Why It Happens — and 10 Smart Moves to Get Back on Track
One day your inbox is pinging with new inquiries.
The next… nothing.
The pipeline dries up.
No calls.
No form fills.
No “quick chats” or “can you help me” emails.
If you’ve been in business long enough — this happens. It’s not always your fault, but it is always your responsibility.
So what do you do when the leads stop coming?
In this post, I’ll show you how to diagnose the drop, avoid panic, and get proactive. Because leads drying up is usually a sign — not a death sentence.
1. First: Don’t Panic. Get Perspective.
When leads dry up, it’s easy to spiral:
- “Maybe I priced too high.”
- “Maybe I picked the wrong niche.”
- “Maybe I should rebuild my site.”
- “Maybe I should run a sale or discount.”
Pause.
Every business hits quiet spells. Seasons change. Algorithms shift. Buyer behaviour evolves.
Instead of guessing, your job now is to gather insight, review your pipeline, and take deliberate action.
2. Check the Metrics: Is It Really a Lead Problem?
Before you assume it’s your marketing — check the numbers.
Ask yourself:
- Has traffic dropped, or is traffic steady but not converting?
- Have form submissions gone down, or just booked calls?
- Are clicks or ads still working, but fewer people are taking action?
- Are email open rates and click-through rates changing?
Knowing where the drop is helps you treat the real problem — not the symptom.
📌 If traffic is steady but leads are down → it’s likely a messaging or CTA issue.
📌 If traffic has dropped → it’s time to revisit your visibility strategy.
3. Revisit Your Funnel: Where Are People Dropping Off?
Use tools like:
- Google Analytics 4
- Google Search Console
- Hotjar or Microsoft Clarity (session recordings, heat-maps)
Watch how people behave on your site or landing page.
Are they:
- Bouncing immediately?
- Not scrolling past the intro?
- Reading but not clicking?
- Clicking but not converting?
💡 Small changes — headline clarity, CTA visibility, offer positioning — can reignite conversions fast.
4. Re-Engage Past Leads and Clients
Your next client might not be new — they might be already in your network.
Here’s a simple way to re-engage:
- Export all leads and clients from the past 6–12 months
- Segment by warm, inactive, or closed-lost
- Send a short, friendly follow-up email:
“Hey [First Name], just checking in — are you still looking to improve your [goal] this quarter? I’ve got a couple of free strategy call slots open and thought of you.”
It works. And most people never do it.
✅ Bonus: ask for referrals from your best clients at the same time.
5. Update and Reshare Your Best Content
Instead of writing new blogs, do this:
- Find your 3 best-performing blog posts (highest views or engagement)
- Refresh the content with new examples or a stronger CTA
- Repost on LinkedIn, email, or even repurpose as video
You’re not creating from scratch. You’re resurfacing what already works.
6. Create a Quick “Nudge Offer”
Sometimes people don’t need a big package — they need a reason to move now.
Try offering:
- A limited-time audit
- A one-off strategy session
- A 30-day “quick fix” sprint
- A review call with actionable insights
Frame it as:
“Only 3 spots available — for businesses looking to fix their funnel before Q3.”
Urgency works — but only if the offer is clear, specific, and valuable.
7. Post Value Daily for 7–10 Days
When you’re quiet, visibility matters more than ever.
Pick one platform (LinkedIn, email, or your blog) and show up consistently for a week.
Post:
- A short tip or insight from a recent project
- A myth or mistake your audience needs to hear
- A story of how you helped a client (anonymised if needed)
- An audit-style breakdown of a bad landing page or funnel
- A call to action: “Want help with this? Book a free call.”
The goal isn’t to go viral — it’s to remind people you exist and that you’re good at what you do.
8. Tighten Your Offer and Messaging
When leads dry up, it’s often a positioning problem — not a traffic one.
Ask yourself:
- Is my offer still relevant to what people need now?
- Is my value clear within the first 10 seconds of reading my site or post?
- Am I solving a pain — or selling a feature?
Rework your core message using this framework:
“I help [audience] go from [problem] to [result] — without [common frustration].”
Then put it everywhere: website, social bio, email signature, discovery call intro.
9. Reach Out to Your Network (the Right Way)
Send 10 personalised messages this week — not “sales emails,” but conversations.
Try:
“Hey [Name], I’m refreshing my services this month and thought of you — know anyone who might need help with [problem you solve]?”
Or:
“Would love to get your feedback on a new audit format I’m testing — mind if I send one your way?”
It’s not desperate — it’s proactive. And people respect that.
10. Run a Personal Funnel Audit (or Get One Done)
Sometimes, you’re too close to your own marketing to see what’s broken.
Set aside 90 minutes. Go through your funnel like a stranger would:
- Do I immediately know what you do and who it’s for?
- Is the next step clear and compelling?
- Is there social proof or evidence of results?
- Does the design, speed, or copy create friction?
Or even better — ask someone objective (like me) to audit it with fresh eyes.
Final Thoughts: Droughts Don’t Mean You’re Done
Lead generation isn’t linear. There will be dips.
But the people who thrive through dry spells are the ones who:
- Act early
- Stay visible
- Simplify, don’t overreact
- Reconnect with the people already in their ecosystem
- Stay confident — even when it’s quiet
You don’t need to rebuild everything. You need to review, refocus, and re-engage.
Want Help Rebuilding Your Pipeline?
If your leads have dried up and you’re not sure where to look next, I offer a free 20-minute funnel strategy call. We’ll review your messaging, offer, and top lead sources — and I’ll help you get clarity on your next move.