If you coach small business owners, you’ve probably seen it happen:

They launch a Google Ads campaign… nothing.
They spend hours on cold outreach… silence.
They post on social media every day… and still no leads.

The problem isn’t that they’re lazy or that their business idea is flawed.
It’s that they’re using lead generation tactics that don’t align with how small businesses grow.

If you want to help your clients build real momentum, you’ve got to guide them to what actually works. And spoiler—it’s probably not the tactics they’re currently using.

Let’s walk through some proven approaches that actually drive leads for small businesses—and how you can help implement them as their coach.

Referrals: The Most Underutilized Goldmine

Referrals are one of the fastest, easiest, and most profitable ways to get new leads. And yet, most business owners don’t have a structured referral system in place.

The key is to move from passive hope (“We’d love your referral”) to active structure. That means creating an actual ask, giving people a reason to share, and making it stupid simple to do so.

As a coach, help your client craft a referral script, determine when to ask (hint: right after a win), and set up a follow-up reminder process. Even one or two structured asks per week can create a consistent pipeline of warm, high-quality leads.

Joint Ventures: Borrowing Trust at Scale

Another strategy that works across almost every industry? Joint ventures.

This is where your client partners with another business that serves the same target audience, but isn’t a direct competitor.

Example: a financial planner partners with a local CPA. The CPA introduces the planner to their clients—lending instant credibility and trust.

The best part? JVs don’t require an ad budget. They require relationship-building and a compelling win-win offer. As a coach, help your client identify 3–5 ideal partners, build a JV outreach plan, and even co-host something simple like a webinar or newsletter swap.

These relationships compound—and once they’re in place, they become an evergreen lead source.

Reactivation Campaigns: Where Most Miss Out

You’d be shocked how many small businesses have a list of former clients or dormant leads… and do nothing with it.

Reactivation campaigns are one of the fastest ways to generate leads—and they’re practically free. A simple email or phone script that says, “Are you still looking for help with [X]?” or “We’re offering something new you might want to check out,” can bring in clients who already know and trust the business.

As their coach, help them write the outreach, build the list, and follow up. It’s not flashy—but it works.

Lead Magnets That Actually Attract

If your client wants to use inbound lead generation (which is a great move), they need a reason for people to give up their email address. That’s where lead magnets come in.

But not just any freebie will do. It has to solve a real problem—quickly.

Think “checklist,” “template,” or “calculator”—something that gives an immediate win and leads naturally into their service.

You can coach them through this by identifying their ideal client’s #1 frustration and brainstorming something actionable they can deliver digitally. Then help them build a simple landing page and follow-up sequence to turn cold clicks into warm leads.

How to Know What Works Best—for Each Client

Here’s the big idea: Not every tactic works for every business.

That’s why one of the smartest things you can do as a coach is help your client prioritize the right lead gen approach based on their audience, offer, and bandwidth.

Some clients will thrive with personal outreach and referrals. Others need a scalable system like a lead magnet. The key is knowing what fits—and when to pivot.

But doing that manually can take a lot of trial and error. That’s where tools can make your life easier.

A Smarter Way to Choose & Optimize Lead Gen Tactics

This is exactly why I recommend using Profit Acceleration Software™ with your coaching clients.

Instead of guessing which lead generation tactic to try next, the software walks you through a diagnostic process that shows:

• What’s currently working (and what’s not)
  
  

• Which areas of the funnel are leaking money
  
  

• What lead gen strategies are most likely to convert based on their business structure
  
  

You can then map out a plan, show the client the financial upside of fixing their lead gen gaps, and track progress over time.

It turns the coaching process from reactive to strategic—and makes you the coach who gets results fast.

Final Thoughts

Most small business owners aren’t failing because they’re not trying. They’re failing because they’re spending time and money on the wrong lead generation tactics.

Your job as their coach isn’t just to tell them what to try—it’s to help them do what works.

Guide them toward smart, sustainable lead gen systems. Teach them how to get referrals, build JVs, and reactivate leads. And if you want to make it easier? Use tools that support the strategy—not just guess at it.

Want to help your clients build a custom lead generation plan that actually works? Book a free demo call and see how Profit Acceleration Software™ makes it simple, strategic, and profitable.