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Guest post by: Marlene Waldock Become an Author

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In business, whether you are asking your team to go the extra mile, asking for a raise or promotion, asking for advice, or asking for the order, there are three things that will contribute to a positive outcome.

First, be clear on what you want to have happen and just ask for it, eliminating all ambiguous statements, or apologetic prefaces. Since most people can’t read your mind, just state the question clearly and directly, and then be silent. Don’t fill the silence with idle chatter. Give the person chance to absorb the information before you begin to babble. And, be ready to answer all their questions, clearly and concisely.

Asking for money or the order is most difficult. Small business owners seem to have a fear of asking for enough - ASK! State your price and stand behind it. When the prospect begins to negotiate, STOP before you give away the store. This is the first and only question you ask: “which of the services outlined in this quote to you NOT want me to provide so that my price will fit your budget.” If the prospect or client responds by wanting all the services for the lower price, it’s time to say: “I’m probably not the right company for you at this time. Maybe at a later date we will be a better fit.” Then shake hands and move on.

Secondly, ask the right person. Telling your story to someone who has no power to make a decision simply wastes their time and your energy. You may have to “ask” many exploratory questions to get to the right person, but in the end, you will only have to ‘ASK’ the big question once.

Lastly, ask with passion. Look the person in the eye and show them just how much you believe in what you are doing. Passion is contagious, and unless there is a valid reason why the answer is going to be “no,” most often the answer will be yes. And, even when the person to whom you are speaking can’t help you, they will be more likely to make some good connections for you.

Here is one big don’t when asking. Don’t ask important questions via e-mail. E-mail is a wonderful tool to verify appointments, transfer information, or work on a project with a colleague. E-mail also is non-emotional, and eliminates your ability to engage the other person in your passion. And, since most people have trouble writing good e-mails, well, just don’t do it. The delete button is much too easy to push.

No one wants to hear “no.” We take those no’s as a form of personal rejection. Most often it is not about you, so don’t take it so personally. Just Ask the question, and when the answer is no - move on. My philosophy is that the other person just missed out on a great opportunity and will one day be clamoring at my door to get on my bandwagon. Just ask, you will be surprised how often the answer is yes.

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