Saying NO! The Art In Business.
Saying NO to business is something I struggled with for nearly 20 years. Honestly, I still struggle with it from time to time. At first, it seems counterintuitive to say NO. I think it's different for everybody, but it can be difficult to walk away from a large paycheck or feel like you are letting somebody down. Perhaps you are concerned about what they will think of you or that you are letting your family down in some way. If you are a believer, then you may come to the conclusion that you aren't honoring God when you don't pursue an opportunity. Personally, they have all come into play as I learned to say no in my own businesses.
When you say YES, you are always saying NO to something else. Is it worth the price? Coaching my clients has taught me that many times that yes leads to a lack of self care and emotional distress. Can we become more resilient over time? Absolutely, and saying NO is one of the key ingredients.
When You May Want To Say NO:
Values Violation
I don't know about you, but I feel like clients and peers are constantly challenging my top values and my business principles. People have the tendency to want you to operate based on their values, not your own. It leads to tension! If a new client is challenging your values and they won't accept your business model, that's an early hint that saying NO may be best for all parties concerned.
Example:
I work Monday-Friday from 9-5. If a client demands I work outside those hours habitually for them, I will walk away and say NO. My family comes first.
Win/Win Relationship
A mastery approach to business is seeking a win/win relationship with the clients you serve. Will you both benefit reasonably from the relationship? Are your mutual expectations in alignment? Do you have a similar vision and goal? Will you respect each other's values?
Example:
In the real estate business, many times a seller wants to overprice their property or requests far less compensation. In either case, I'll typically walk away and say NO. I believe that better opportunities are waiting for me and taking on this client will be counterproductive.
Negative Influence
The way things start, they typically finish. If your potential client is abrasive, disrespectful or impatient upfront, it's not likely to change. If you agree to take on this client, be prepared for the ride you're about to take! Can you honestly work with this person for the duration?
Example:
Just this week, I said NO to a couple that is divorcing. The tension was high on day one. While I do have empathy for them, I know the power of toxic influence. I know I made the right decision. Another business owner will benefit financially and I'm content with that.
How did I say NO? I let them know that if I agree to serve them, I would be violating one of my business principles. If I don't believe it's a win/win relationship, I walk away with grace. You will find that most people are forgiving and understanding when you are honest with them. If they are not, you can sleep well knowing you made the right choice.
Conclusion
The Power Of NO: My wonderful assistant Stacey came up with the idea to compare, over a ten-year period, how many of my real estate listings that I took and sold vs. my peers. We discovered that I sold 94.5% of my listings while peer average was only 75%. That means that I'm closing 20 more homes per 100 listed than peer average! Over 21 years, that's a profound difference in closed homes, income, and resources that have not been wasted on the wrong client relationships. Saying NO is a big part of the reason my business reached the top 1% in the Las Vegas valley.
Clearly, you can't start out in business saying NO to everybody, but you only have so much time and energy to expend during your business week. Utilize it wisely! If you consider your values, a win/win relationship, and the influence of the client, it will help you make a tough decision. Remember, the influence of a toxic client will affect EVERYTHING. You will bring it home to your family (The last place I want it), it will influence you as a leader, and it will affect how you show up energetically with your other clients. I'm a Husband, Father, Leader and a Coach. I want to be at my best energetically. Saying NO when it's justified will absolutely set you free to pursue new opportunities and show up more in alignment with how you desire energetically. I have no doubt that saying NO leads to more success, not less!
How might saying NO more often impact the success of your business?
Your Coach,
Todd