“Life may be full of missed opportunities, but it is the next opportunity that is the most important!” – Adrian McGinn
Overlooked opportunities are everywhere in our environment. Sometimes we don’t see them because we are not looking. Other times it is because we choose to ignore them. Heck, occasionally we fail to realize there is even an opportunity available to us until it’s too late. I’ll be the first to admit that sales opportunities have flashed before me but I failed to pursue them. These are teaching moments that help us expand our horizons as professional salespeople. Moments like these show us how to add more tools to our tool boxes. They may even cause us to hang our heads and swear we won’t let that happen again.
Sometimes opportunities are subtle but an overwhelming number of them seem to be plain old low-hanging fruit. For you blue collar readers out there, some of these may sound familiar.
-It looks strange that only one house in the cul-de-sac has no snow on its roof after yesterday’s storm.
-When I glanced up there was a trail of black ants marching up to the top of the picture window.
-I noticed the double-pane picture window on that corner house is fogged up.
-There was a cloud of flying insects hovering around that garage door after that rain shower today.
-Boy, it seems there are lots of places where water is standing at that tan-colored house.
-During that last thunderstorm I noticed water just pouring off that roof, creating a muddy mess.
-Even from the street I can easily see that bright green mildew all over their foundation vents.
Whether you sell pest control, attic insulation, gutters, moisture abatement, termite treatments or replacement windows; these are all opportunities! The ones I described above are all low hanging fruit that a teenager could notice. What do you think you might see when you really begin to LOOK for opportunities?
Once you notice them you must take action. Go knock on the door and point out what you see and attempt to have an, “I can fix that” conversation. If nobody is home, write a quick note on the back of your business card stating what you noticed and ask them to call. Since many folks won’t call, jot down the address and do a reverse lookup on whitepages.com and call them in a couple of days and chat ‘em up.
I’m sure some of you reading this will say, “That’s just not my personality to do something like that.” My answer to that kind of thinking is…CHANGE!
How many opportunities are you missing, week in and week out? What percentage of these would become new customers if they were approached? How many of these new customers would recommend you to a friend or family member, leading to even more sales? How many of these new customers would be satisfied enough to submit a Google review and become what I call a goodwill ambassador? Opportunities are everywhere. Slow down, open your eyes and start taking advantage of them. Capiche?
————Something for Nothing————
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