Are you selling solutions, or just adding a new problem to your customers?

Cause honestly, if you're not sure you're probably turning away a good % of ideal customers and clients.

Here's what I mean.

I've been analysing my biz to see how best to scale in 2026. I started with my best clients of the last few years who were all..

• $1M+ revenue (many were much more)
• Stacked resources (team, cash, tools etc)
• Proven products and offers

... and in most cases, I worked directly with the founder or senior execs.

Here's the thing.

Growth was slower last year than it has been in years prior.

I chalked it up to the market and economic downturns.

But really, the issue was with the way I was generating leads.

Last year, my flagship LTO was the $1 Product Challenge.

It's filled with info that basically explains how to attract leads for free, which is useful for any brands. There are billion dollar companies that use the same systems.

BUT... I created a 4+ hour course which has maybe 40 hours of homework inside to get things off the ground.

You think the busy founder or CEO is gonna run through that?

Hell no.

This was confirmed when I built an AI that helped me analyse my list (I detailed what I buit within GM+ if you're interested).

It told me that the vast majority of my leads generated last year were...

• Small businesses/solopreneurs
• Under $100k revenue
• Trying to validate new offers

Basically, the opposite of my best clients in the past.

I'm not saying there's anything wrong with being within or targeting this cohort.

We're all there at some point.

And I know a tonne of people who print money serving them.

But, it's not where my skills are most useful.

It explains why the higher ticket services I offer were getting less than 10% ascension.

There was a mismatch.

Not in the information, but because of the format.

You've gotta consider format

To simplify things, you have 2 primary groups within any audience.

1. Time rich, money poor
2. Time poor, money rich

For the former, courses and long-form training content will work well when priced fairly.

They have the time to do it, but not the money to pay big bucks.

For the latter, something that's quick, easy to implement, and gets a result without too much direct involvement from the point of contact will be best.

I was trying to attract the latter with something that works for the former.

So the ascension I needed simply wasn't there.

I'm now working on something that would work well to attract the latter. Still in the planning phases, but thought I'd share this with you.

And I'd love to hear what you think or what you've seen work to attract bigger fish.

Speak soon,

Pete "format over feelings" Boyle