Getting Leads But No Sales? Here’s Why Your Funnel Isn’t Converting

You’re getting leads.

Your ads are running. People are opting in to your freebie. The numbers look okay on the surface… but no one’s buying.

Sound familiar?

This is one of the most common frustrations I hear from coaches, course creators, and online service providers. You’ve done the work. You’ve got the funnel built, maybe you’ve even paid someone to set it all up. But the sales just aren’t coming in.

So what’s going wrong?

Most people immediately blame the ads.

They assume they’re targeting the wrong audience, or the algorithm isn’t working in their favour, or their ad copy must be missing the mark.

But here’s what I tell my clients all the time and what I teach inside Abundant Ads Academy too:

It’s rarely the ads that are the real problem.

If you’re getting leads, your ads are doing their job.

The problem is what happens after the opt-in.

Let’s dig into why your funnel might not be converting and what you can do about it.

The Funnel Is Rarely a Straight Line

Here’s what a lot of business owners think should happen:

1. Launch a lead magnet
   
2. Run some ads
   
3. People opt in
   
4. They love the freebie so much they immediately buy
   

That’s the dream, right?

But in reality, conversions don’t happen in a straight line. People don’t go from cold lead to paying client in one click,  especially if you’re selling a coaching program or course that requires more than a quick yes.

What really happens is this:

They opt in. They scan the freebie. They check out your Instagram. They read your emails (or don’t). They think about it for a bit. They wait for a sign. They keep scrolling.

And if your funnel isn’t strategically guiding them forward, they drop off.

So let’s talk about why they might not be moving forward and how to fix it.

Reason 1: Your Lead Magnet Is Attracting the Wrong People or Not Doing Enough

Not all lead magnets are created equal.

The goal of a lead magnet isn’t just to get email addresses.

It’s to attract the right kind of lead. Someone who not only wants your free thing, but is also a potential buyer for your paid offer.

A good lead magnet should:

• Solve a small but specific problem
  
• Give a tangible result or quick win
  
• Leave the reader wanting more (the “what next?” moment)
  
• Naturally lead to your paid offer as the next logical step
  

One of my clients, a mindset coach, created a beautiful 20-page eBook packed with insights on overcoming self-doubt. She was getting leads at $1.50 each, which is excellent. But none of those leads turned into sales.

When we looked closer, we realised the freebie was way too broad. It didn’t position her authority clearly or lead naturally to her group coaching program.

We swapped it for a short “Confidence Reboot” 5-day email mini-series with one simple action step per day. Her leads still came in steadily, but more importantly her conversions picked up too. Because now the lead magnet aligned more closely with her paid offer and gave her audience just enough value to trust her, but not so much that they didn’t need the next step.

So if your funnel isn’t converting, start by asking – Is your lead magnet the right fit or just a nice freebie that doesn’t go anywhere?

Reason 2: Your Nurture Sequence Isn’t Doing Its Job

Getting the lead is just the beginning.

What happens next, those first few emails, really matter.

Too many email sequences either:

• Jump into selling too fast, before building trust
  
• Stay stuck in the “value only” zone and never make an offer
  
• Talk about features, not transformations
  

Your emails need to build momentum. They need to:

• Reinforce the value they just got from your freebie
  
• Tell stories or show proof that your method works
  
• Shift beliefs that might be keeping them stuck
  
• Show them what’s possible when they take the next step
  

A client of mine, a parenting coach, had a strong opt-in –  a free guide to help mums create calm bedtime routines. But her emails after the download were mostly generic newsletters. Nothing about her paid program, no storytelling, no clear next step.

Once we rewrote the sequence to include more personal stories, a client case study, and a clear invitation to join her group coaching program, she saw a lift in conversions without changing the ad or lead magnet.

So if your funnel isn’t converting, take a close look at what your emails are actually doing.

Reason 3: The Offer Doesn’t Feel Like the Natural Next Step

Sometimes the disconnect isn’t the freebie or the emails. It’s the jump to the offer.

Ask yourself:

• Is the price point too big of a leap for where the lead is at?
  
• Does the offer feel like the solution to the problem introduced in the freebie?
  
• Are you speaking in benefits and outcomes, not just modules and inclusions?
  

If someone opts in for a checklist to improve their gut health and then gets pitched a $997 full-body wellness certification, there’s a big gap. But if they’re offered a $27 gut health mini-course that builds on what they learned in the checklist, that’s a much smoother next step.

The goal is progression. From small action to small commitment, then bigger results and bigger decisions.

Reason 4: You’re Not Selling Enough or Clearly Enough

Let’s be honest. A lot of coaches and course creators are afraid to actually sell.

They don’t want to be pushy. They assume people will click the link in the P.S. and figure it out. But your audience is busy and distracted. They need clarity. They need an invitation.

If you’re not confidently showing up in your emails and on your sales page with a clear, benefit-driven message, people won’t take action.

One thing I always remind my clients is selling is service when your offer is the solution they need.

Here’s What to Do Next

If your funnel is getting leads but not converting, don’t panic and definitely don’t assume the ads are broken.

Here’s a quick checklist to help you diagnose the issue:

• Is your lead magnet valuable, specific, and aligned with your offer?
  
• Do your emails build trust, address objections, and guide them forward?
  
• Is your offer positioned as the obvious next step?
  
• Are you showing up clearly and confidently in your messaging?
  

Sometimes, all it takes is one strategic tweak to turn a “stuck” funnel into one that sells consistently.

You don’t need to throw the whole thing out. You just need to know where the leak is.

If you’re not sure where that is, this is the kind of thing we troubleshoot inside Abundant Ads Academy. We look at your whole funnel, from your first ad to your final CTA and help you connect the dots so it all flows.

Because when your funnel works, your business grows and it gets a whole lot easier.