Most service-based business owners between £200k–£500k plus don’t actually have a lead problem. They have a pipeline problem.
Here’s what that really means and how to fix it before you waste another penny on “done-for-you” lead gen agencies selling you moonbeams and fairy dust.
More Leads ≠ More Revenue
On paper, it sounds logical: more leads → more sales → more cash.
But if your pipeline isn’t built to nurture those leads properly, all you’re doing is pouring water into a leaky bucket.
Here’s what’s usually happening:
You’re putting out content for the 3% of buyers “ready now” and ignoring the other 97% who are still warming up.
You have no visibility on what stage your leads are in or how to move them forward.
Your follow-up system (if it exists) is ad hoc, founder-dependent, or happens “when I remember.”
No surprise then that conversion rates feel patchy, you’re riding the feast/famine rollercoaster, and you're doubting your offer when the real problem is process. Here's how you get marketing momentum and break free from the "lead gen problem".
The Marketing Momentum Model: Start, Middle, Squeeze
Your audience is not one blob of buyers. They’re at different awareness and intent stages. And each stage needs a different message.
Let’s break it down:
START (Problem Unaware)
These people don’t even know they have a problem or can’t articulate it yet.
They’re not ignoring you. They’re just not looking… yet.
What to do: Educational, story-led content that reflects their pain before they can name it.
MIDDLE (Problem Aware, Solution Curious)
They know something’s not right but haven’t committed to fixing it.
They’re “interested but sceptical.”
What to do: Show life on the other side. Give them evidence, case studies, and micro-wins.
SQUEEZE (Buying Window)
They’re feeling the pain. They’re looking for a solution. And they’re nearly ready to buy.
What to do: Clear offers, strong CTAs, transparent process, urgency without pressure.
🚫 Most businesses focus 90% of their marketing on this tiny squeeze stage (just 3% of your market).
And that’s why your marketing feels exhausting and your sales are inconsistent. You’re trying to marry people on the first date.
Here’s What a Healthy Pipeline Looks Like
A healthy pipeline has:
A content system that touches every stage of the journey.
A diagnostic to help qualify and segment leads.
Follow-up automation that doesn’t feel robotic.
Lead scoring or at least clear criteria for “who’s ready” and “who needs more warming.”
In short, it's not just about attracting. It's about educating, qualifying, and nurturing so when someone is ready to buy, they think of you first (and only).
Red Flags You’re Stuck in Lead-Panic Mode
You keep rewriting your offer because “maybe it’s not clear enough”
You’re posting 5x a week but still getting tumbleweed
You’ve hired more than one lead-gen agency and still feel underwhelmed
Your CRM is a graveyard of old names with no strategy to re-engage them
You don’t need more traffic. You need more traction.
Before You Pay for Another “Funnel in a Box”… Audit This
Every week, I speak to founders who’ve sunk thousands into lead gen agencies that overpromise and under-deliver.
They don’t ask the right questions. They don’t understand your audience. And they don’t fix what’s actually broken.
So, before you sign on the dotted line with anyone promising you leads on tap, do this first:
📥 Download the Marketing Momentum eBook and run a quick pipeline health check.
(The PDF walk you through the Start-Middle-Squeeze model, step-by-step.)
Final Thought: You Don’t Need 100 Leads. You Need 10 Right Ones
It’s not about volume. It’s about velocity and fit.
The right pipeline lets you:
Predict cash flow
Pre-qualify leads
Position yourself as the trusted expert before the sales call
That’s how you build a flywheel of consistent leads, warm conversations, and predictable growth.
Want me to review your pipeline with you? Book a free 15-minute pipeline diagnostic call and let’s plug the leaks.
