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Which are you picking? more leads or higher intent leads?

Author

Areeb Mirza
June 17, 2025

Are you chasing more leads or higher-intent leads?

When business owners approach me asking to generate more leads, it's a valid request. However, it usually indicates one of two things:

  1. They have never run or tested ads effectively.

  2. They've previously hired someone who didn't know how to generate quality leads.

Generating leads is the simplest part of marketing. We can deliver leads all day, every day. The real challenge lies in obtaining leads with genuine interest—higher-intent leads.

Many businesses fixate solely on metrics like cost-per-lead or website clicks. But there's only one crucial metric you should focus on: your Customer Acquisition Cost (CAC). If your CAC is extremely high or non-existent, having hundreds of leads is meaningless. For instance, if your service costs $2,500 but you're spending $5,000 on ads to gain one customer, you're losing money.

To address this issue, start by analyzing deeper metrics:

  • Sales team performance.

  • No-show rates.

  • Follow-up effectiveness.

  • Disqualification rates.

  • Number of offers made versus deals closed.

If your sales team consistently complains about lead quality without data to back it up, reconsider their effectiveness. Always base your decisions on actual data.

High disqualification rates clearly indicate a lead targeting problem. Similarly, a high no-show rate usually splits responsibility, 60% on sales (follow-up, reminders) and 40% on marketing (providing sufficient information to prospects). But there’s only so much data you can provide at any given time. Make sure on the sales side we’re being effective with personalized follow ups.

Prioritizing higher-intent leads might raise your cost-per-lead, but you'll significantly improve your conversion rates and sales efficiency. It's far better to have fewer leads that genuinely convert than to flood your sales team with uninterested prospects.

In short, focus on securing higher-quality, qualified leads, and meticulously track every critical metric. Decisions become straightforward, and your business grows more efficiently.

My Offers:

Content Machine: We’ll create you 90 pieces of short form content and setup/build your Meta Ads (Done For You)

Funnel Build Out for Paid Advertising: We’ll Build you a Paid ads funnel from start to finish.