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Hi there.

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It's Sue.

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And thanks for joining me for tips and talk day.

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These are bite-sized topics that I pull from community questions and

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things that I'm observing in the world of handmade small business.

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If you'd like to submit a topic,

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DME over on Instagram at gift biz unwrapped,

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before we get into the show today,

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I want to make sure that you know about the newest

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thing happening over here.

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It's called the gift biz bash a zoom party that turns

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into a podcast episode.

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Several weeks later,

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the party consists of a short training with Q and a,

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from yours truly.

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And then an opportunity for you to give a shout out

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about your business.

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You can tell us about a promotion you currently have going

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on or share a collaboration that you're considering so that you

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can find a perfect partner for the event.

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A little bit of learning and visibility for your business.

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What could be better?

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There is a catch though spots are limited to keep the

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party to about 45 minutes or so.

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That means you should grab your spot right away.

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It's totally free to make sure you're included.

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Why not do that right now?

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Pause this episode,

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go to gift biz,

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unwrapped.com forward slash bash to sign up and then come back

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and listen to the show.

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I'll see you at the bash.

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No feels terrible.

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Let's face it.

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It's a rejection.

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And who likes to be rejected?

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Most likely your reaction to the word no is to shut

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down. You feel defeated with whatever possibilities,

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the no shut out and to protect yourself.

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You give up on the person who made you feel bad

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and you move on to other people or activities to escape

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in a way.

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So you can recover soothe the wound.

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If you will.

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Unfortunately, life is full of nos,

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some being more harsh than others.

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And if you think about it,

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you'll see that you give out your fair share of nos

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as well.

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They can range from just looking as you respond to a

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questioning boutique owner to no,

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thank you.

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Please take me off your list to an annoying telemarketer.

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You might say to your friend,

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I'd rather not go for Italian tonight.

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Let's do Mexican instead.

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But when a no comes your way in a sales situation

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where you're hopeful that someone is going to buy a product

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that you've made,

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it feels very personal.

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What if I told you,

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there's a way to use this know to your advantage today.

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I want to talk through how to settle down your emotions.

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So responses to selling your products don't feel like such a

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roller coaster.

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And then what to do in these situations that actually could

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turn a permanent no into a future.

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Yes. The first thing I want you to do when someone

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says no to buying your product is to resist the urge,

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to fight it.

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Answering questions,

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dealing with objections or presenting new ideas for use of your

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product is one thing.

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But trying to explain why a person is wrong for not

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wanting to buy right now is another reacting in this manner,

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enforces the definition of sleazy selling aggressively,

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trying to get the sale at any cost we'll guarantee.

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You never will.

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That person won't ever come back to your booth or website.

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If you've minimized their right to decide for themselves,

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it's also a sign that you weren't listening to them or

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respect their final decision here is what to do.

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Instead. When a prospective buyer says no confirm that you recognize

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what they've said,

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that they aren't buying today in doing this,

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you've created neutral territory.

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Now you're two people talking together versus being in a buyer

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seller relationship.

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Doing so may allow you to have further conversation that could

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pave the way for a future sale.

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Ask their opinion about flavors or sense for your upcoming line.

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Get their ideas on the sizes that you offer,

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or whether they think you should fill in the blank here

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for whatever applies to your business.

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Getting them to talk could provide great insight for you around

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your product and could generate ideas for the future.

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You may also hear new descriptive words that you could use

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in social content or on your website.

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These types of conversations can provide such great information.

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Also when faced with a no find a way to stay

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in touch with this person.

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One of the biggest mistakes craft show exhibitors make is to

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lose out on this opportunity.

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If you don't take this step,

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that person is lost to you forever.

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The easiest way to do this is to get their email,

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do a raffle at your booth to win free product or

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ask if it's okay to put them on your special notification

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list. This will give them first access to new products and

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promotions. Avoid asking them to be on your email list because

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this rarely works.

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Most people know what's coming next,

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sales emails,

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calling your list.

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Anything other than an email list is best.

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Something that makes people feel special and that they're getting something

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extra by being part of your prioritized group.

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Some business owners go as far as to name the list,

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something special that aligns with their business,

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making it really feel like a special,

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important, and customized group.

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No matter how you do this,

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collecting emails is a second best to getting the sale.

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Oh, and of course,

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you're also getting your customer's email when they make a purchase,

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too, right?

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This also often gets lost at craft shows.

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When you have these emails,

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you can stay in touch with them for the future.

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This is how you grow your business.

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Repeat sales,

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which leads to my final point about what to do when

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you hear no remind yourself that your potential customers are just

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like you.

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They may or may not be in the market for what

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you're selling at that exact minute.

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But when it's time to buy a gift for a friend

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or they run out of their current candle supply,

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then maybe the right time for them to buy.

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That's why ongoing communication is so important.

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You'll be in their path when the time is right.

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People who have purchased from you before can easily purchase again.

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And those who didn't buy yet,

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but recall the friendly interaction they experienced with you will become

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ready. At some point,

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when you get the system in place,

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you'll have a continual flow of people at all levels of

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the buying cycle.

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Some are just now beginning to get to know you and

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your business.

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Some have made their first purchase with you and are ready

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to buy again.

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And some who are loyal fans and continue to buy and

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spread the word about your business.

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Each show that you go to build upon the other,

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as it applies to your list and growth of potential customers.

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But this only happens when you know what to do after

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you hear the word.

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No, here are the four steps.

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Again. Number one,

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don't fight it.

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Accept the no to acknowledge their decision.

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And if possible,

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continue the conversation to start a relationship and also get some

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learning for your business.

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Number three,

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invite them to enter a giveaway or join your priority list

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and explain the added benefits that they get by doing so,

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and finally recognize that no may mean not now,

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but it doesn't mean the same for the future.

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No is a word that doesn't need to be negative.

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Play off this word in the way I just described to

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bump up your sales over time.

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Nos can and will turn into yeses.

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That's a wrap.

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I'm a get to the point kind of girl.

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And this is what you can expect from these quick midweek

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sessions. Now it's your turn go out and fulfill that dream

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of yours.

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Share your handmade products with us.

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We want them and they bring us both so much happiness.