Lead Generation For a Small Business - August Roundup

Patrick McFadden

Let's kick off the month of August focused on lead generation for your small business.

You know what I say, “leads are the lifeblood of every business. Clients are actually the lifeblood, however, without leads there are no clients.”

When it comes to lead generation, too many small business owners focus most of their attention on single event lead generation promotions.

The most effective lead generation occurs through the careful blending of multiple avenues and channels.

Often a prospect must encounter your brand or message dozens of times before they decide to move forward or make a purchase.

It is the momentum and cumulative impact of presenting your message in each of these arenas that eventually allows you to cut through the clutter and become the provider of choice to a market.

Each area is equally important to your overall success and each area must receive the attention needed to let your market know you are serious about earning their business.

Which means lead generation is essentially a game of channels more than tactics.

Translation: you need to find the right mix of channels that allow you to profitably attract a high enough number of leads over and over again in order to feed your growth objectives.

You don’t simply assemble a few tactics; you master a few ideal prospect channels.

A channel for lead generation purposes is simply a broad way to gain access to your prospective audience – so referrals is a channel, sales is a channel, SEO is a channel, and speaking is a channel – and there are countless ways to master every channel.

These posts aim to help you, your team, and your marketing service providers better understand how to build a lead generation process that serves a strategic and business objective in route to growth.


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The Ultimate Guide to Small Business Lead Generation


What Are You Doing Offline That Will Amplify Online?

Can we have this real conversation? So many owners and CEOs invest their resources of time, energy, attention, and money into every idea or tactic of the week. Trying lead generation services, signing up for Instagram, LinkedIn, Facebook, TikTok, clubhouse, and any other social account being mentioned, purchasing followers, buying LinkedIn automation, I mean you name it I've probably seen it.


You Don't Need Fans, You Need Clients

Most owners and CEOs of small businesses are still fascinated with generating fans, followers, and likes but at the end of the day, the real focus should be on generating clients. Specifically finding the right clients for your business.⠀


6 Essential Website Elements Every Small Business Needs to Have

Many small business owners believe that a website's job is for lead generation. Just create website pages, write the recommended minimum of 300 words per page, add a call-to-action button to the top and bottom of every page then sit back and the phone will start ringing. Yet the primary job of a website isn’t to only generate leads. In fact, 92% of consumers visit a brand's website for the first time for reasons other than buying.


Build On The Success You're Already Having

The statement you just read sounds like common sense: "build on the success you're already having." The problem is that most owners and CEOs of small businesses don't know what's working, and even when they do, they may not think of it as marketing.


Be Loyal To The Market, Not The Tools

Whoever gets closer to the customers wins in business. If your people don’t know exactly which customers to target and what fuels their buying decisions, small business growth will always feel painfully slow. Customers constantly shift their behavior and attention and that is why your loyalty must be to them not tools.


Focusing On The Sale Is Costing You Leads

Recently I was in talks with a prospective client for developing their marketing strategy plan and during this conversation, the topic of guiding the #customerjourney and understanding customer touchpoints become the discussion.


This Might Be The Best Way to Fix Your Lead Generation

I’ve spoken with hundreds of owners and CEOs of small businesses over the years and the #1 pain point for many is lead generation. Not that they can’t generate leads, it’s just a constant battle to keep the flow going. That’s why I created an approach called “channel mastery” that will help you achieve more with the marketing resources you have and generate a better flow of leads.


The Most Overlooked B2B Marketing Strategy Ever

I work with a lot of small businesses that implement b2b marketing and for many of them, the most effective marketing strategy involves in person education through speaking and presenting. 🗣️🎤👩‍🏫🎫🖥️🎟️👨‍🏫 I know that the idea of speaking and presenting is not exactly a new strategy, everyone acknowledges this, but finding ways to apply it in the realm of a specific marketing process seems a little harder to pin down.


There Is No One Way To Generate a Lead

There's no 🚫🚫🚫 one way to generate a lead - in fact - you need to employ several ways - paid ads, SEO, speaking, PR, referrals, sales, strategic partnerships, networking.


Business Development vs. Marketing

When I went to a small business conference in Hampton VA I spent some time talking to a business development professional for the State of Virginia who asked, "what's the difference between business development and marketing?" Here's my point of view: business development and marketing are both responsible for growing sales, but they each have different job responsibilities in how they achieve that goal.

How to Hire a Lead Generation Company Without Being Burned

Recently I had the opportunity to chat with a franchise owner and one of the things they mentioned was their frustration with a national lead generation company provided by the franchisor. Now I don't have anything against lead generation companies but one of the issues I've seen from experience is that they produce low quality leads which brings you activity but as this franchise owner pointed out not a lot of accomplishment in terms of turning leads into clients.

Why You're At The Mercy Of Home Service Directories

I speak to tons of #businessowners who own and operate a home services business about the right way to approach directory advertising because usually they're at the mercy of a middle man. And that middle man is the closest to the customer. And in almost any business the one who is the closest to the customer wins.


The Real Reason Social Media Isn't Lead Generation For Your Business

The reason social media isn't working is because of how you view its role in the big marketing picture. A lot of what’s written about social media amounts to a list of things you should do—get on Instagram, blog, create a LinkedIn page—and not enough on WHY you might consider doing it.


How to Do More Business With Existing Clients

It's a truism that "one of the easiest ways to grow your business is to do more business with your existing clients" but often the key element to executing this marketing strategy is never talked about. What is it? Trust.


The Missing Link to Getting Repeat Business

What I'm about to reveal in this post is something I think still, for a lot of businesses is a missing link. One of the best ways to #growyourbusiness is to do more with existing clients. The missing link 🔗 to getting repeat business is not more promotions, a perfect website page, or even great discounts, it's to 100% make sure that your clients are getting the most value possible from working with you.


Lead Generation Examples

Marketing Agency Lead Generation Example

IT Consulting Firm Lead Generation Example


Contact Your Marketing Consultant at Indispensable Marketing

If you’re a small service based business that needs help with lead generation for your business or your business’s online presence on Google and other search engines, at Indispensable Marketing we can help. We offer marketing strategy consulting, marketing audits, monthly marketing packages, consultations, exploratory calls or monthly local SEO services. Contact us for more information.

Big News: Google LSA Ads Update Opens New Opportunities for Remodeling Contractor Marketing

By Patrick McFadden • January 13, 2025
Discover how Google’s LSA update impacts kitchen & bathroom remodeling marketing. Learn SEO tips to attract leads and boost visibility in Richmond VA & beyond.

The Future of Marketing and Selling May Not Be To Humans But AI Agents

By Patrick McFadden • January 9, 2025
For years, the focus of marketing and sales has been to appeal directly to human customers—to connect emotionally, build trust, and ultimately close the deal. But the rules are changing, and small businesses need to be aware of a massive shift on the horizon: the rise of AI agents as decision-makers. At first, this may sound like science fiction. After all, aren’t people the ones making purchases? But the reality is that artificial intelligence (AI) is quickly becoming the gatekeeper for consumer and business decisions. Understanding this shift is critical for small businesses, as it offers both challenges and opportunities. Let’s dive into what’s happening, why it’s happening, and how your small business can prepare. What Are AI Agents? AI agents are advanced technologies designed to handle complex tasks for consumers. They don’t just provide recommendations—they make decisions. Think of an AI agent as a virtual assistant that interprets your needs, evaluates options, and executes the best solution on your behalf. Here’s a simple example: You might tell your AI assistant, “Find me a hotel near Central Park for two nights within a $1,000 budget.” In response, your AI: Searches available hotels. Compares prices, reviews, and amenities. Books the best option without you needing to lift a finger. For the consumer, it’s all about convenience. For businesses, however, it changes the game: your target audience is no longer just the human buyer—it’s the AI agent. Why Is This Happening? Convenience for Consumers Consumers want faster, easier, and more reliable decision-making. With so much information available, the process of comparing options can be overwhelming. AI agents streamline this process by narrowing down choices and delivering results that align with the consumer's preferences. AI’s Superior Decision-Making AI can process far more data than a human ever could. It evaluates everything from price and reviews to proximity and availability, all in seconds. This allows it to make decisions that are more informed and objective. Consumer Trust in AI As AI becomes more sophisticated, people are increasingly comfortable delegating decisions to their virtual assistants. Trust is shifting from brands directly to the AI agents that curate and recommend those brands. Simple Examples of AI in Action Small businesses are already seeing AI at work in various industries. Here are a few scenarios to illustrate what’s happening: Travel and Hospitality A traveler asks their AI assistant to book a flight and hotel for a weekend getaway. The AI evaluates options, finds the best deals, and books everything. The business that optimizes its data for AI discovery wins the booking. Retail A customer needs a pair of running shoes. Their AI searches for shoes with great reviews, the right size, and quick delivery. It bypasses generic search results and goes straight to businesses with clear, accessible product data. Healthcare A health app uses AI to evaluate symptoms and recommend over-the-counter solutions. Pharmacies with optimized digital listings and relevant information are prioritized by the AI. Home Services A homeowner asks their AI, “Find me a plumber near me with 5-star reviews who can come today.” The AI scans local listings and books the business with the most reliable and visible online presence. What This Means for Small Businesses The shift to AI-driven decision-making has huge implications for small businesses. Here’s what you need to know: 1. Your Audience is Changing You’re no longer marketing solely to human buyers—you’re marketing to the AI agents making decisions on their behalf. These agents prioritize structured data, transparent pricing, and measurable value over emotional branding. 2. Local SEO Becomes More Critical AI agents rely heavily on local search data. If your business isn’t optimized for local SEO —clear location details, accurate business hours, and positive reviews—you’ll be invisible to AI. Need help with your local SEO? Get in Touch. 3. Quality Data Wins AI thrives on structured, high-quality data. If your service descriptions, product descriptions, pricing, and availability aren’t clear and accessible, AI will skip over your business in favor of competitors who have optimized their data. Check out this article so AI doesn't skip over your business. "5 Must Have Elements of Service Area Pages" 4. Proximity Matters For many services, AI prioritizes businesses that are physically closer to the consumer. This is especially true for industries like home services, healthcare, and retail. Small businesses can capitalize on this by focusing on hyper-local SEO strategies. 4a. For Service Area Businesses, Precision is Key For service area businesses (SABs)—those that don't operate from a fixed location but serve customers within specific geographic regions—AI's prioritization mechanisms work differently compared to location-based businesses like retail stores or offices. Instead of prioritizing physical proximity alone, AI evaluates the clarity and accuracy of your defined service area. This is especially critical for industries like commercial cleaning, plumbing, pest control, HVAC, or mobile health services. Learn more about - 5 Steps: Local SEO for Service Area Businesses AI agents rely on several key factors, including: Accurate and detailed information about your service area. Keywords that highlight your services and locations. Social proof, such as reviews, ratings, and testimonials. Content that directly connects to your service area, like localized blog posts or FAQs. The accuracy and consistency of your listings on platforms like Google Business Profile. Quick response times to inquiries. A well-optimized website with clear navigation and mobile responsiveness. Integration of AI-friendly tools like chatbots to provide instant information to users and demonstrate efficiency. An active presence on local social media channels to further enhance visibility and engagement within your service area. By optimizing these elements, service area businesses can enhance their visibility and ensure AI agents prioritize them for local searches. 5. The Playing Field is Leveling While it may seem daunting, this shift levels the playing field for small businesses. Unlike traditional advertising, where big budgets dominated, AI prioritizes data quality and relevance—areas where small businesses can shine. How to Prepare Your Service Based Business for an AI-Driven World Here’s how you can start positioning your business to succeed in an AI-driven world: 1. Optimize for Local Search This step is even more critical for service-based businesses, especially those operating in specific geographic areas (like commercial cleaning, plumbers, HVAC companies, and remodel services). Focus on hyper-local SEO by including business districts, neighborhoods, zip codes, and cities you serve in your website content and Google Business Profile. Add a "service areas" page to your website to clarify where you operate. Encourage reviews that mention specific services and locations to boost credibility in local searches. Use geo-targeted keywords like “emergency cleaning services in Dallas” or “24-hour plumbing in Brooklyn.” 2. Provide High-Quality Data For service-based businesses, this means being very clear about what you offer and where : Use structured data to outline services , pricing estimates, and FAQs. Include service-specific keywords in descriptions, such as "drain cleaning" or "roof repair." Add before-and-after photos , case studies, or examples of completed projects to help AI and potential customers understand your expertise. Create mobile-friendly booking forms for easy service requests. 3. Focus on Trust and Transparency Service-based businesses rely heavily on customer trust because most services are provided on-site or involve direct customer interaction. Highlight safety measures , certifications, and background-checked employees to build confidence. Share detailed testimonials or video case studies that walk through successful projects. Be transparent about response times , pricing structures, and warranties for services. Add "Meet the Team" pages to introduce key staff or technicians, humanizing your business and building rapport. 4. Target AI-Specific Needs AI-driven search is increasingly intent-based , meaning it focuses on what customers are looking to achieve (e.g., “find a reliable roofer near me”). Service-based businesses can target this effectively by: Optimizing for voice search (e.g., "Who fixes water heaters in Austin?"). Using conversational language and FAQs that match natural language queries. Structuring content to answer specific questions like "How much does roof repair cost?" or "How long does an AC repair take?" 5. Embrace AI Tools Service-based businesses can benefit greatly from AI to improve operational efficiency: Use AI-powered scheduling tools to let customers book appointments automatically. Implement chatbots to handle inquiries about availability, pricing, and service areas. Leverage AI analytics to predict seasonal demand spike s (e.g., higher calls for HVAC repairs in summer). Adopt AI-enabled CRMs to track customer preferences and improve follow-up communication. The Opportunity Ahead While the rise of AI agents might seem like a challenge, it’s also a massive opportunity for small businesses. By optimizing your digital presence, focusing on transparency, and understanding how AI evaluates options, you can position your business to thrive in this new era. Remember: AI agents aren’t just replacing human decision-making—they’re enhancing it. By meeting AI on its terms, you’re not just staying relevant—you’re setting yourself up to win in the future of business. So, take a look at your business today. Is your data accessible? Is your local SEO in place? Are you ready to meet the needs of AI agents? The future is coming fast, and the time to prepare is now. Need Help? My marketing firm, Indispensable Marketing, provides a step-by-step strategy and implementation process tailored for service-based businesses with revenues between $750,000 and $7 million. We help optimize local SEO, craft trust-building content, and create scalable marketing processes that deliver measurable results . From foundational setup to growth-focused tactics and amplification strategies, our approach ensures clarity, confidence, and long-term success in your marketing efforts. Get in Touch

The Missing Ingredient for Small Business Marketing in 2025: Leadership, Not Tactics

By Patrick McFadden • January 9, 2025
As we approach 2025, the changes in the business landscape are going to be significant, and many companies are already feeling the pinch. If you’re one of those business owners who’s noticing a decline in leads or a drop in website traffic, you’re not alone. Something is happening in the market, and businesses are beginning to see the winners and losers emerge.  But here's the critical thing : the reason many businesses fall behind is not because they lack tactics—it’s because they lack marketing leadership. Why Marketing Leadership Matters I’ve worked with many small businesses over the years, and one thing is crystal clear: most marketing failures stem from a lack of leadership. It’s easy to get caught up in the latest marketing tactics or rush into hiring a marketing agency, but without a clear leadership strategy guiding your efforts, you’re just throwing darts at the wall. Your marketing activities might be disconnected, ineffective, and lack the cohesion that makes them truly impactful. Marketing leadership is the key to taking a business from spinning its wheels to driving real, measurable growth. Whether you have internal marketing hires, work with an agency, or manage things yourself, someone needs to own the strategy and ensure marketing activities aligns with the company’s overall growth goals. This is what I call the missing ingredient in many businesses—marketing leadership. The Three Pillars of Marketing Leadership Strategy Thinking First: It’s not just about tactics; it’s about understanding where you’re going and how you’re going to get there. This means developing a clear marketing strategy that aligns with your brand’s core identity, including who you are promising to help (ideal customers) , what problems you are promising solve for them, and how your images, metaphors, colors, words, look and feel, dress, attitude, networks, consistency represents its promises. Once the strategy is defined, you’ll know exactly where to invest your resources and which marketing channels will move the needle. Fixing the Foundations: Before you get fancy with campaigns, you need to fix the fundamentals. This means ensuring your website is a trust-building workhorse , your messaging is aligned with your ideal customer’s needs , and your content is educational and building credibility . When you have a strong foundation, every marketing effort you put forth will be more effective. Building a Repeatable Process: A solid marketing process isn’t just about running ads or posting on social media; it’s about creating a machine that works long term. This process needs to generate consistent leads, build your brand, and retain customers. A marketing leader will help you build this process, ensuring it’s repeatable, scalable, and aligned with your business’s growth objectives. Marketing Leadership as a Service: The Future of Small Business Marketing What I’m seeing—and what I believe is the future—is that agencies need to step up and offer something beyond just execution. Instead of acting as subcontractors who only perform tasks, they need to take on the role of general contractors overseeing and managing the entire marketing process. Marketing leadership as a service is about providing that strategic oversight and ensuring everything aligns with the business’s long-term goals. Think of it this way: AI may be taking over certain tactical tasks, but it’s not going to provide leadership. That human touch—the ability to analyze, strategize, and lead—is what will differentiate the winners from the losers in the coming years. Businesses will need marketing support who can step in, assess the situation, create a roadmap, and then help execute that vision. The First Step: Are You Ready? In 2025, marketing leadership will be the key to success for small businesses. It’s not about doing more; it’s about doing the right things in the right order. If you haven’t embraced marketing leadership yet, now’s the time to make that shift and set your business up for long-term success. Final Thoughts It’s easy to get distracted by the shiny new marketing tactic of the week, but without a clear strategy and leadership in place, it’s hard to see real, lasting results. This year, make it a priority to focus on marketing leadership as the core of your growth strategy. The businesses that do this will be the ones that rise above the competition in 2025 and beyond.
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