We’ve all been there. We thought the sale was closed and then bam! out of the blue our clients tells us that the deal is off. Blah!
Just such a thing happened to me yesterday. A project that was given the green light was pulled just as the work was beginning. It wasn’t anything that I did wrong, it’s just that the business climate changed and an executive changed their mind as a result. Of course losing a sale is a bummer for anyone, and it is especially painful if you are a business owner like me. This sort of unexpected lost sales puts a real ouch in the revenue projection and cash flow.
What I’ve learned through the years is that you have to pick yourself up and move on to the next opportunity. It serves no purpose to become “angry” about the client’s decision. It is so important to deal with these kinds of surprises with grace and dignity. There will be other opportunities that come your way, but not if you handle the change in direction badly. Bottom line – you’ve got to maintain a positive attitude and quickly move on. Otherwise, you risk getting stuck in victim land and that won’t serve you at all.
Situations like these also illustrate the importance of keeping your sales pipeline full at all times. You just never know when revenue you counted on might suddenly dry up. Remember to be continually selling and marketing what you have to offer even when the sales are flowing in steadily. That way you’ll always be prepared for the unexpected.
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