Perseverance

From Andrew McWhirter:

Soccer superstar Pele once said:

‘Success is no accident. It is hard work, perseverance, learning, studying, sacrifice and most of all, love of what you are doing or learning to do.’

One person discovered the value of perseverance firsthand when they chased down a lead they really wanted to work with. 

He had connected with the two directors of a local business. These directors knew what he did and showed an interest in the services offered.

The problem was that they couldn’t agree.

One director said no and the other said yes.

For most business owners, this would be a sign the sale was not to be. After all, if one decision-maker says no, that means you've lost the chance to make the deal, right?

He didn't give up.

Instead, they scheduled a 30-minute video call that allowed him to talk to both directors at once.

That 30-minute call ended up lasting an hour. As the conversation went on, more and more problems were brought up.

There’s a reason for this. The naysaying director had started to trust my client during the call. It had showed them they were an authority in that niche. As a result, they felt comfortable confiding in him.

That conversation came about as a result of perseverance. And when he scheduled it, he knocked 4 competitors out of the running to land the contract.

Here’s the most important metric.

He measured the time they invested against the value of the deal.

It came out to $1,645 per hour!

Everyone I know would feel happy about making that kind of return.

There’s a lesson here. All is not lost if a key decision-maker says no. If you persevere, you may be able to find another angle of approach.

A prospect who says no is just somebody who doesn’t trust you yet. If you persevere, work through the NO’s and prove that you’re the authority in your niche, they may just come around.

There is a secret to getting your foot in any door and keeping it there!