Last month I was talking a client through a problem most companies have. Not enough leads.
“Should we start Google Ads?” she asked. This is always the refuge of the desperate.
After a few questions it turned out she already had a 20,000 person email list she was emailing once a year.
Once. A. Year.
With no clear call-to-action. Just an occasional note or update.
That same week, another client complained about needing more leads for her design business. Her retail location had hundreds of walk-ins per month for home decor products but zero signage about her design service which has twice the margins of retail and solved the exact problem their customers came to the store to work on.
In every one of these conversation I'm essentially saying: "You're stepping over gold to dig for lead."
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The Opportunity Blindness Framework
After 200+ consulting sessions, I've noticed a pattern. Business owners have three types of blindness:
Asset blindness: You don't see what you already have. Email lists gathering dust. Customer databases without segmentation. Past clients who haven't been contacted in 18 months.
Proximity blindness: You're too close to see adjacent opportunities. The retail client thought of her retail and service business as separate. The email list client thought "we don't want to bother people."
Assumption blindness: You've decided something won't work without testing it. "Our customers won't pay for that." "Email doesn't work in our industry." "We tried that once five years ago."
The framework is simple: Your next $50K-$200K is probably hiding in plain sight. You just need to systematically look.
Using AI to Find Your Gold
Not everyone can afford or wants a coach like me. You’ve got a pretty good one sitting right there. It’s called ChatGPT.
Ask it to interview you. Tell ChatGPT to have you:
List every customer touchpoint you have. Email lists, CRM, foot traffic, service calls, social media followers.
List every product or service you offer or plan to offer.
Describe your typical or ideal customer (bonus points if you’ve already had ChatGPT help you define your ideal customer profile).
ChatGPT now knows what motivates your customers and what touchpoint you have so you can ask: "How can I use these interactions to convert more leads.”
ChatGPT’s first idea might not be its best so keep pushing it. Say, “I hate those come up with some more creative or more targeted.”
Then test a few of the ideas.
Your Turn
Block 30 minutes this week. Run the audit. Find one overlooked opportunity.
Or keep spending $5K/month on ads while ignoring the gold pile in your office.
That’s it for this week,
Alan
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