Top 5 business development mistakes

And what to do instead to navigate back-to-business season with confidence

Selling too hard, talking only about yourself, neglecting follow-ups—we've seen it all and bet you have too. Successful BD goes beyond the pitch to build meaningful relationships, identify and address client needs, and maintain consistent touchpoints. As BD and marketing strategists, we're here to help you skip the learning curve and be your best this back-to-business season.

Sell, sell, sell 

Instead of focusing solely on selling, emphasize the value your product or service brings to the client. This helps to position your offering as a solution to their problems, rather than just a product or service. Building relationships and understanding client needs are crucial for long-term success. Remember, people prefer doing business with people they trust and feel understood by. 

Come up with a list of things you want to learn more about at the event. Something you can ask people about themselves and something you can explore about their business.

Me, Me, Me 

Talking only about your company and its achievements can alienate prospects. Show genuine interest by actively listening to their needs and concerns. This demonstrates that you care about their business and are willing to go the extra mile to help them succeed. A client-centric approach fosters stronger connections and more meaningful conversations. 

That being said, be open about your interests and passions when the conversation allows. You never know who might share them and the introductions it could generate.

One and done

Treating business development as a one-time effort is a missed opportunity. Business development is about building relationships, not just closing deals. Focus on nurturing relationships over time and providing ongoing value to your partners and clients. Committing to consistent engagement and nurturing relationships over time leads to better results. 

Be proactive about establishing next steps with people you meet and connect with. Maybe you're scheduling coffee or lunch in a few months or continuing your conversation via LinkedIn. Put reminders on your calendar to make sure you're prioritizing your relationships.

Always looking for someone better 

It's easy to get distracted by the next shiny object. But constantly scanning the room for someone more aligned with your target can come across as disrespectful and insincere. Focusing on the person in front of you and engaging fully in the conversation shows respect and builds stronger connections. Meaningful connections often come from unexpected places. You never know who might be a valuable contact or referral down the line. 

This is why keeping track of leads and referral sources in your CRM is so important. Data on who and where your leads come from can help shine a light on those unexpected places—and focus your time, energy, and resources on people and communities that move you forward.

Additionally, constantly seeking new prospects while neglecting existing relationships can be detrimental. Loyal clients and partners are invaluable assets. Invest time in maintaining and growing these relationships. 

Lack of follow-up/through 

Ensure that your follow-ups are timely and relevant. Avoid sending generic or irrelevant emails. Tailor your follow-ups to the specific needs and interests of the client. Failing to follow up or follow through on promises can damage your reputation. Timely and thoughtful follow-ups show reliability and commitment. It’s the small actions that build trust and credibility, making all the difference in business relationships. 

We love to connect with people on LinkedIn in real time. Add new people to your network and note where you met to remind you both later if needed.

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Feeling seen? We offer business development training designed to help hone your skills and play to your strengths. Thinking bigger? We're also available to help your team level up on BD skills and best practices. Reach out today to talk about customizing a training program to help your firm navigate back-to-business season with confidence.