Lead Gen Part 3 of 5: Finding & Targeting the Right Market—The Power of the Hungry Crowd

Years ago, marketing legend Gary Halbert asked his students a simple question:

"If you could have any advantage when opening a restaurant, what would it be?"

Better food? A prime location? A killer ad campaign?

Nope.

Halbert’s answer: A starving crowd.

Because even the best food, in the best location, with the best marketing will flop if there’s no hungry audience ready to buy.

The same is true in consulting and coaching. You can have a killer lead-generating message (like we covered in Part 2), but if you’re delivering it to the wrong people—those who don’t urgently need your help—you’re wasting time and effort.

This issue is all about finding your starving crowd—the prospects who already want what you offer and are ready to invest.

Let’s get to it.

Here's what I have for you in this issue:

🛠️  Lead Gen Part-3 of 5: Finding & Targeting the Right Market: The power of the hungry crowd
🛠️ The "Starving Crowd" prompt: Build your roadmap for finding ideal clients eager to buy

Step 1: Find Your Hungriest Buyers

Not all prospects are created equal. Some are casually browsing the menu, while others are starving for a solution but hesitant to take a bite.

The best leads:
✅ Have a clear pain point that’s keeping them up at night
✅ Are actively searching for a solution—right now
✅ Have the budget to pay for your expertise
✅ Are decision-makers who can pull the trigger

Ask yourself: Who already feels the urgency of the problem I solve?

For example:
🚫 A business owner who might want to grow “someday” → Not hungry
✅ A business owner losing $50K a month due to inefficiencies → Starving

But don’t assume urgency alone is enough—some of these “starving” prospects are wary of taking action. Your job isn’t just to find them, but to help them believe in a solution again. 

Step 2: Serve a Specific Dish to a Specific Crowd

Imagine a food truck selling generic "American food." It’s forgettable. But a truck selling authentic, Nashville-style hot chicken? That draws a line of the right people.

The same applies to your market:

🚫 Too broad: "I help small business owners grow."
✅ Better: "I help HVAC business owners add $250K in annual revenue without hiring more staff."

🚫 Too vague: "I help businesses with marketing."
✅ Better: "I help boutique law firms sign 5-10 high-value clients per month using LinkedIn."

When your positioning is specific, your starving crowd recognizes immediately that you’re the solution they’ve been searching for.

And for the skeptical ones? A specific, relevant message lowers their guard by signaling: This is made just for me.

Step 3: Go Where Your Starving Crowd Already Gathers

You wouldn’t open a steakhouse in a neighborhood full of vegetarians. Likewise, you don’t want to hunt for clients in places where they aren’t actively looking.

Ask: Where do my ideal clients already hang out?

🔹 LinkedIn groups where they discuss their business struggles
🔹 Industry conferences where they gather to learn
🔹 Facebook communities where they ask for referrals
🔹 Niche podcasts & YouTube channels where they seek guidance

Don’t try to drag people to your table—set up shop where they’re already hungry for a solution.

And if you want to gain trust from the skeptical ones? Show up consistently with valuable insights—without pitching too soon. When they see you as a trusted source before you ever sell, they’ll be more open when you do.

Step 4: Overcome Skepticism & Limiting Beliefs

A starving customer doesn’t always rush to the table—they may hesitate, even when they’re desperate for a solution.

Why?

Because they’ve been burned before.
Because they’ve tried fixing the problem on their own—and failed.
Because they don’t trust themselves to make the right choice.

Even when people are starving for a transformation, limiting beliefs can keep them stuck in place. That’s why your role isn’t just to present an offer—it’s to guide them through their fears with benevolent servant leadership.

Here’s how to do it:

✅ Acknowledge their past struggles. ("You’re not alone—many of my clients tried X, Y, and Z before finding what truly worked.")
✅ Reframe their fears. ("The real risk isn’t making another investment—it’s staying stuck and continuing to lose revenue every month.")
✅ Show proof & certainty. ("Here’s how [Client Name] went from struggling with [Pain] to achieving [Outcome] in just 90 days.")
✅ Make the first step feel safe. ("Let’s start with a quick call to see if this is a fit—no pressure, just a conversation.")

People want to believe a solution exists—they just need someone to help them believe in it again. That’s where you come in.

Step 5: Qualify Before You Serve

Not every person who looks hungry is actually ready to order.

Before investing time in outreach, make sure your prospects check these boxes:
✅ Problem-aware and looking for help
✅ Open to a solution (not just venting frustrations)
✅ Financially capable of hiring you

Better 10 starving customers than 1,000 picky eaters.

The best way to qualify people without wasting time? Pre-frame expectations through your content and conversations. Let them know:

💡 Who you help
💡 What specific results you deliver
💡 What investment level they should expect

This way, only serious buyers move forward—saving you time and making sales easier.

What’s Next?

Now that you know who your starving crowd is and how to earn their trust, next week in Part 4, we’ll cover how to reach them effectively—choosing the best media to serve them what they’re already hungry for.

Want to dive deeper? Check out these related articles:

🔎 The 4-Part Formula for Consistent Lead Generation
🔎 Generate More Leads with The Conversion Equation

You might also find these interesting:

👉 The "Fire the Boss Forever" Plan (Part 4 of 5): The Business Breakthrough Calendar - How Top Consultants Turn Time Into Gold
👉 The "Fire the Boss Forever" Plan (Part 5 of 5): Your Perfect-Fit Client Pipeline—How to Make Premium Clients Come to You

P.S.: When you're ready, here are more ways I can help you...