Converting a lead into a customer is one of the main objectives of any marketing and sales strategy. However, we can often see this goal frustrated. Why is this?
Let’s discover together in this note the main reasons that prevent converting a B2B lead into a sale.
1. Lack of pain
One of the most common reasons for non-conversion is the lack of a real pain point. The lead may have shown interest in our product/service, but they don’t have an urgent need or a problem that needs to be solved.
In this case, spending time and sales resources on this prospect can be a waste of energy. To avoid this, it is essential to thoroughly qualify their pain level before moving forward in the sales process.
2. Lack of budget
Another common reason is a lack of budget. Sometimes, the B2B lead may have a real and urgent need, but they don’t have the resources to pay for our solution.
This is a sensitive topic that can be uncomfortable to discuss, especially in some cultures where talking about money before a solution is frowned upon.
To avoid this situation, it is important to ensure that the budget is a clear and transparent topic from the beginning of the sales process.
3. Lack of involvement
Lack of involvement of the decision-maker in the conversation can be a major obstacle when converting a B2B lead into a sale.
Sometimes it happens that the person who initially shows interest is not the one who has the decision-making power in the company, which can end up truncating our sale.
To avoid this, we must investigate the company’s decision-making process and purchasing committee before moving forward with the sales process.
4. Late entry into the purchasing process
Another reason for lack of conversion is entering the decision-making process late.
This case occurs when the B2B lead has already made progress in their purchasing process and has one or two possible supplier options almost chosen.
In this scenario, the advantage is recent mobile phone number data held by those who have had more time to develop a relationship of trust with the prospect. Therefore, it is essential to quickly identify whether we are in this situation and act accordingly.
5. Lack of confidence
Finally, there is the proper use of meta tags also has a positive effect. lack of building trust. Sometimes, the B2B lead has already decided who they are going to work with before contacting us, and it is difficult to change that inclination.
Therefore, it is important to focus more on laying uae phone number the foundations for a bond for possible future projects.
To optimize our sales efforts, it is crucial that we identify the reasons why a lead does not convert into a sale. To do this, it is key to thoroughly qualify the 5 pillars of an opportunity:
Converting a B2B lead into a sale can be a complex process with multiple obstacles. At Pragmática we help you overcome them and achieve your business goals.