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Flooded with Watered Down Leads | Hey Marc Listener Question
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Mitch from Austin runs a successful consumer lending business, but lately, his once-solid stream of high-quality leads has taken a hit. In this episode, Marc digs into what could be causing the shift—even when the strategy seems unchanged.
You'll learn how to investigate drop-offs in lead quality by looking at both internal marketing changes and external channel shifts. From tweaking ad targeting to understanding changes in SEO traffic, this episode is your troubleshooting guide for diagnosing lead issues fast.
⏱️ Episode Breakdown:00:00 – Intro
Mark sets the stage and reads Mitch’s question about declining lead quality.
01:30 – Step 1: Audit What’s Changed Internally
Review all recent changes to your marketing strategy—even tiny ones.
Key areas: ad targeting, website copy, form fields, blog updates.
Tip: Ask your team for a detailed breakdown of recent changes.
04:15 – Step 2: Trace Bad Leads to the Source
Determine which campaign, channel, or asset is producing low-quality leads.
Paid media and organic search are likely suspects.
Use analytics to connect the dots between traffic source and lead quality.
06:30 – Deep Dive: Paid Media Troubleshooting
Audit targeting settings: Are you reaching the wrong audience?
Reevaluate ad messaging: Has your positioning changed?
Ensure alignment between ads and what the landing page promises.
08:00 – Deep Dive: SEO Traffic Shifts
Have new blog posts outranked older, higher-converting content?
Are lower-quality keywords bringing in more traffic?
Use tools to analyze shifts in keyword rankings and top-performing pages.
10:15 – Final Thoughts: Diagnosis Before Prescription
The solution starts with clear, structured troubleshooting.
Track everything to isolate the real issue—and fix it fast.
Even subtle marketing changes can affect lead quality—review everything.
Always trace bad leads back to their origin (campaign, keyword, or ad).
Inconsistent messaging or new SEO traffic can attract the wrong audience.
You can’t fix what you can’t trace—analytics are your best friend.
Google Search Console (for SEO insights)
Your paid media platform (Google Ads, Meta Ads, etc.)
Website and form analytics (GA4, Hotjar, HubSpot, etc.)
Send a Loom video or email Marc directly at [email protected] and your question may be featured on the podcast.
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