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THE DIP BLOG by Seth Godin




All Marketers Are Liars Blog




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« Confusing activity with action | Main | If you could meet one person... »

Two ways to deal with "no"

You could contact the organization that turned you down and explain that they had made a terrible mistake, the wrong choice and a grave error. You could criticize the vendor they actually selected, bring You could even question the judgment of the prospect and try to teach them to make better decisions in the future. And, while you're at it, challenge the fairness of the decision-making committee itself, and explain how a more fair process would have favored you at the same time it would have helped the organization that turned you down.

Or

You could be more gracious than if you'd won the work. You could send a thank you note for the time invested, you could sing the praises of the vendor chosen in your stead and you could congratulate the buyer, "based on the criteria you set out, it's clear that you made exactly the right choice for your organization right now." That doesn't mean the criteria were right, it just means that you're not attacking the person for being an impulsive lunatic. You could even outline what you learned from the process and what you'll be changing in the future. And you can make it clear that you're in it for more than just a sale, and you'll be around if they ever need you.

Couple questions:

1. Which one will make you more likely to be invited back, or to be the backup if the first choice fails?

and

2. Which one will increase your word of mouth at the same time it improves your organization's feeling about itself?

It's a no-brainer, I think. So how come the first is so common?

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Listed below are links to weblogs that reference Two ways to deal with "no":

» When is No is Better than Yes? from Alliance Science
Sometimes a No is better than Yes.In a recent post, Two ways to deal with "no", Seth Godin describes extremes of how to react when you don't win your prospect's business. Point out their mistake, challenge their judgment or their... [Read More]

» Measure well from ~ synthesis ~
Seth Godin wrote today about how to live to fight another day. While our default is to question our customer's decision-making when the deal doesn't go our way, he argues that losing with grace gives you more chances to be... [Read More]

» Maybe Seth Godin Really Does Think All Marketers Are Liars from Freaking Marketing
In a post called Two ways to deal with "no" Seth Godin discusses how to behave when an organization turns you down. Some of his advice makes perfect sense: Write a thank-you note. Tell the prospect what you learned that'll... [Read More]

« Confusing activity with action | Main | If you could meet one person... »