Marketing vs. Sales Problem: How to Know What’s Really Holding Your Business Back
One of the simplest—but most powerful—questions you can ask when your business feels stuck is this:
Are people not finding you?
Or...
Are they finding you, but not taking action?
That one distinction can unlock your next step.
If people don’t know you exist, that’s a marketing issue. You need more visibility, clearer messaging, and more innovative discovery strategies—like SEO, referrals, or consistent content.
But if people are landing on your site and still not signing up, reaching out, or buying, then you're likely facing a sales problem. Something’s getting lost in translation: maybe your offer is unclear, your copy isn’t connecting, or your website doesn’t inspire trust.
Let’s break this down so you can get unstuck and start seeing real results.
How to Know You Have a Marketing Problem
If your visibility is low, sales won’t even have a chance to happen. You might notice:
Website traffic is low or inconsistent
People say, “I didn’t know you offered that!”
You’re relying only on referrals or word of mouth
Your content isn’t being found—minimal search traffic, low shares
You’re invisible in Google search results
What to focus on:
Sharpen your message to speak directly to your ideal clients
Improve SEO so more people discover you organically
Create consistent content that answers real questions people are asking
Collaborate or show up where your audience already is
How to Know You Have a Sales Problem
If people are finding you, but you’re not getting leads or clients, your issue might be with how your offer is landing.
Here are some common signs:
You get decent traffic, but few (or no) conversions
People click around but don’t stay long or take action
Discovery calls feel flat or go nowhere
You hear, “This looks great,” but no one pulls the trigger
And let’s be real—this can be incredibly frustrating, especially when you’re doing “all the things.”
What to focus on:
Make sure your offer is clear, specific, and outcome-focused
Use copy that speaks to what they want, not just what you do
Build trust: show testimonials, results, photos, and behind-the-scenes
Guide people clearly—are your CTAs easy to spot and understand?
Sales is about connection, clarity, and trust, not pressure.
Sometimes It’s Both—and That’s Okay
If you saw yourself in both sections, you’re not alone. Many soulful business owners need both more visibility and a stronger path to conversion.
Start small. Clarify the language on your most visited page. Refresh your opt-in so it speaks to what your audience truly wants. Get curious about where people drop off—and why.
Growth comes from awareness, not hustle.
Not sure where to focus next?
I help coaches, creatives, and heart-led entrepreneurs figure out exactly where their momentum is stuck—and how to fix it without burning out.
If you're ready for more aligned visibility and a website that actually converts, let’s talk about how I can support you.
About The Author:
Deana Ward is an experienced Squarespace website designer and professional copywriter. Over the past decade, she’s helped thousands of business owners ditch the DIY hellscape so they can stop tinkering and start taking action. Want to shine up your brand so you feel proud? Overhaul your message so you say the right words instead of all the words? Or soup up the SEO engine under the hood of your website? You’re in the right place!
Tired of feeling lost in DIY-ville? I’d love to help you.
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