Tech founders, let’s talk about one of the biggest (yet most overlooked) barriers to customer conversion: confusing messaging. You’ve built an incredible product with powerful features, but if your prospects don’t instantly understand its value, they won’t take action. That’s the topic we tackle in my Wisdom From Wizards episode featuring Rachael Pilcher, founder of Mighty Fine Copy.

The Problem: When Customers Don’t ‘Get It’

You’ve likely seen it before — potential customers land on your website or lead-gen page, stay for a moment, then leave without signing up or booking a demo. Why? Because they didn’t immediately see what’s in it for them.

Many tech companies make the mistake of cramming their landing pages with every feature, benefit, and achievement. They assume that the more they explain, the more convincing they’ll be. But in reality, too much information — especially the wrong kind — leads to decision paralysis and drop-offs.

The Fix: Your Sales Team is a Goldmine for Messaging Insights

Instead of guessing what should go on your landing page, ask your sales team. They interact with real prospects every day and know firsthand:

✅ Common objections — What’s stopping customers from saying “yes”?

✅ Top pain points — What challenges drive them to seek your solution?

✅ Winning phrases — What words and messaging actually convert?

Your sales team isn’t just closing deals — they’re sitting on valuable insights that can shape a clearer, more compelling message.

Actionable Steps to Improve Your Messaging

1️⃣ Audit your landing page: Read it from a prospect’s perspective. Does it instantly communicate why they should care?

2️⃣ Talk to your sales team: Ask them what messaging resonates most with customers. What objections come up repeatedly? What phrases help them close deals?

3️⃣ Simplify your CTA: Your landing page should have one goal — make sure every word, image, and form field supports that goal.

4️⃣ Use real customer language: Instead of relying on internal jargon, incorporate the exact words and phrases your customers use when talking about their problems.

5️⃣ Test and refine: Continuously tweak your messaging based on feedback and performance data. The clearer and more targeted it becomes, the better your conversion rates will be.

Final Thoughts

Messaging isn’t just about what you say — it’s about making your audience feel understood and confident in their next step. If customers are confused, they won’t convert. But with insights from your sales team and a commitment to clear, compelling messaging, you can turn confusion into conversions.

💡 Want more insights on Messaging? Check out my Amazon Bestseller, Product Marketing Wisdom.