The 4-Part Formula for Consistent Lead Generation

Everyone wants more leads.

They're the Holy Grail in business.

If you’ve ever struggled to generate leads consistently, you’re not alone. I talk to consultants and coaches all the time who say:

• "I'm posting, but no one is engaging."
• "I'm running ads, but they aren’t converting."
• "I'm networking, but it's not leading to clients."

The problem isn’t that you’re not doing enough—it’s that the pieces aren’t aligned.

If you want to generate leads consistently, you can't be going from one desparate tactic to another, hoping to get results.

And paying those guys who speak really poor English working in a basement half way around the world to generate leads for you "guaranteed" and "at scale" is like lighting money on fire.

Real lead generation happens when you dispense with the one-off tactics and get four things right (I first learned these from Dan Kennedy early in my entrepreneurial journey):

1️⃣ Message – Are you saying the right thing?
2️⃣ Market – Are you talking to the right people?
3️⃣ Media – Are you reaching them in the right way?
4️⃣ Timing – Are you catching them when they’re ready to buy?

Miss even one, and all you'll hear are crickets.

Get all four aligned, and your pipeline fills predictably and consistently.

In this five-part series, I'll break down each piece—starting today with the big picture.

So, to kick things off, here's what I have for you in this issue:

🛠️  The 4-Part Formula for Consistent Lead Generation: The right way to generate all the leads you need to build freedom-level income
🛠️ The "Predictable Lead Generation" prompt: The 4-part lead gen system that works every time 

1. Message: The Foundation of Lead Generation

Before you worry about where to find clients, you need to clarify what you’re saying to them.

Your message should immediately resonate and make your audience think:
➡️ "That’s exactly what I need."

If prospects aren’t engaging, it’s likely because:
❌ You’re too broad (“I help businesses grow”) instead of addressing a specific pain point.
❌ You’re leading with features instead of outcomes (clients don’t buy consulting—they buy results).
❌ You’re using industry jargon instead of the words your prospects actually use.

Next week, we’ll do a deep dive into crafting a message that attracts and converts the right clients.

2. Market: Targeting the Right Audience

Even the best message falls flat if it’s in front of the wrong people.

Ask yourself:
✅ Are you targeting decision-makers (the ones with the budget and authority to hire you)?
✅ Do they actively feel the pain you solve? (A business owner with no urgency won’t take action.)
✅ Are they already investing in solutions like yours? (If they’re not spending money to fix this problem, they won’t suddenly start with you.)

In Part 3, we’ll focus on how to pinpoint and attract the most qualified leads—so you stop wasting time on people who will never buy.

3. Media: Choosing the Right Channels

The best message in front of the right audience still won’t convert if you’re using the wrong media to deliver it.

• If your audience lives on LinkedIn, but you’re focused on cold email, you’ll struggle.
• If they respond to demos and case studies, but you’re only sending blog posts, you’re missing the mark.
• If they prefer conversations, but you rely on automation, you’ll lose them.

🔹 Where does your ideal client naturally seek solutions? (LinkedIn, referrals, events, YouTube?)
🔹 What format do they trust most? (One-on-one calls, group workshops, written content?)
🔹 How do they typically buy? (Do they need a free trial, a consultation, a lead magnet first?)

Part 4 will break down exactly how to choose the best media for your business.

4. Timing: When Are They Ready to Buy?

Even when you have the right message, market, and media, timing matters.

• Someone who just hired another consultant isn’t ready to work with you—yet.
• A business feeling mild pain won’t move as fast as one in crisis.
• A prospect in growth mode will buy differently than one in survival mode.

So how do you get the timing right?

✅ Nurture leads over time—most aren’t ready today, but they will be soon.
✅ Use trigger events—new funding, staff changes, or industry shifts can signal buying readiness.
✅ Follow up strategically—most consultants stop too soon, while the best keep engaging until the time is right.

Part 5 will cover how to stay in front of leads until they’re ready to say yes.

What’s Next?

Lead generation isn’t about doing more—it’s about aligning these four elements so they work together.

If your lead gen isn’t working, ask yourself:
✅ Is my message clear and compelling?
✅ Am I targeting the right market with urgency to buy?
✅ Am I using the best media to reach and engage them?
✅ Am I staying visible so I’m there at the right time?

Over the next four weeks, we’ll go deep into each of these so you can refine your approach and generate quality more predictably.

Next week: How to Craft a Lead-Generating Message That Makes Prospects Say, “I Need This.”

Which of these four areas do you think is your biggest challenge right now?

Series Breakdown:

📩 Part 1: The Big Picture (This issue)
📩 Part 2: Crafting a Powerful Lead-Generating Message
📩 Part 3: Finding and Targeting the Right Market
📩 Part 4: Choosing the Best Media to Reach Your Ideal Clients
📩 Part 5: The Role of Timing in Lead Generation & How to Stay Top of Mind

Want to dive deeper? Check out these related articles:

🔎 The 'Lazy' Consultant's Guide to Better Leads
🔎 A Proven Framework that Turns Readers into Clients

You might also find these interesting:

👉 5 Signature Marketing Tools Every Consultant Needs Ready to Deploy
👉 Win More Clients with The Benevolent Servant Leader™ framework

P.S.: When you're ready, here are more ways I can help you...