Why “More Leads” Might Be Killing Your Client’s Business (And What to Focus on Instead)

Most business owners think their number one problem is not enough leads.

So they ask you, the coach, for help getting more traffic, more calls, more clicks.

But here’s the kicker: more leads won’t fix a broken sales process, a weak offer, or poor margins. In fact, chasing more leads can actually worsen the situation—especially if it means spending more on ads or marketing that doesn’t convert.

As Karl Bryan shares in episode #294 of Business Coaching Secrets, the real win isn’t more leads—it’s more profit per lead.

Here’s how to help your coaching clients shift their thinking (and profit margins) without spending a dollar more on lead generation.

Step 1: Measure the Profit Per Lead

Before running a single Facebook ad or boosting another post, you need to get the numbers straight.

Ask your client:

• How many leads are you getting now (weekly or monthly)?

• How many convert into paying customers?

• What’s your average sale?

• What’s the lifetime value of a customer?

Most business owners don’t know these numbers. That’s your opportunity to show your value.

🎯 Action Step: Use the Profit Acceleration Software™ or a simple spreadsheet to calculate their current revenue per lead. Example: If a business gets 100 leads per month and closes 10 at $500 each, that’s $5,000 revenue / 100 leads = $50 per lead.

Step 2: Boost the Close Rate (Without Getting More Leads)

Closing 10 out of 100 leads gives you a 10% conversion rate. What if they could close 12? That’s a 20% increase in revenue—with no extra leads.

How to coach this:

• Roleplay sales conversations

• Install a follow-up system (most leads die in follow-up)

• Improve the offer or guarantee

• Use urgency and scarcity the right way

🎯 Action Step: Walk them through improving one part of their sales process. Even tweaking the script can have a measurable impact.

Step 3: Increase the Average Transaction Size

More money from each sale means more revenue with the same effort.

Try these questions with your client:

• Do you have a premium option?

• What’s your upsell or add-on?

• Can you bundle services?

🎯 Action Step: Help them create a 3-tier pricing model: Basic, Pro, and Premium. Most people choose the middle—but many will go Premium if you give them a reason.

Step 4: Increase Purchase Frequency

This one’s easy to overlook—but recurring purchases can transform a business.

Coach them to ask:

• How often do customers come back?

• Do we have a reactivation strategy for past clients?

• What can we do to encourage repeat business?

🎯 Action Step: Set up a simple email sequence to re-engage past clients with an exclusive offer or update.

Real-World Example

Let’s say your client is a local home services company getting 100 leads a month. By raising their close rate from 10% to 15%, increasing the average sale from $500 to $600, and adding a simple follow-up email sequence for reactivations, they could:

• Add $3,000 to $5,000/month

• Without buying a single new lead

• Without changing their marketing budget

This is how you coach for profit acceleration, not just visibility.

Stop Chasing Leads. Start Maximizing Value.

When you teach your clients how to optimize what they already have, you become more than a coach—you become a strategic partner.

And the best part? You can show them the math, not just the theory.

Want more strategies like this?

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