The Exact Targeting Logic We Use Internally
No matter how sharp your pitch or how clean your list, if you target the wrong category in the wrong city at the wrong time, you’re burning through margin, client trust, and opportunity.
That’s not a risk we take. Behind every lead we generate or recommend is a systematic, data-driven framework that filters hundreds of possible category-location combinations — down to the few that actually hold conversion potential in the near term.
We’re not choosing based on what might work. We're calculating what already is working and will likely spike in the next 2–3 months. This method has been tested against real-world campaigns, closed deals, and seasons of client feedback.
If you're an SEO practitioner, agency, or white-label lead reseller, this is the logic that lets you command more revenue, target with authority, and prospect with confidence.
Why We Built a Targeting Framework Instead of Guessing
When most SEOs or lead vendors pick a target, they’re choosing based on search volume or general category trends. But local SEO isn’t that simple.
“Tree removal” in Minneapolis doesn’t behave like “tree removal” in Tampa — not in search patterns, not in closing windows, and not in client outcomes.
So we built a system that answers two critical questions:
- Is this category heating up locally?
- Is the search volume meaningful — or just noise?
It’s not enough to see a spike in demand. It has to be rising in the right kind of market, at the right time, and still be open to outreach before saturation hits.
That’s what this framework is built to detect.
The Mechanics — How We Score Category–Location Viability
Every entry is evaluated using a composite scoring model rooted in directional intent and demand density. We call this the Trends & Volume Score, and it breaks down like this:
1. Google Trends Score
Pulled directly from Google Trends on a 1–100 scale. But we don’t treat it as decoration. We weight it at 60% of the total score because it captures demand velocity — the speed at which people are starting to search more for a service in a specific location.
Why it matters:
This signal helps us time the outreach before demand peaks. It catches momentum early — when businesses are still unaware that competition is rising.
2. Search Volume (Normalized)
Raw search volume is capped at 1,000, then scaled to a 0–40 range using a proprietary formula. This prevents “high-volume” categories from getting over-prioritized when, in local SEO, hyper-local volume is often deceptive.
Why it matters:
We’ve seen dozens of categories with 50–150 monthly searches generate more leads and close more deals than bloated, saturated terms. This adjusted volume gives you a usable sense of real potential, not just keyword popularity.
3. Total Score = Weighted Demand Probability
We combine both metrics using:(Trend Score * 0.6) + (Normalized Volume Score * 0.4)
This produces a final number between 0–100 that reflects viability — not hype.
But the number is just the first layer. What really drives action is the tiering.
Priority Tiering — The Tactical Filter That Guides Outreach
Once a Total Score is calculated, the framework categorizes it into one of three tiers:
- High: These combinations have rising search trends, good-enough volume, and a competitive gap. They're your green-light targets for scraping and outreach.- Medium: These may perform well in certain seasons or as part of a broader campaign. They’re worth shortlisting but not going all-in on just yet.
- Low: These look attractive on the surface, but either show stagnating demand or volume patterns that don’t translate into action. We consider extenuating circumstances or skip them.
We include a justification note for each row to explain the reasoning. Not in vague terms, but with specific cues: trend curve behavior, geographic buying cycles, or known market constraints.
This Is What Powers the Lead Lists Our Clients Buy
We don’t just scrape. Every unclaimed GBP lead list we produce — for ourselves or our clients — starts with this method. That’s how we get the timing right, target categories with near-term demand, and avoid bloated lists that don’t close.
If you’re already reselling GBP lists, this gives you a data-led way to:
- Justify the targeting logic to your clients- Build smarter lists based on what’s likely to convert
- Sequence outreach windows based on seasonality and trend behavior
- Beat competitors to markets before they saturate
And if you’re an in-house local SEO pro trying to make every outreach minute count, this prevents wasted cycles on markets that won’t return.
From Research to Revenue — How You Can Use This Now
You can run this framework internally using the Trends & Volume tab inside our prospecting spreadsheet, preloaded with formulas, scoring rules, and conditional formatting. Every line tells a story:
- Green trends = action window- Tier 1 score = go signal
- Notes = playbook insights for your team or your pitch
Or you can let us apply it for you.
All our Google Business Profile lead lists are built using this exact logic — filtered, scored, prioritized, and delivered based on demand timing and closing probability, not raw availability.
That’s why our lists consistently drive more replies, more closes, and more margin — because we’ve already eliminated the noise before you even see the data.
Source with Precision, Not Hope!
This isn’t a bonus feature. It’s the reason our lists work.
When you're spending budget on leads — for your agency, your client, or your own outreach — you want to know you're going after the right people, in the right market, at the right time.
This is how we do it. And now it’s how you can do it, too.
Or request access to the full Trends & Volume Framework template if you're running your own list-building engine internally.