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Module 1: Leads That Matter · Lesson 1 of 3

Defining a Good Lead

More leads isn't the goal. The right leads are. Start by defining who they are.

1 min readUpdated 2026-09-27

Lesson objectives

  • Write an ideal lead profile
  • Separate lead volume from lead quality

Quality beats volume

A funnel that produces many leads who never buy wastes time and money. Define what a qualified lead looks like before optimising for volume.

Ideal lead profile
WHO THEY ARE
  Role / type of person:
  Business type or life situation:
  Location / service area:

WHAT THEY NEED
  Problem we solve:
  Urgency signals:

FIT SIGNALS
  Budget range:
  Timeline:
  Decision-maker? Y/N

NOT A FIT
  Common signs someone won't be a good customer:

Action steps

  1. Fill in the ideal lead profile using your three best customers

Checklist

  • Fit signals defined
  • 'Not a fit' signs listed

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