Is it just a simple case of ‘success breeds success’ or are there more subtle factors at work that might help you when things are not going so well?
If it isn't a material change, perhaps the cause is psychological. Winning a significant new contract makes you feel good. In short, it makes you feel like a winner, which probably means you're going to act more like a winner when you approach your next opportunity.
Feel Positive, Act Positive
When we feel confident we tend to use more positive language about ourselves and our business. Our body language tends to exude more confidence and control. This is a natural consequence of being successful. All of these will be picked up as positive and reassuring signals by potential clients and will increase your chances of future success. The story we have to tell about our organisation hasn't changed but the way we deliver it has.
Learn to Act Like a Winner
Being positive and confident when things are on the up comes fairly naturally. The hard part comes when things aren't going so well. Having the discipline and will-power to project self-confidence when you've had a significant knock-back is challenging.
Often the effects are sub-conscious - we find ourselves adopting negative or apologetic language (words and body) without realising it, just because we don't feel good about ourselves. This is why enlisting some external support can make a big difference.
Positivity is Infectious
Because I haven't experienced your failures they won't be colouring the way I look at things. I'm likely to see much more clearly than you can how you need to change the way you act and the things you say so that you look more like a business that is used to success. Believe me, clients respond much more positively to businesses that clearly feel good about themselves.
My simple advice? Get over your failures and start thinking like a winner!
So my questions when people feel they are on a losing streak are usually the following:
- Are you expecting not to win? And is this expectation influencing the amount of work you put into the bid and into your presentation?
- Have you looked through your bid documents and your presentations to ensure they are full of active, positive and confident language?
- Are you interacting with potential clients in a way that will build confidence? Basic things like posture, good eye contact and a confident handshake can tell a client a lot about how you are feeling.
Often the secret of becoming more successful is to start thinking and acting like a successful business. Putting yesterday's failures behind you and learning to focus on tomorrow's successes.
I've helped many businesses project a more positive image and win more business through bids and tenders. I can help you with presentation skills coaching and with mastering the bidding process.
Call me on 01963 240555 or email firstname.lastname@example.org