I was chatting with a client the other day.
He wanted help with getting more leads.
But I often find that the problem you think you’ve got is rarely the
problem you REALLY have.
So I asked about his sales funnel, and what was going on at the
top, middle and bottom of the funnel.
As it turned out, he was already getting plenty of leads.
BUT the problem was they weren’t converting.
That’s right, when we dug into the details, there were over 150
past quotes that had been sent out that nobody was systematically
following up on.
And his were high ticket sales, so they didn’t usually drop of their
They needed nurturing.
It was political.
There were several decision makers.
So effectively what he was doing, if you can imagine a funnel, is
getting the leads in with ads…
Getting their interest…
And getting right down to the bottom of the funnel and putting a piece
of steel there.
It’s the equivalent of getting 5 minutes from the try line in a rugby league
game, then tossing away the ball.
The steel must be removed, otherwise the business simply cannot
How about you?
Can you relate to this?
Perhaps your blockage is at a different area of the funnel…
Maybe you’re not getting enough leads and awareness.
Perhaps you’re not getting proposals out.
Perhaps your sales process is terrible.
Whatever it is, make sure you identify and fix it…
Or you’re probably flushing thousands down the drain.