Most business owners think they know who their ideal customer is.

But what if your biggest growth opportunity is hiding in plain sight?

That’s what happened to a local HVAC business based just outside of Raleigh.
They were doing okay—some months were strong, others underwhelming.
And no matter how much money they threw into marketing, the results were all over the place.
No clear pattern.
No clear path forward.

When we sat down, we started with one foundational question:
Do you know who your best customer really is—based on results, not assumptions?

Turns out, that question changed everything.

The Problem: Generic Marketing, Unpredictable Results

This HVAC company was casting a wide net—covering a service area up to 25 miles in radius.

Tens of thousands of potential customers.
A ton of opportunity.
But also, a ton of noise.

Their marketing was broad.
Their message was general.
Their results were… inconsistent.

So we started digging.

We pulled out a map.
We marked every sale they’d made in the past year.
Green dots for service revenues.
Blue dots for full system replacements.

Then came the aha moment.

The Revelation: Clusters Reveal Clarity

The dots weren’t scattered.

They were clustered—tightly—in just four neighborhoods.

All residential subdivisions.
All homes built 14–18 years ago.
All original AC systems installed when the homes were built.
And now?
Those units were reaching the end of their life span.

No wonder there were spikes in both servicing and replacement.

It wasn’t random.
It was perfectly logical—once seen.

The Strategic Shift: Precision Over Reach

This simple pattern reframed everything.

Instead of marketing to everyone, they built campaigns focused only on those clusters.

Their new message?

“We’re already servicing your neighbors.
We know the exact systems installed in this neighborhood.
We offer 24/7 priority support—at no extra cost.”

This wasn’t a gimmick.
It was operational truth.

They weren’t trying to win trust.
They had already earned it—by being there, doing the work, and understanding the systems inside and out.

The Outcome: Doubling Sales and Profits

The result?

A >100% increase in sales and profits.

Not through more spending.
But through focused marketing.
Relevant messaging.
And a deep understanding of their ideal client’s context.

Now they’ve identified 12 more subdivisions with the exact same conditions.
That’s an enormous growth runway—without changing their product, pricing, or overhead.

So What’s the Takeaway?

Knowing your ideal client isn’t optional.

It’s the difference between scattered spending and strategic growth.
Between guessing… and growing.

Ask yourself:

• Where are your wins already clustered?
• What unspoken patterns exist in your current customer base?
• What data do you already have that you’ve overlooked?

Because the next breakthrough?

It’s probably right in front of you.

Want to uncover your hidden customer patterns and grow by 40%+ in the next 12 months?

Book your free discovery call here: https://go.triangle.actioncoachlp.com/discovery-call