Submitted by: Suzi Elton
Consider the possibility that business opportunities are all about you, but you may not be recognizing them. There are times when we are so focused on business delivery that we fail to recognize business possibility. Have you ever failed to pursue a potential lead and later discovered that a competitor turned that lead into substantial business? Have you ever thought that some people simply seem to be able to “sniff out” business potential wherever they go – and you wondered how they did that? Why is it that some people seem to be able to get business so easily? Here are some ideas on how to improve your “potential business” detector:
1.) Learn to put your attention on other people. Develop genuine interest in, and sincere curiosity about others. This cannot be faked. In order to be effective you need to actually care about other people and about their lives. This probably means that you need to slow down and be more “present” in social settings. It may mean turning off the cell phone and not checking the PDA when you’re at a networking event. How can you recognize business potential when you’re distracted by technological gizmos? How can you connect on a human level if you’re running at racing speed?
2.) Pay attention to what you hear, and what others are saying. DON’T jump on every bit of possible business like a buzzard on road kill. Don’t be so obvious. Stay curious (not craven) and draw out more information. Ask curious (but not nosy) open ended questions and listen to the answers.
3.) Don’t talk about yourself unless the other person becomes curious and starts to ask about you. If you’ve done a good job in showing interest, you will arouse curiosity. Realize that when people say you’re a good conversationalist, what they really mean is that you’re a good listener. If you’ve listened well, they will soon grow curious about you.
4.) Never underestimate the power of listening as a business development tool. There is a lot of information in the tone of voices, the body language, the confidence level and the apparent attitude of the speaker. If you’re really listening, you can “hear” multiple levels of information besides just the words.
5.) Do you recognize a business possibility when you hear it?
Most of us are alerted to obvious things like a new manufacturing plant opening. What about more subtle potentialities? Perhaps you hear about an underserved need, or an unsatisfactory service. Are these the insinuations of potential business? Do they suggest a way to produce a referral that could increase your credibility in general?
6.) Never underestimate the business-building effects of being of service to others. Don’t do this in a “tit for tat” manipulative way but as a genuine service.
7.) Consider creating a small, relatively inexpensive way for a potential client to “sample” your services – something like a one hour consult. When the economy seems to be tightening up, people can become much more “price resistant”. If they can “try out” your services for not much money, they would have more confidence about buying from you. This can put you in a position to “land” more business that might have previously passed you by.
8.) Assess your skills at staying attuned to what is going on in your environment. If you are “multitasking”, you are not aware of opportunities when they present. Do you believe you seem more important or successful if you’re constantly taking cell phone calls? It’s more likely that you’re missing business opportunities and being perceived as rude. You might be fidgeting with your PDA when someone wants to tell you about their business – and what could have been a great joint venture for you.
9.) Think about turning your every activity into business potential. Be open and friendly in all your interactions wherever you go. People want to do business with trusted friends. Keep your eyes open. Smile. Pay attention. Really listen. Be available. Consider the possibility that business may come from your everyday activities or social interactions. Don’t try to sell in these environments, but instead build relationships.
Make up your mind to no longer be oblivious to business opportunity. Recognize possibilities when they turn up. Be present and observant and listen. Soon business will be pouring on you.
About the Author: Suzi Elton is a success coach working with highly creative types to create income that matches their talent.She has coached hundreds of clients to approach their goals strategically through tiny steps to bring about quantum leaps. Get free Life Purpose exercises, at
mylifepurposecoaching.com
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Source:
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