Sometimes the strength of a great introduction makes the “sales process” quick and painless. Your prospect knows what you do, wants what you have to offer, and is ready to take action. If this does not happen for you with at least 10-20% of your prospects, you probably aren’t securing strong enough introductions.

Here are 5 typical and costly mistakes I see professionals making in their efforts to convert a prospect into a client (and how to avoid them).