The First Step to Generating Great Leads? Knowing Exactly Who You're Looking For
Before you can generate great leads, you need to get laser-focused on one thing: who you're actually trying to reach. Let's talk about it.
Jenny Holly Hansen
By Jenny Holly Hansen | WBN News | May 7, 2025
Before you can generate great leads, you need to get laser-focused on one thing: who you're actually trying to reach.
It’s a step many skip in a rush to fill the funnel. But casting a wide net isn’t the answer. The truth is, the sharper your profile, the easier it becomes to spot high-quality leads—and to attract them with confidence.
Define Your Ideal Client Profile
To get started, you need to build a detailed profile of your ideal client. Not just a broad sketch, but a crystal-clear picture that includes:
- Industry & Niche: Are they in manufacturing? Tech? Professional services? Get specific.
- Size & Stage: Are they a solo founder, a 20-person team, or a well-established enterprise? Are they scaling rapidly or looking to stabilize?
- Values & Priorities: Do they prioritize innovation? Stability? Sustainability?
- Common Challenges: What consistent problems do they face that your service solves?
- Decision-Making Structure: Who signs the contracts? Is it the owner, a CFO, a board, or a committee?
The more detailed your profile, the more precise your lead generation efforts can be.
Ask Yourself the Right Questions
Use these prompts to help guide your thinking:
- Who do I serve best? Think about past clients where the work felt aligned and impactful.
- What pain points do I solve? Be honest about where you bring the most value.
- What signals indicate someone might need me? Consider moments like a leadership change, rapid growth, a website refresh, or industry changes—clues that a business is ready for support.
These answers are the foundation of both your outreach and your messaging.
Why This Clarity Builds Trust
When you know exactly who you’re speaking to, your outreach becomes personal, relevant, and human. It’s not a generic sales pitch—it’s a conversation that feels familiar, thoughtful, and aligned with the prospect’s world.
That kind of relevance builds trust faster. People don’t want to be “sold to”—they want to feel seen and understood. And nothing does that better than a tailored approach grounded in clarity.
Bottom line:
If you want better leads, start by getting clearer on who you serve best. The sharper your focus, the easier it is to generate meaningful, trust-based conversations—the kind that lead to long-term business.
Let’s Keep Talking:
Jenny is a business insurance broker with Waypoint Insurance.
She is also a business development consultant with Impresario Partners, helping Canadian Business expand overseas.
She can be reached at 604-317-6755 or jholly-hansen@wbnn.news. Connect with Jenny on LinkedIn at https://www.linkedin.com/in/jenny-holly-hansen-365b691b/. Connect with Jenny at BlueSky: https://bsky.app/profile/jennyhollyhansen.bsky.social
Let’s Meet Up:
Jenny Holly Hansen is a cohost with Chris Sturges of the Langley Impact Networking Group. You are welcome to join us on Thursday’s from 4pm to 6pm at: Sidebar Bar and Grill: 100b - 20018 83A Avenue, Langley, BC V2Y 3R4
TAGS: #Jenny Holly Hansen #Generating Leads #Industry & Niche #Size & Stage
Members Discussion