Sales

These four mistakes are losing you new deals

- May 28, 2024 6 MIN READ

 

Securing new deals is essential for business growth and success. Yet, growth expert David Fastuca explains that many companies make critical mistakes that hinder their ability to attract and close new deals.

According to Fastuca there are five common mistakes that could be costing you valuable opportunities. By understanding and addressing these errors, you can improve your chances of winning new deals and boosting your bottom line.

The role of new deals in business growth

New deals fuel business growth by increasing revenue streams and expanding market reach. When you consistently bring in new customers, you broaden your customer base and create a network of loyal clients who can potentially refer new business to you.

This cycle of attracting, closing, and retaining customers is essential for sustained success and expansion. Furthermore, new deals can also provide valuable insights into market trends and customer preferences.


By analysing the patterns and feedback from new deals, businesses can adapt their strategies to better cater to the evolving needs of their target audience, ensuring long-term relevance and competitiveness in the market.

Why new deals matter for your bottom line

From a financial standpoint, new deals directly impact your bottom line. Each new customer or business opportunity you secure represents a potential source of revenue.

The more new deals you close, the larger your revenue stream becomes. Additionally, new deals can also lead to upselling and cross-selling opportunities, further increasing your profits.

Moreover, the successful execution of new deals can enhance your brand reputation and credibility in the industry.


Building a track record of delivering value and quality through new deals can position your business as a trusted partner, attracting more lucrative opportunities and partnerships in the future.

4 common mistakes that are costing you deals

Mistake 1: Neglecting Customer Needs

One of the biggest mistakes you can make in the pursuit of new deals is ignoring the needs of your customers. The key to successful sales is understanding what your customers want, and tailoring your approach to meet their specific needs.

When it comes to customer needs, a one-size-fits-all approach simply doesn’t cut it. Each customer is unique, with their own set of preferences, challenges, and goals. By taking the time to listen and truly understand what drives your customers, you can position yourself as a trusted advisor rather than just a salesperson.

The Impact of Ignoring Customer Preferences

When you neglect customer preferences, you risk losing potential deals. Customers want to feel understood and valued. If they believe that you don’t genuinely care about their needs, they’ll be less likely to do business with you. It’s important to thoroughly research and analyse your target audience, so you can align your products and services with their desires.

Furthermore, by actively engaging with your customers and seeking feedback, you can continuously refine your offerings to better meet their evolving needs. This customer-centric approach not only helps you secure deals in the short term but also fosters long-lasting relationships built on trust and mutual benefit.

How Misunderstanding Needs Can Cost Deals

By failing to grasp your customers’ needs, you risk positioning your offerings in a way that doesn’t resonate with them. Understanding your customers allows you to communicate the value your products or services can bring to their lives. Without this understanding, you may miss opportunities to showcase how your offerings can solve their problems or meet their desires.

Moreover, when you tailor your sales pitch to address specific pain points or aspirations of your customers, you demonstrate that you are invested in their success. This personalized approach not only increases the likelihood of closing deals but also sets the foundation for ongoing customer loyalty and advocacy.

Mistake 2: Poor Communication Strategies

Effective communication is crucial in all aspects of business, including securing new deals. Poor communication can hinder your ability to convey your value proposition, build trust, and establish strong relationships with potential customers.

Furthermore, inadequate communication strategies can lead to misunderstandings and conflicts within your team, resulting in decreased productivity and morale. It is essential to foster a culture of open and transparent communication to ensure that everyone is aligned towards common goals and objectives.

The Consequences of Ineffective Communication

When communication is unclear or inconsistent, customers may become confused or doubt your credibility. This can lead to missed opportunities and lost deals. Ineffective communication can also result in a misalignment of expectations, causing frustration and ultimately diminishing your chances of closing new deals.

In addition, poor communication can damage your brand reputation and credibility in the market. Customers value businesses that can effectively communicate their offerings and provide exceptional customer service. Failure to do so can result in negative reviews, decreased customer loyalty, and ultimately, a loss of market share.

The Importance of Clear, Concise Information Exchange

To improve your communication strategies, prioritise clarity and simplicity. Avoid jargon and complicated technical terms that may confuse potential customers. 

Clearly articulate your message, convey your unique value proposition, and ensure that all parties involved understand the terms, conditions, and benefits of the proposed deal. Effective communication builds trust and helps establish strong relationships, increasing the likelihood of successfully closing new deals.

Moreover, incorporating feedback mechanisms into your communication process can help you gather valuable insights from customers and stakeholders. By actively listening to their needs and concerns, you can tailor your communication approach to address specific pain points and enhance overall customer satisfaction.

Mistake 3: Overlooking the Competition

In the fast-paced business world, it’s crucial to stay informed about your competition. Failing to acknowledge and understand your competitors can put you at a significant disadvantage when pursuing new deals.

The Risks of Underestimating Your Competitors

By underestimating your competitors, you may overlook critical market trends, pricing strategies, or unique selling points that they offer. This can result in missed opportunities and potential customers choosing your competitors over you. Conducting thorough competitive analysis allows you to identify areas where you can gain a competitive edge and differentiate yourself from the competition.

Moreover, underestimating your competitors can lead to complacency within your own business. By assuming that your offerings are superior without proper assessment of the competitive landscape, you risk stagnation and missed opportunities for growth. Recognising and respecting your competitors’ strengths can drive innovation and continuous improvement within your organisation.

Why Competitive Analysis is Crucial for New Deals

Understanding your competition enables you to position your offerings strategically. By knowing what your competitors are doing well, you can emphasise your unique advantages to potential clients. Additionally, being aware of your competitors’ shortcomings allows you to offer solutions or alternatives that cater to the specific needs of customers, increasing your chances of winning new deals.

Furthermore, conducting competitive analysis not only benefits your sales efforts but also provides valuable insights for product development. By studying your competitors’ products and customer feedback, you can identify areas for enhancement or innovation in your own offerings. This proactive approach to staying competitive in the market can lead to long-term success and customer loyalty.

Mistake 4: Inadequate Follow-Up

Securing a new deal requires consistent effort and follow-up. Failing to follow up adequately can result in missed opportunities, lost relationships, and ultimately, lost deals.

The Lost Opportunities in Ineffective Follow-Up

When you don’t follow up promptly or consistently, potential customers may perceive it as a lack of interest or professionalism. They may turn to your competitors, who are actively engaging and demonstrating their commitment to meeting the customers’ needs. Ineffective follow-up can cost you valuable opportunities that could have resulted in new deals.

The Power of Persistent, Polite Follow-Up

To maximise your chances of closing deals, develop a systematic follow-up strategy that allows you to stay top-of-mind with potential customers. Be persistent, but always maintain professionalism and respect.

Regularly reach out to keep the lines of communication open, address any concerns or questions, and provide additional information or support.

Consistent follow-up demonstrates your commitment to customer satisfaction and can help you secure new deals that may have otherwise slipped away.

Imagine this scenario: You’ve had a promising meeting with a potential client.

The conversation flowed smoothly, and both parties seemed genuinely interested in working together. However, days pass, and you fail to follow up promptly.

The client starts to question your level of commitment. They wonder if you have lost interest or if you are simply too busy to prioritise their business. In the meantime, your competitor, who has a well-established follow-up strategy, swoops in and seizes the opportunity.

They send a personalised email thanking the client for their time, addressing any concerns raised during the meeting, and offering additional resources to support their decision-making process. The client is impressed by their attentiveness and decides to move forward with your competitor instead.

Now, let’s consider the power of persistent, polite follow-up. You’ve had that same promising meeting with a potential client, but this time, you have a well-thought-out follow-up plan in place.

Within 24 hours, you send a personalised email expressing your gratitude for the opportunity to meet and reiterating your commitment to their success.

You address any questions or concerns raised during the meeting and provide additional information that showcases your expertise and the value you can bring to their business.

A few days later, you follow up with a phone call to check if they need any further clarification or if there’s anything else you can assist them with. 

This consistent and polite follow-up demonstrates your dedication to their needs and helps build a stronger relationship.

As a result, the potential client feels valued and confident in your ability to deliver, leading them to choose you over your competitors.

By recognising and addressing these four mistakes, you can significantly improve your ability to secure new deals. Neglecting customer needs, poor communication strategies, overlooking the competition, and inadequate follow-up can all hinder your success in closing new deals.

Take the time to understand your customers, communicate effectively, stay informed about your competition, and follow up diligently. With these strategies in place, you’ll be well-positioned to attract and win new deals, driving business growth and boosting your bottom line.


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