And if I didn't hear back from the prospect... I'd start second guessing myself.
Did I say something stupid? Is my price too low or too high?
I'd get all worked up wondering why they weren't responding back and hiring me.
It took some work over the years, but I soon was able to "train" myself to not care as much if I didn't get hired for a job.
These days, if I even send out a proposal for a job, once it's sent... it's out of my hands and out of my mind as to thinking about it again.
In other words, I no longer get worked up, or really think much about proposals at all.
Once I send it, that's it... I either hear back from the prospect or I don't.
Of course, it helps when you don't really need the jobs... that can take a lot of worry off your plate.
So, when I got this email from Jason Leister the other day...
it put into words exactly how I used to feel... and how I feel now.
Except Jason wrote it better than I could have... so if you find yourself
getting worked up after sending out a proposal... and you don't hear back from the prospect... this email from Jason will help you.
The Client Letter
June 25, 2013
Sunny 64 Degrees
Over the weekend, I sent you an email asking two questions. The first question was about the biggest challenge you face in your business.
The second question was your best idea for WHY that challenge hasn't been solved yet.
I got a lot of honest and clear responses. Thank you!
One of the responses I got several times was the frustration about prospects not being willing to pay good money for good service.
One subscriber shared with me the name she's given to these types. She calls them "askholes." They simply ask you a bunch of questions and then leave without hiring you.
I have to tell you, that name made me chuckle and I plan on using it... a lot!
Basically, the situation comes down to people needing what you have, just not wanting to pay you for what you have.
So here's my take on a situation like that...
Most of the prospects that approach your business will not be right for you. That's just how it works.
If you try to make them right for you, or if you get frustrated because they're not right for you... well, approaching it like that isn't going to help you.
But if you go in expecting that the vast majority are not right for you, you can make your job about disqualifying them as quickly and kindly as possible.
While I STILL don't fully understand why, "disqualifying" someone often has the uncanny side effect of making them want what you have even more.
All we want with a prospect is a decision. It doesn't matter which one. Yes or no. The problems really begin when we start caring what the decision is.
This "shift" in perspective is similar to another I made not too long ago that has truly improved my life. I made the decision to see my work with clients simply for what it is and nothing more. No more stories, no more drama, just people who need things done working with people who can do those things.
Now when I come up upon an annoying client situation, I don't get all bent out of shape (angry) like I used to. It's a client, for goodness sake. Nothing more, nothing less. It's not my life unless I MAKE it my life.
The next time you speak with a prospect, why not try going in with the expectation that you will DISQUALIFY them? Really, look for reasons NOT to work with them.
Don't step on the emotional roller coaster where you "get your hopes up" and then find out they just wanted free advice. MOST people just want free advice.
You might just save yourself a ton of frustration viewing things that way. Plus, you might just end up getting more clients.
Editor, The Client Letter
Art of Clients