Success Strategy #2: Don't Wait - Create Opportunity Where It Does Not Exist

Years ago, I started a new sales role selling medical devices. I was excited to get started and had a dream of being successful. Since my territory had been open for some time, I immediately received requests for proposals (RFP's). I was excited, anticipating fast success, and wins.

I came to find out that most of my 5 competitors also received the same RFP as me. In other words, it was highly competitive, and the win often came down to 'who had the lowest cost/bid.' I quickly found out that my chance was 1 in 5 to win - and with the company I worked for having most expensive (and highest quality) solution in the marketplace, we would never win on price alone.

After a few frustrating losses, I decided to take a new approach: create opportunity where it does not exist. Instead of waiting, I was proactive and would contact key executive decision makers in health systems and bring them value before they considered an RFP or bid; I shared insights, articles, industry trends, and I stopped talking about my products upfront, and started focusing on how I could help them solve problems. My sales performance improved, and I began to use this approach consistently and it continued to bring me success. Today, I apply this principle to my sales training, speaking, and success coaching business - it continues to work. People don't care about our products or services, they care about being understood and if we can solve their problems and challenges.

Waiting for the right opportunity to come knocking on your door is one way to fall behind. Influencers, leaders, and teams should adopt a proactive, resourceful, and persistent approach to stay ahead of the curve and succeed in both business and life.

Here are some actionable tips to create opportunities and common pitfalls to avoid.

1. Be Proactive

One of the most impactful ways to create opportunities is by taking initiative. Don't wait for Requests for Proposals (RFPs) to land in your inbox. Instead, identify potential clients and reach out to them with tailored insights, industry trends, and information that address their specific needs.

- Identify Pain Points: Research potential clients and learn about their challenges. Craft personalized outreach messages that offer solutions.

- Network Regularly: I call this 'cast your net.' Make contacts in many places vs. one. Attend industry events, engage on social media, meet one on one, host "lunch and learns," webinars, write a newsletter or blog, and join relevant online communities to build connections that can lead to new opportunities.

2. Be Resourceful

Resourcefulness is about making the most of what you have and finding creative ways to provide value. Don't blame or make excuses when you are not getting the results you want. Empower yourself with tools, knowledge, and partnerships that broaden your reach and capabilities.

- Leverage Technology, Systems and Sales Processes: Use CRM systems, automation tools, a solid sales process, to streamline success and gain insights into customer behavior.

- Collaborate: Throughout my career, I have found friends who share leads, and whom I give leads to. Partner with other businesses or influencers to offer combined services.

3. Be Persistent

Persistence is key to overcoming obstacles and achieving long-term success. Consistent follow-ups and resilience in the face of rejection can turn potential leads into loyal clients.

- Follow Up: Clients and prospects expect us to keep follow up promises. Many opportunities are lost due to lack of follow-up. Ensure you have a structured follow-up process to stay top-of-mind with your prospects.

- Stay Positive: Remember, sales, business, and life are a numbers game. Rejection is part of the game. Learn from feedback, refine your approach, and maintain a positive attitude. Quit taking it personally - learn from setbacks.

Pitfalls to Avoid

While striving to create opportunities, it's essential to avoid common pitfalls that can impede your progress.

1. Inaction and Laziness

I once had a customer tell me that my competitor said to them 'you are too far of a drive for me, so I won't be coming to your hospital.' That was music to my ears - I drove the extra miles and realized laziness is a terrible solution in sales and business - this ended up being one of my most loyal and biggest accounts ever. Avoid taking your foot off the gas; remain consistent in your efforts even during peak times.

- Set Goals: Regularly update and review your goals to maintain motivation and direction.

- Self-Discipline: Develop routines that keep you focused and productive, even when motivation dips.

2. Fear

Fear of failure or rejection can paralyze you into inaction. Confront your fears and view them as opportunities for growth. Make it a habit to act in spite of emotion.

- Face Rejection: Understand that rejection is not personal. Use it as a learning experience to improve your technique.

- Take Calculated Risks: Step out of your comfort zone and try new approaches. The greatest opportunities often lie just beyond your fears.

3. Complacency

Success can sometimes lead to complacency. Celebrate your wins, but don't let them mark the end of your hustle.

- Continuous Learning: The market is always evolving. Stay informed about new trends, techniques, and technologies.

- Seek Coaching and Feedback: Regularly ask for feedback from peers, mentors, and clients to identify areas for improvement.

Creating opportunities in sales and business development requires a proactive, resourceful, and persistent mindset. By avoiding pitfalls like laziness, fear, and complacency, you can position yourself for ongoing success. Remember, the best opportunities are often the ones you create for yourself - and the only thing getting in the way of our success is most often ourself and our thought habits.

Start today and transform potential opportunities into reality.

Have a great Sunday!

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My ?? Northstar: My keywords are 'sales,' 'speaking,' and 'confidence.' I work with success-driven leaders and teams who want to be more, sell more, and make more with confidence. We play 2 games in sales: the 'inner game' habits and mindset, and the 'outer game' tactics and action. The best investment you will ever make is in...yourself. This is my commitment to you, my clients, and all who attend my events!

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Amy

Amy Lemire CSP? President and CEO AIM Training and Consulting Inc.

Creator of "The Sales Confidence Code" Take the Habitfinder Assessment Here

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