You show up to a sales call, only to realise within minutes that the prospect isn’t a good fit. They don’t have the budget, they’re unsure what they need, or they’re just ‘exploring options.’

Sound familiar?

Too many consultancy owners waste time on calls that should never have happened in the first place. The problem isn’t your sales skills - it’s your funnel.

Your time is too valuable to be spent on dead-end conversations. Instead, you need a Ready-to-Buy Funnel - a system that attracts, qualifies, and nurtures prospects so that only serious, high-intent buyers end up on your calendar.

Here’s how to build one.

Step 1: Recognise inefficiencies in your current funnel

Most consultants don’t actually have a sales funnel - they have a leaky pipeline where too many unqualified leads slip through. Here’s how to tell if yours is leaking:

❌ You take calls with prospects who aren’t ready to buy – They’re curious but not committed, leaving you in ‘convince mode.’

❌ Your inbound leads ask vague, generic questions – If people don’t already know what you do and why they need you, your messaging isn’t filtering the right people in.

 ❌ You rely on manual follow-ups to nurture leads – If you’re chasing people instead of letting them come to you, your funnel isn’t doing its job.

 ❌ You spend more time on sales than on delivery – If your sales process feels like a full-time job, it’s time to streamline.

A well-structured Ready-to-Buy Funnel filters out bad fits, nurtures prospects automatically, and ensures that when someone books a call, they’re already 90% sold.

Step 2: Build a Ready-to-Buy funnel

A Ready-to-Buy Funnel isn’t about generating more leads - it’s about generating better leads. Here’s what it looks like:

1. Clarify your offer

If your offer isn’t clear, your leads won’t be either. Your funnel should make it obvious:

✅ Who you help

✅ The exact problem you solve

✅ The transformation you deliver

✅ How they can work with you

Instead of saying:

❌ "We help companies improve operational efficiency."

Try:

✅ "We help mid-sized manufacturers cut operational costs by 20% through process automation."

OR

❌ "We provide HR advisory services."

Try:

✅ "We help tech startups retain top talent and scale their teams without hiring headaches."

The more specific and outcome-focused, the easier it is for the right prospects to self-identify as a fit.

2. Create an authority-boosting lead magnet

A high-quality, value-driven resource helps filter serious prospects. Examples:

• A short guide or playbook (download my one here for an example)

• A webinar or on-demand training

• A case study breakdown of a client transformation

The goal? Educate and pre-sell your audience before they ever book a call.

3. Automate lead qualification

Before someone lands on your calendar, they should pass basic qualification criteria.

• Pre-call questionnaire – Ask key questions before they book to filter out bad fits.

• Self-selection pages – Let prospects explore your pricing, process, and FAQs upfront so only those ready to move forward book a call.

Application-based bookings – Instead of ‘book a free call’ buttons, require a simple application that ensures only qualified prospects move forward.

Step 3: Optimise for conversions

A Ready-to-Buy Funnel isn’t set-and-forget. You should regularly refine it to improve quality and conversion rates. Here’s how:

🔹 Track your lead quality – Are the right people booking calls? If not, tighten your qualification process.

🔹 Refine your messaging – Are people asking the same basic questions? If they are, create a resource to answer those questions before they come on the call.

🔹 Shorten your funnel – If too many people drop off before booking a call, simplify the steps they need to take.

🔹 Follow up strategically – If a prospect doesn’t book, don’t chase them. Instead, nurture them with content and let them come back when they’re ready.

A high-performing funnel doesn’t just increase sales - it reduces wasted time.

A Ready-to-Buy Funnel saves time and increases results

Sales calls should be a final step, not a fishing expedition. When your funnel works correctly:

✔️ You only speak with serious, ready-to-buy prospects.

✔️ Your time is spent on closing deals, not chasing them.

✔️ Your consultancy runs smoother, with less sales stress and more predictable revenue.

If your current process feels like a time drain, it’s time to build a better system.

Build your Ready-to-Buy Funnel today

Want to stop wasting time on unqualified leads and start attracting high-intent buyers?

The Ready-To-Buy Playbook walks you through the exact process of crafting a sales funnel that brings in better leads, smoother conversions, and more revenue - with less effort.

👉 Download the Ready-To-Buy Playbook