Fixing sales funnel problems: Buyers aren’t buying fast enough

Long before they buy from you, you are investing time and energy into your leads and prospects to move them through your sales funnel. By the time they convert into customers, you have sunk resources (money/time/effort) into cultivating the relationship.

So companies that struggle with insufficient income or profits might not be moving prospective customers through their sales funnel fast enough. Here are some tips to solve that.


  • Increase the urgency in your sales funnel by highlighting some of the reasons that someone shouldn’t delay in buying from you. Rely on the 7 basic human emotions to help you push, pull, and prod your prospective buyer toward an immediate purchase.
  • Offer an incentive for customers to buy now instead of later. Consider something like a reduced rate or an added bonus. Make sure that it’s an attractive offering with a lot of value or it won’t work. (You’ll also need to figure out how to respond to people who don’t buy from you but then ask you later for the free stuff anyway. It will happen!)
  • Speed up your points of contact. If you have a sales call scheduled with a prospect every two weeks (14 days) until they become customers, why not try scheduling that sales call every 10 or 11 days. By doing this one simple step, you’re speeding up your funnel by 30%!
  • At some point in your sales funnel you’ll have satisfied all of the buying parameters that a prospective buyer has (and if they haven’t bought by this time, they are just waiting until the time is right for them). So ask for the sale… every time you talk to them.
  • Figure out the steps in each stage of your sales funnel and see if you can’t combine them together. Address two steps instead of one in a particular interaction.
  • Objections are awesome! They tell you why someone isn’t buying. Handle objections as quickly as possible in your sales funnel. Don’t wait for the prospective buyer to ask you.
  • Ask: Ask your prospective buyer: What is keeping you from buying today? You’ll get unanswered objections, sticking points, and probably a lot of hedging and feet-shuffling. But you’ll also find out what roadblocks you can address to get people moving through your sales funnel faster.

Your sales funnel is an engine that churns out customers (and revenue). Use these tips to put down the accelerator and get your buyers moving.

Published by Aaron Hoos

Aaron Hoos is a writer, strategist, and investor who builds and optimizes profitable sales funnels. He is the author of The Sales Funnel Bible and other books.

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