When working to win new customers, you are certain to have setbacks, disappointments, and discouragements. The reality of trying to win new customers is that, at times, you will not succeed. There will be speed bumps and unexpected challenges. Your success in getting new customers is not about what happens to you, however. Your success will be forged by how you respond to what happens to you. You have to learn to expect the unexpected.
ACTION ITEM
Write out “Expect the Unexpected” and remember it when dealing with unusual circumstances.
When you've spent months working to win a new customer's business, you know the devastating feelings and emotions associated with hearing those fateful words “no,” “sorry,” or “we've gone with someone else.” What can you do? You can either get better or get bitter. Everyone can make the choice to turn their stumbling blocks into stepping-stones by improving their competitive skills. Use setbacks as a reminder that “no thank you” can be a challenge to you and use those experiences as a force multiplier. You are a survivor, so pick up the pieces and go looking for new customers.