Five Things That Create a Leaky Funnel

A leaky funnel means that you end up spending more money to create fewer sales. Do you need to patch up any of these areas in your sales funnel?

1. Weak lead capture.

Many leads fall out of your funnel before they ever fall into your funnel. How many website visitors do you have today who will bounce off your website never to return again because you did not give a compelling enough reason for them to opt in on your site?

Solution: Create a compelling magnet to attract traffic and capture leads. Examples include a free consultation, report, webinar, demo, etc.

2. Failure to educate and build trust with your leads.

After capturing a lead, if you charge out of the gate with a desperate sales pitch, you may skip the important process of educating and building trust. Some leads are prepared to buy right away, but most need to develop a better relationship of trust with you before they will be ready to take a step forward.

Solution: Develop relationships with your leads over time through nurturing campaigns that deliver relevant, educational content.

3. Labeling leads as “bad” just because they aren’t ready to buy today.

Too often, in the zeal for sales, it’s common to get impatient with people who are not ready to purchase right now and to discard them as bad leads. Many of these prospects are great and could potentially buy in the future, but their current situation is causing them to delay.

Solution: Implement an automatic, long-term, lead-nurturing campaign that keeps you in front of leads until they are ready to buy.

4. Failure to identify and overcome common objections.

If you shy away from addressing typical sales objections head on, you could lose valuable leads. Look at each objection as an opportunity to restate your value proposition to the prospective customer.

Solution: Systematically identify and overcome common objections.

5. Unwillingness to create a “wow” experience for your new customers.

It doesn’t take much to wow your new customers, but too often we pass the “finish line” (the sale) and let out a big breath. Delighting the customer is the key to repeat and referral business.

Solution: Establish a follow-up campaign that builds lasting relationships with your customers and lets them know that you care.