Thursday, June 7, 2012
How To Get A ‘Yes’ Out Of Others
Book publicists, authors, and book marketers hear the word ‘no’ much more often than ‘yes.’ They also get a lot of ‘maybe’ or just plain silence at the other end of an email or voice mail. So what is the secret to getting someone to say ‘yes’?
<1. Do not expect a ‘yes’ as often as you’d hope to hear one. Strategically reach out to many people, so as to increase your chances of getting a ‘yes’ from someone.
<2. Aside from having an outreach of quantity, do one of quality. Zero in on the ones you either have the best chance of getting a ‘yes’ from or focus on the key people you desperately want a ‘yes’ from. For either of these groups, make an extra effort. That means personalizing your contact, giving them a special offer, contacting them by numerous methods (phone, email, mail, visit in person) and being persistent.
33. Keep a positive attitude. People say yes to those who are easy to deal with, smiling, attractive inwardly, and humble.
44. Act with confidence, but not arrogance.
<5. Be creative. You need to stick out. Doing what others do or being merely as good as them is not good enough.
<6. Give them a deadline. It may sound strange to make demands from those you need something from but attach a response date to your offer to give it urgency and authenticity.
<7. Look for a third party introduction. It always helps to get a foot in the door from someone already in the room.
<8. Trade favors or barter to get what you want.
<9. Do your homework. Know what matters to the person you want a ‘yes’ from. What is it that they need or want?
<10. Know more about the individual you seek a ‘yes’ from. Try to connect with them on a personal level. People do business with those they know, like, or who can do something for them.
<11. Don’t accept the ‘no.’ Repitch them and try another approach to get that ‘yes’ – or until they issue a restraining order against you. Don’t harass them but do give it a second shot.
<12. Cain agreement in your conversations, even if about unimportant things, but get them in a ‘yes’ state of mind.
Brian Feinblum’s views, opinions, and ideas expressed in this blog are his alone and not that of his employer. You can follow him on Twitter @theprexpert and email him at firstname.lastname@example.org. He feels more important when discussed in the third-person.