“Develop success from failures. Discouragement and failure are two of the surest stepping stones to success.” Dale Carnegie
If there are 6 words which have truly helped me in my journey as an entrepreneur to date, they are, “There is no Failure only Feedback”. They have allowed me to flip just about any situation when things are not doing well and I begin to doubt myself. The process of doubt starts with losing a sale when you were relatively close to finalising it. The world seems to come crashing down at this point . You start to wonder about your future as an entrepreneur or in sales, next, you start to doubt the viability of what you are selling. You begin to blame all sorts of external circumstances for the situation you are in and, motivation, productivity and optimism take a nose dive.
During my second start company which was in the Import/Export business I experienced this situation at the beginning. Disillusioned at this, because of the success of my prior company I began to wonder what was happening and I started blaming everyone apart from myself. At this point a close friend who has done very well for himself in the same line of work, gave me some much needed advice. When I explained the situation to him, he reaffirmed my share of bad luck but helped me understand that my attitude towards failure was the real culprit. I had begun to take it too personally and it began to blur everything around me to a point where I was unable to put myself in a position to close that sale. He left me with the advice to use each one of my failures as feedback to refine my approach in the future.
At first it was confusing, I was not being given any apparent reason when I missed an opportunity. How was I supposed to get feedback? That is when the lightbulb went off in my head. I started asking myself the right questions which then led us to develop customer feedback forms on marketing material, presentations, quality, price and overall satisfaction. I started to listen to what my customers wanted and how we could position ourselves to fulfilling these requests. That was a turnaround for me in my journey and now, when I speak to, listen or read about successful entrepreneurs there is a common thread “Failures are pillars to your success”, we have to respond to them in the correct manner to make sure that we learn, adapt and provide what the market truly wants.
If you haven’t had success in closing your first deal yet, break down your current sales process from start to the finish. Get feedback, talk to individuals who have had success in that area, survey your target segment and figure out ‘Why your customers are not buying from you ?’. Then, use that information to adjust your sales process to get the results you want!