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Your Sales Process Is Losing You Leads (Here’s How to Fix It)

Your Sales Process Is Losing You Leads (Here’s How to Fix It)

What we learned from a few small changes and how to apply them to your business.

Local Ad Man
May 06, 2025

Improve your sales like Don Draper

Hey there,

Let’s talk about what happens after the lead comes in.

Because most of the time? That’s where the sale falls apart.

You spend time and money getting people to call, click, or request a quote…
Then lose them to:

Missed follow-ups
Long response times
Confusing proposals
“Let me check my schedule” loops

Here’s the truth:

It’s not just a marketing problem. It’s a sales process problem.

This week, I’m sharing a few small sales tweaks that have helped us - and others - dramatically improve close rates.

💡 Small Changes, Big Wins

These come from a post by Barrel Holdings (shoutout to them) - and they’re gold for any business that wants to close more of the leads it’s already getting:

1. Walk People Through Your Proposal

The OG ad man pitching his Hershey’s proposal

Stop just emailing the estimate and hoping for a response.
Schedule a quick 10–15 minute call to review it live.
This:

Builds trust
Lets you answer questions in real time
Gives you a chance to emphasize value, not just price

“Let me know what you think” is passive.
“Let me show you exactly how this will work” is active.

2. Always Book the Next Call on the Spot

Don’t end a call without scheduling the next one.
If you say, “I’ll follow up next week,” guess what happens?
👻 They ghost. Or go with someone else who followed up sooner.

End every call with:

“Let’s lock in a quick follow-up - what’s a good time for you Tuesday or Wednesday?”

3. When There’s Confusion, Call - Don’t Type

Text and email can’t solve hesitation. Voice still wins.

If someone’s hesitating or not replying, don’t keep emailing.
Pick up the phone.
It builds connection and clears confusion way faster.

4. Review Your Sales Calls - Then Cut the Fluff

Record your calls (with permission). Then watch or listen to them.

Ask:

Did I ramble?
Did I answer the customer’s real concern?
Did I give them a clear next step?

Most business owners over-explain and under-close.

Tighten your pitch. Make your next step crystal clear.

🎯 What This Means for You

You don’t need more leads if you’re not closing the ones you have.

Start with this:

Add structure to your follow-up
Practice your proposal walkthrough
Cut the “we’ll be in touch” habits
Use voice and video when it matters most

These small changes can 2x your close rate—and that’s often faster and cheaper than trying to double your traffic.