Knowledge
Why do I have many conversations but few sales? There are a few reasons
Low conversion in B2B sales
Why do I have many conversations but few sales? If you are wondering about this in your company, this post is for you
Most often such a situation does not come from weak leads, high prices or a poor offer. There are a few other typical reasons for low conversion in sales.
Because if clients agree to a conversation, devote their time, ask questions, say “that sounds sensible”, but do not buy, the problem lies elsewhere.
A conversation is not a sales process
In many companies sales look like this: conversation, proposal, silence.
What is missing is consciously leading the client to a decision.
A sales conversation cannot be a loose exchange of information.
It must have a structure: why we are talking, what we want to check, what conclusion to reach, what the next step is.
If that is missing, the client leaves the conversation thinking “Nice chat, but I don’t know what happens next.”
You sell a solution, and the client does not feel the problem
Entrepreneurs often: explain what they do, show the scope, talk about competences, tell about tools and experience.
And they devote too little time to: making the client aware that the current situation is bad for them, naming the client’s real problem, showing the consequences of not deciding.
If the client does not feel that “this really concerns me”, they will not buy. Even if the offer is good.
Fear of asking for a decision
The conversation often ends with “please think it over and let me know.”
And at that moment you hand over control of the process.
Because it has not been established: who makes the decision, what its criteria will be, when the decision is made, what has to happen to move forward.
(Do not ask “so what is the decision?” either, do it more subtly)
Too much flexibility dilutes sales
The more you adapt to everything, change the offer for every conversation, and everything “can always be done”, the less you are perceived as someone with a clearly organized process.
And people buy from those who know what they are doing, have done it many times, have their rules, and can say “this is not good for you”.
If you have many conversations and few sales, the problem usually does not lie in price, the market or the quality of leads.
Most often the problem is:
- the lack of a well-designed sales process
- the lack of good needs discovery
- presenting and praising instead of building a decision on the client’s side
If after the conversation the client does not know exactly: what their problem is, what will happen if they do nothing,
why your solution makes sense and what the next step is…
…these are the reasons why your conversations do not turn into real clients.
The good news is that TechMine helps with winning clients and with building a sales process in such a way that the client feels understood, guided, and knows for themselves why a given solution will be good for them. Let’s talk about your sales: book a no-obligation consultation.
