All freelancers know the dreadful words “I am currently focusing on another project, but will keep your offer in mind”.
This is the moment when a digital nomad asks himself what made the client reject his offer. Unfortunately, this scenario is far more familiar to all of us than we would ever agree, so it’s time to dive into the psychology of a client’s rejection and find out why some people simply don’t want to collaborate with you.
Humans act on impulse
Have you ever wanted something that much nothing could stand in your way? When you saw a shiny new gadget or a pair of Manolo Blahniks, nothing could stand between you and the object of your desire. This is the impulse of buying, controlled by desire, which makes the purchase inevitable.
You could be living off your last pennies, but you will find a way to really buy what you desire. And the person who can give you this momentum is no other than yourself.
The human brain is the best counselor when it comes to motivation and it’s fueled by the “high” you experience after making the purchase.
You don’t have to need the object of your desire; if you want it, you will do anything to get it.
If you exercise, you will be able to identify these “buying reflexes” on yourself – if you are really strong willed, you might even manage to control these impulses.
And you could even think of trying to alter other people’s impulses too and reduce the number of rejections. But before, you have to learn what makes potential clients reject your offer.
Timing is essential
In order for someone to desire something, he or she needs to get used with the object or service. When you approach a potential customer and talk about what services you offer you need to let the other person get used with the idea, with the service or product that you offer. The more you raise the awareness on the item you have to offer, the more time your potential client has to build a feeling of desire, which reduces the risk of rejection.
If you pop the offer in the right moment, the other party will act on desire and balance the advantages and disadvantages of the offer. The number of advantages must be higher than the number of drawbacks in order for the client to accept the offer. If the client is interested in your offer, he will be able to convince himself that he wants your product or service.
How to influence the decisions of your potential client
Before we dig deeper, you can never influence someone’s decisions, but you can provide the other person with all the answers to his or her doubts.
When you prepare for a meeting with a potential client, analyze the risks your offer might have for the client and find the best solutions which reduce these risks. Don’t just talk about the “huge benefits” of your product, but address your client’s concerns as sincerely as possible. If you can’t find ways to reduce the drawbacks, accept them and mention them, as this is going to show your client you are reliable.
Don’t try to mask the reality or hide something, as this can end in a rejection and couple of bad reviews.
If you send sales pitches make them relatable by addressing the real problems with real issues. Never cut corners and never lie your potential clients.
If your offers are still rejected, take a closer look at what you say to your potential clients and the message you sent to them. You probably need to adjust your offer and change your strategy. Remember that you need to trigger the desire in your client’s heart and work on this goal!