When you receive your weekly opportunities, it’s important to respond to them in the right way. We’re finding you the inside track on these prospects for your business, but how you then proceed will determine your success.
In this article we’ll go through how we’d recommend responding to the different types of opportunities that you’ll get sent. Also remember, each opportunity will come with a recommendation for action as well going forward.
Tenders are typically the clearest, but most time consuming opportunities to respond to. Each tender will have clear instructions as to what you need to do. Typically you’ll need to register on a governmental or procurement providers online portal with your business details, and then express an interest in the tender suggested. You’ll then be sent the full details, and will have to complete the tender documentation by the deadline and in the format requested by the potential client.
It can take time, feel bureaucratic and drive you mad at times – but there’s some great contracts available so they’re worth spending the proper time on.
Company intelligence opportunities will always be marked with a recommendation as to how you should proceed. Generally, we’ll suggest getting in touch via LinkedIn or email with the relevant person, and building a relationship.
They may be actively looking for a provider, in which case sending your case studies, referring them to your website, or giving them a quick bit of sales blurb is appropriate. Don’t over do it – remember that people buy from people, so start with trying to understand their problems, and build that trust by taking a story led approach to weave in your relevant experiences that show your expertise.
Job changes are great opportunities as they often create two sets of opportunities – one at the company that the person is leaving, and the other where they are going. With job changes, we’d recommend reaching out to both parties and starting to build that relationship as job changes are often triggers for new suppliers to be brought in as companies start afresh.
Other Buying Signals
The other buying signal opportunities include acquisition, news, awards, location moves and more. These are often times of changes for a business, or times of excitement where they’re keen to get their news out to the world. They’re great opportunities for a range of businesses, and it’s important that you customise your communication with the potential client to highlight that you understand what’s going on in their business and that you care.
Follow these tips and you’ll have a better chance of being successful with your opportunities. Good luck!