Free tool, no account needed
Conversion rate calculator: where do your enquiries drop off before they buy?
Put in how many you had at each step, from enquiry to sale. You get the rate at each step, the rate from start to finish and the step that loses the most.
Your steps, from the first enquiry to the sale
Your steps, your counts, your weakest step
There are no averages built in. Count last month's.
- 01Name your steps, or keep enquiries, conversations, quotes and customers. You can have two to six.
- 02Put in how many got to each one last month. Each step counts the people who came from the step above.
- 03Read the rate at each step, the rate from first step to last, and the step that loses the most.
How the sum works
The formula sits under each rate, filled in with your numbers.
Conversion rate = how many reached a step, divided by how many reached the step before, times 100.
200 enquiries, 120 conversations, 40 quotes and 12 customers: 60%, then 33.3%, then 30%.
From start to finish = customers divided by enquiries: 12 of 200 is 6%, or 1 customer for every 16.7 enquiries.
Raise the weakest step 5 points, quotes to customers at 35%, and the same 200 enquiries make 14 customers.
What each weak step usually means
The step with the lowest rate is where to look first.
- Enquiries to conversations: replies that come too late, or not at all
- Conversations to quotes: questions left unanswered, or no next step agreed
- Quotes to customers: quotes that nobody chased after they were sent
- Any step: count the same way each month, or the rates won't compare
When to work it out
Run it at month end, and again when one step changes.
- 01At the end of each month
- 02After you change how you reply to enquiries
- 03After a price change
- 04Before you spend more to bring in enquiries
See the stage funnel from your pipeline
Palby CRM, which we make, keeps every customer in a stage, so the counts are already there.
- A stage funnel on the dashboard, one bar per stage in your pipeline's order
- Lost reasons beside it, so you see why the step loses people
- Where each customer came from, kept on their card
- A follow-up date on every quote, and today's list of everyone due
Questions
Divide how many reached a step by how many reached the step before it, then times 100. For the rate from start to finish, divide your customers by the count at your first step.
It's the share of enquiries or prospects who become customers. It's useful step by step too, so you can see where people stop.
It depends on your trade, your prices and where your enquiries come from. Compare your own rate month by month, counted the same way.
Each step counts the people who came through from the step above. If you have more quotes than conversations, some quotes came from somewhere else, so count them in both.
It's the start-to-finish rate turned round: how many enquiries it takes, on average, to win one customer.
Yes. Name the steps visits, sign-ups and sales, or whatever your steps are, and the sum is the same.
Win rate is one step: deals won out of deals that finished. The win rate calculator works that out, with the deals that went quiet counted.
Yes, the tool is free. There's no account, and the Copy link button saves your steps in the link.
Find the step that loses the most
See a stage funnel on a sample pipeline in a 30-minute walkthrough.
30 minutes. You choose the day and the time.