In the fast-paced world of sales, missed sales opportunities often get pushed aside while you chase new deals and nurture active leads.
But what about those prospects who didn’t move forward? Especially the ones you provided a quote or proposal to, only to see them choose another provider?
These missed sales opportunities may not be as “lost” as they seem. Revisiting them could be the smartest move you make.
In fact, revisiting these prospects can be one of the smartest and most strategic moves in your follow-up process. Here’s why:
Missed Sales Opportunities: You’ve Already Built a Foundation of Trust
Missed sales opportunities aren’t cold leads. These are people or companies who showed serious interest in your offering at one point.
- They met with you.
- They listened to your pitch.
- They trusted you enough to ask for a quote or proposal.
Even if they chose a competitor, that doesn’t mean the relationship is dead. It means the timing, pricing, or circumstances didn’t align—then. But,
- timing changes,
- priorities shift, and/or
- vendor relationships evolve.
When that happens, you want to be the one they remember and trust.
Stay on Their Radar Without Being Pushy
The key is to maintain a light, value-based connection. Don’t disappear after losing the deal. Instead, check in every six months or so with a short, thoughtful message.
- Ask how things are going with their current provider.
- Are they seeing the results they hoped for?
- Is there anything they wish were different?
This kind of follow-up isn’t a sales pitch—it’s relationship maintenance. And it positions you as a reliable alternative when they’re ready to make a change.
Missed Sales Opportunities Are Future Wins Waiting to Happen
Too many sales professionals delete these prospects from their pipeline as soon as the deal falls through. That’s a mistake.
If someone was far enough along to receive a proposal from you, they’re worth staying in touch with. (Check out my 30-Day Sales Action Planner.)
- Keep the door open.
- Be consistent.
- Offer occasional insights or check-ins.
When the moment comes that they’re dissatisfied with their current provider—or simply ready to reevaluate—you’ll be top of mind.
Because you didn’t just walk away—you stayed present.
Nurture Missed Sales Opportunities
Final Thought:
Missed sales opportunities are often delayed sales, not dead ones. Treat them like seeds worth nurturing, and you’ll be surprised how often they bloom into long-term clients.
© Shawn Casemore 2025. All Rights Reserved.
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