Late entry into the purchasing process
Posted: Sun Dec 22, 2024 5:04 am
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.
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 russia phone number example their purchasing process and has one or two possible supplier options almost chosen.
In this scenario, the advantage is 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 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 the foundations for a bond for possible future projects. To do this, we must provide clear information and be transparent, as well as demonstrate expertise and knowledge in our field.
Summing up…
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:
Real pain
Budget
Power of decision
Decision-making process
Level of confidence
There are different methods to rate these aspects, in this article we present the most commonly used ones.
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.
To avoid this, we must investigate the company's decision-making process and purchasing committee before moving forward with the sales 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 russia phone number example their purchasing process and has one or two possible supplier options almost chosen.
In this scenario, the advantage is 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 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 the foundations for a bond for possible future projects. To do this, we must provide clear information and be transparent, as well as demonstrate expertise and knowledge in our field.
Summing up…
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:
Real pain
Budget
Power of decision
Decision-making process
Level of confidence
There are different methods to rate these aspects, in this article we present the most commonly used ones.
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.