August 8, 2025

Where the Heck Are My Leads?

Edition #038

Your LinkedIn posts are consistent, but not getting any engagement.

You’re attending network events, but all you’re left with is a pile of miscellaneous business cards.

You are doing all the “right things”, but you don’t have any solid leads.

Don’t worry, you’re not alone.

When I hear this complaint it is a signal to audit your message.

The truth is, when people don’t know exactly who you help and what changes for them, it’s hard for the right ones to find you or refer you.

This is the dream: a five-minute sales call. Not because the customer has no questions, but because they feel so seen by your message, they’ve already decided to buy. They might even say something like, “It was like you were describing me. I didn’t even shop around.”

That’s what happens when your message is sharp and specific. You don’t need to shout or chase. You just need to resonate.

When you resonate with the right people, they:

Trust you faster.
Decide faster.
Refer you more confidently.

I was recently reminded of this in a peer group I facilitate for business owners. One member mentioned her pipeline was full, and everyone wanted to know her secret.

Her answer? She had narrowed her focus.

Her work, solving complex financial problems for family-owned manufacturing businesses is very specific.

The referrals were rolling in because other finance friends knew who to send her way.

The Temptation to be Broad

It’s tempting to stay open, trying to leave room for all the ways you can help. You might even have thoughts like:

“I don’t want to limit myself.”
“What if I turn someone away?”
“I can help lots of people—how do I choose?”

Because when your message is too general, the right people don’t see themselves in it. They scroll, nod politely, and move on.

When you clarify exactly who you serve and what changes for them, your message doesn’t get smaller—it gets sharper. And sharper messages cut through the noise.

As Donald Miller teaches, your ideal client has three kinds of problems, all of which can stem from a single issue:

External: What’s not working? (e.g., “I don’t have enough leads.”)
Internal: How does that make them feel? (e.g., “I feel like I’m falling behind.”)
Philosophical: Why does it matter? (e.g., “I shouldn’t have to work this hard to grow.”)

When your message touches on all three, people don’t just “get” what you do—they feel understood. They trust you to solve their problem because you see the whole picture.

Need help narrowing your focus? Try this…

Picture your favorite client. The one you wish you had more of. Who were they when they found you?

Name the transformation. What specifically changed for them after working with you?

Fill in this sentence: “I help [specific person] go from [real-world problem] to [clear outcome].”

Say it out loud. Post it. If it makes you a little nervous, you’re probably on to something.

Hold on planning a massive marketing push until you get clarity on who you’re for and what changes when they find you.

Narrow your focus. Grow faster. And make it easier for others to send the right people your way.

Onward,

Laurie

P.S. Ready to sharpen the picture of your ideal client and attract better-fit business? Schedule a call I can help!