrogation nor another sales push
- make sure you're perceived as a helpful (and definitely not pushy) professional.
If you can achieve meaningful dialogue and part with mutual respect, in time you just may find yourself with a referral, or even an invitation to sell your services to this prospective client.
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