This is Smart Cleaning School episode 4-1-1. Do you know what that means? It means "Directory Assistance" and derives from the old days of telephone operators in the United States and Canada. 4-1-1 has been used since 1930 if you can believe that! The number has taken on a whole new identity in pop culture since the 1980's where 4-1-1 is slang for "Information" or "What's the deal?" or "What's up with that?" What's the 4-1-1 with the Smart Cleaning School Podcast? Are you enjoying it? Are there episodes you'd like me to do that I haven't. Email me at firstname.lastname@example.org to request topics. The 4-1-1 was a fun side path for this episode. Let's get to it!
A member of the Solo Elite asked a really good question in our community. Ian asked. "How do I deal with rejection of a prospective client and still be able to build a relationship with them?" A question often times reveals ones internal mindset. In this case, I can recognize the mindset. I'm now going to help all the Ian's out there. You believe that a client saying no is a personal rejection and a failure. You have incorrectly associated a No with failure. This incorrect association causes you to feel rejected and therefore less willing to take more positive action. I mean... why would I? They don't like me. They don't like my cleaning service. I'm not good enough. This is a slippery slope and many struggle with rejection. It's natural. We want to protect ourselves from that pain. This is where Ian's question stems. He cannot see a reason for building a relationship with someone who rejected him. Rejection is bad. How do you handle that?
Do you see why people ask this question? They want to win, but they are stuck. They believe that they have to figure out how to manage this pain in order to win. In this line of thinking, it makes total sense. But this mindset and association is incorrect. There is a great book out there called "Go for No", where the authors rewire your thinking. Yes and No are not opposite directions. In other words, a No doesn't take you farther from Yes. It brings you closer. Change the image and definition in your brain. Currently, you stand in the middle of Yes and No. Yes is to the left and is on the way to Success. No is to the right and is on the way to Failure. Move No to the left side before Yes. Put another term to the right. Quit is on the way to Failure. No is on the way to Yes. You need to get many No's before you get a Yes. Many Yes's lead to Success. Therefore, you can't succeed unless you get No's. You can't succeed unless you get rejection. Rejection is now a positive. It's not a negative. If rejection is a positive, you don't have to manage the pain of it. You measure the gain of being rejected. And if rejection is a gain, you get excited to achieve the next gain.
Do you see the 180 degree flip of simply how you view a No or rejection? It's called Mindset. We operate our lives based on what we perceive and believe. Ian needs to change what he perceives and believes about Failure and Success, No and Yes, pain and gain. Now that we've established a new way of thinking and you can accept that No is on the way to Yes, let's take a look a Ian's question again. "How do I deal with rejection of a prospective client and still be able to build a relationship with them?" I'll rewrite it. "How do I deal with the pain of being rejected by this potential customer and still want to be friends?" You can't. I'll rewrite it. "Ken, I got my first No from a potential customer. I'm one step closer to a Yes! What is the benefit of building a relationship with this prospect over time?" Now that is a totally different question and sets you up to win big time! Why? If you feel like you've been rejected by that client, it's hard to have relationship with him. But if you realize that they just said No because it's not the right fit for them right now and no is not a failure, it's easy to maintain that relationship. They didn't reject you. They just didn't need your service at this point. They did not need your Blueberry Pie. No big deal. Offer your cleaning service to someone else and then someone else and so on. How many No's does it take to get a Yes? It might take 5. It might take 10. Whatever it is, you can seek enough No's in order to gain a Yes. A Yes feels amazing and grows your income.
Now, let's go back to the rewritten question. Why would Ian or any of you want to stay connected with those that said No? Marketers know this from the research. It takes customers 7-13 times seeing an advertising message before they buy. In other words, the average customer will say No 7-13 times before they say Yes. Build that relationship. Send them useful cleaning tips. Check on them. After they see your message enough and they NEED what you sell, they will buy. There are also gobs of customers that said No to a cleaning service in the past. But that OTHER cleaning service felt rejection and didn't build a lasting relationship. That customer may have had 12 messages from the first cleaner. But they gave up before the Yes. You can be the 13th message and get a quick Yes. Here's another principle at work when you convert the pain into gain and build relationships with prospects after a No. They will see you out there, read your stuff, follow you. They will notice others talking good about your company. They will see how you handled the No and develop more KLT or KNOW, LIKE, and TRUST for your company. This is how sales are made. No one hires you unless they have all 3. You need to build relationships with as many people in your community as possible. This grows your KLT!
Let's wrap up. None of this will ever happen if you don't change your internal image of No and Yes, Failure and Success. It will never happen if you don't follow up, stay connected, serve, and build relationships with everyone who is a good fit as a customer. Search and share your business all the time. Offer your Blueberry Pie. Realize that a No is many times a 'Not Yet'. Build relationships with the right Yes and the right No customers. You will get many No's. You will also get many Yes's. And many Yes's in a solo cleaning business allows you to optimize and earn your freedom!
I follow this mindset as well. How many times have you heard me share the Solo Elite Membership?! Well, maybe it's been one No or two, maybe 10. Here you go. I'll share it again! You can optimize your solo cleaning business to earn full time income through part time cleaning without the drama of employees! Get access to this game-changing training for only $57 per month or $597 per year in the Solo Elite Membership atsmartcleaningschool.com/elite. Members get access to the full ISO Model Course to optimize your solo business, plus access to the Solo Elite Community, bonus podcast content, access to private coaching and additional courses at 50% off! You can also sample the membership with our brand new "Backstage Pass", which is found at smartcleaningschool.com.
"Helping cleaning professionals make the impact they were meant to make."