Qualifying Opportunities When They Pop Up Out of the Blue

They say that it never rains, but it pours. And in business, that can be a good or a bad thing, depending on whether Murphy is involved or not.

Someone I met at a networking event apparently has opportunities pouring in, and that’s created a challenge for her. They all look good, but there’s not enough time and resources to tackle them all right away. It requires decision-making about which ones to jump on, and in what order.

Here’s what I suggested to her:

Create a list of criteria and a points system for judging which opportunities have the greatest immediate, medium-term, and long-term value for you.

Include such things as whether you “click” with the buyer and his/her team, the value of the contract, your ability to sell additional products and services during this client relationship, the referral possibilities (how influential the client is with your target market, opportunities to speak to groups he or she influences, etc.) and the potential for developing other products and services as a result of this relationship.

Evaluate the opportunities objectively using your points system. Whether or not you choose the opportunities with the highest points, or use those numbers to prioritize the time periods for taking on those new contracts, this process will help you stay as objective as possible during the evaluation process.

EXAMPLE

I recently turned down a possible opportunity to speak in front of 500 students, teachers and business leaders even though a speakers bureau tracked me down to invite me to submit my profile. The audience was on the other side of the country. That meant that there was little or no potential in that audience for further business for me. Instead, I am speaking with smaller audiences in Alberta with 20, 30, 50, 100 or so business owners and recruiting clients where I can meet with them any time I want.

Although I do a great deal of my coaching by phone, I love to be able to give a live hug to my clients once in a while, and that works for me.

How about you?