You’re Converting Well. So Why Not a Little Better?

You’re successful. You’ve got people flowing through your funnel and you’re doing really well. (Nice!)

Your process is dialed in. You’re confident when you meet new prospects. You know your numbers.

Let’s say you meet 20 qualified leads that come from warm intros, referrals, and strong connections. About 10 of them book a discovery call. And of those, 5 become paying clients.

That’s a 50 percent conversion from lead to call, and another 50 percent from call to client. A 25 percent lead-to-client conversion rate overall. Strong by any measure.

But we’ve been talking about the power of small improvements. And nothing should be overlooked.

Most people get their funnel to a place where it’s working, and then they stop looking at it. They assume it’s good enough.

But “good enough” often means it hasn’t been revisited in a while. And your next $25K might be hiding in the part of your business you’re most confident in.

This isn’t about fixing. It’s about tuning.

You don’t need more leads. You don’t even need a new strategy.

This is about respecting the parts of your business that are already working and still being willing to ask, “Could this be even better?”

When your funnel is performing well, the temptation is to turn your focus elsewhere. But conversion percentages are powerful levers. A small lift has a direct, outsized impact on revenue, without touching anything else.

It’s worth a closer look.

A fictional example

Tara is a seasoned financial advisor. Her business is strong. Her referrals are warm. Her close rate is healthy and consistent.

She didn’t reach out because anything was broken. She reached out because she wanted to explore ways to increase profitability without adding hours or more clients.

We looked at pricing, client mix, service tiers, then almost skipped over her funnel entirely. On paper, her numbers looked great. Conversion rates most advisors would be thrilled with.

But taking a step back we noticed that they hadn’t changed in years.

They were good... and flat. Which meant they probably hadn’t been looked at closely in a while.

So we stepped back and looked at how her funnel actually felt to a prospective client: what they were seeing, hearing, and being asked to do.

We weren’t looking for a silver bullet. We were looking for places where someone might hesitate or lose momentum, even if they were already inclined to say yes.

The adjustments we made were subtle. More like sharpening the edges of something already working well.

A few months later, she was seeing a modest bump in conversions and a meaningful bump in revenue.

The math

Let’s say you meet 20 ideal-fit leads in a quarter.

Your process is humming:
You convert 50 percent into discovery calls = 10 calls
And close 50 percent of those into clients = 5 clients

Now let’s say you make a small improvement, refining one part of the conversation making your offer a bit clearer, or adjusting how you follow up.

Instead of 50 percent at each stage, you improve to 55 percent.

Now 11 people book calls, and about 6 of them become clients.

That’s one additional client per cycle.
If you’re charging $10,000 per engagement, that’s $10,000 per quarter—or $40,000 annually—from a five percent improvement in conversion.

Small changes. Big impact.
And it didn’t require a single new lead.

What to do next

Pull up your last 10 discovery calls.

How many converted? What happened with the ones that didn’t?

Was your offer clear? Was your next step easy to take?

Ask a peer to review your process or roleplay a first call with you. Look for spots where the path to yes feels a little too open-ended.

You’re not looking to overhaul your sales approach. You’re looking to make it easier for the right people to follow through on the decision they already want to make.

Want to find the next opportunity hiding in plain sight?

Download the Double Your Profit, Halve Your Chaos checklist to take the first steps on your own.

Or if you'd rather walk through your numbers together, you can book a Strategy Session here.