3 Costly Mistakes to Avoid When Turning Contacts Into Contracts
Breaking into the world of corporate deals and speaking engagements can be incredibly rewarding, but there are common pitfalls that can stall your progress, no matter how talented or experienced you are.
Whether you’re eager to land your first big contract or looking to scale your existing business, steering clear of these errors will put you miles ahead of the competition.
Here are three mistakes you must avoid and strategies for what to do instead.
Mistake 1: Random Networking
Why it’s a problem:
Connecting with anyone and everyone in hopes of stumbling into opportunities leads to wasted effort, frustration, and very few results. Without a clear sense of who you’re trying to reach and where they make decisions, you’re just spinning your wheels.
How to avoid it:
Get laser-focused on your Dream 100—the decision-makers and referral partners most likely to need your expertise. Intentional, strategic targeting is far more productive than casting a wide net.
Mistake 2: Immediate Pitching
Why it’s a problem:
Jumping straight from connection to sales pitch can be a huge turn-off. Corporate buyers want to work with those they know, like, and trust, not people who launch into a pitch without building any rapport.
How to avoid it:
Spend time cultivating the relationship before pitching. Engage meaningfully. Show up regularly and add value so, when you do make your ask, it feels like the next logical step, not an intrusion.
Mistake 3: Single Opportunity Obsession
Why it’s a problem:
Falling in love with a single hot lead—or a handful—and neglecting to keep your outreach and pipeline strong is risky. Deals fall through, timelines stretch, and if you have all your eggs in one basket, your revenue suffers.
How to avoid it:
Adopt a consistent outreach routine. Make connecting, cultivating, and pitching part of your weekly workflow. This way, a “no” or a stalled deal won’t throw off your momentum or business goals.
Stay focused, be patient with your relationship-building, and always keep your pipeline moving. Avoid these mistakes and you’ll set yourself up for consistent, high-value contracts!
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About the Author:
Kelly Charles-Collins is Founder of Speaker Moguls and the creator of Speaking Industry Xpo a/k/a THE 6 and the Mogul Operating System (“MOS”). She teaches speakers, trainers, coaches, and consultants to turn their expertise into an enterprise—without underpricing or undervaluing their work. Through strategic positioning and proven business frameworks, Kelly equips experts to amplify their visibility, package their brilliance, and build sustainable, revenue-generating brands with authority
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