Why Businesses are moving away from Directories and Lead Generation Sites
Why Local Businesses Are Moving Away from Directories - And Finding Bigger Wins with Google Business Profile
If you've run a business for more than five minutes, you've probably been sold the dream by at least one directory. Checkatrade promises a steady flow of "quality leads". Bark claims it will "put you in front of ready-to-buy customers". TrustATrader does much the same. And, to be fair, for newer businesses, they can serve a purpose. They give you visibility when you're just starting out and you're not ready to invest in long-term marketing.
Directories such as Checkatrade and Bark are a quick fix, but like a fad diet, they can work in the short term, but in the longer term, they don't provide a long-term solution that helps you grow your business.
But here's what I've seen time and time again: as companies mature, directories lose their shine. The quality of the leads no longer matches the type of work they are looking for, the competition gets ridiculous, costs creep up, and everything starts to feel like a race to the bottom. It's the classic rented-land problem. You don't own the platform, you don't control the flow of leads, and you're one algorithm tweak or price increase away from having the rug pulled from under you.
Meanwhile, the things that do scale with a business—your website, your SEO, your Google Business Profile—quietly become far more powerful and far more cost-effective. And yet, most small and mid-sized businesses in Dorset and Hampshire barely use them to their potential.
That's what this blog is about. The shift. The wake-up call. The realisation that visibility isn't something you rent month-to-month—it's something you build. And if you get it right, Google starts to send you business whether you pay for ads or not.
Let's start with the biggest unspoken truth in local marketing: Google Business Profile absolutely dominates local search, and most businesses still don't take it seriously.
The GBP gap most businesses don't even know they have
If you want a builder, plumber, decorator, electrician or surveyor, you don't go to a directory. You go straight to Google and type in what you need. And right at the top of that page—before the websites, before the ads—you get the Local Pack. Three businesses, chosen by Google, based on relevance, proximity, and activity. That's where the money is.
The companies that appear there aren't necessarily the biggest or the best. They're simply the ones who've taken the time to optimise their profile. They've added proper categories. They've uploaded photos. They've posted regularly. They've kept their services accurate. They've collected reviews consistently. In other words, they've done the basics well.
Companies that ignore this are pretty much invisible. They're missing calls they never knew they could have had. They're paying directories to "solve the lead problem" when Google would do it for free if they'd only look after the profile properly.
86% of customers use Google Maps to find local businesses.
>>> find out how your business can rank higher on Google Maps <<<
Why directories lose significance as businesses grow
Now, this is where my opinion might sting a bit, but I'll say it anyway because I've seen it in the wild for years: directories work best for businesses that haven't yet built their own marketing machine.
When a business is new, they're still figuring out pricing, messaging, reviews, brand, capacity, margins… all of it. Directories give them a shortcut. But as soon as a company starts maturing, meaning they've got steady operations, repeat customers, a clear proposition, directories become less effective and more expensive.
The reasons are simple.
First, directories commoditise everything. To them, a carpenter is a carpenter, a roofer is a roofer, and a bathroom fitter is a bathroom fitter. Your experience, qualifications, craftsmanship, and customer service don't matter as much as who has the biggest budget and the fastest trigger finger on paid leads.
Second, competition on directories only goes one way: up. More trades join, more ads run, more businesses pay for priority listings, and over time, your visibility drops, unless you pay more.
Third, directories have no long-term compounding effect. You stop paying, you disappear. Contrast that with SEO or a strong website: the work you do today still pays off six, twelve, thirty-six months from now.
The turning point most businesses eventually hit
Every business owner I speak to eventually hits this moment: they realise they're spending a small fortune on directories but still struggling with lead quality, seasonality and unpredictability.
And then they make a move that changes everything, l they start investing in assets they own:
- Their website
- Their SEO
- Their Google Business Profile
- Their ad campaigns (Google Ads or social media ads)
This is also the point where companies see the greatest transformation. They go from being dependent on third-party platforms to being discoverable on their own terms. They take back control. They build something that compounds. And they usually wish they'd done it sooner.
I've seen businesses triple their enquiries by simply cleaning up their GBP, adding weekly updates and collecting ten extra reviews. Literally nothing technical, just consistent effort. I've seen trades that were invisible on Google suddenly appear in the Local Pack for the first time. I've seen established firms ditch directories completely after realising that SEO and PPC gave them better, higher-quality customers at a lower cost per lead.
"But directories still work for me…"
Some people say this, and that's fine. I'm not saying directories don't ever work. I'm saying their effectiveness declines the more established your business becomes. If you get to a point where:
- You have repeat customers
- Your brand is recognised locally
- You have a portfolio or gallery of work
- You have a clear niche
- You have a professional website
…then directories don't add much. They don't elevate your brand. They don't help you differentiate. They don't build your authority.
Google, on the other hand, does.
When your GBP is strong, when your website answers real customer questions, and when your SEO is dialled in, you're not just chasing leads, you're attracting the right ones. The ones who value quality. The ones who want what you do. The ones who are happy to pay your prices.
The "Local Visibility Wins" mindset
The businesses that thrive are the ones that work consistently to build their online presence, conducting activities such as:
- Updating their GBP weekly.
- Keeping their website fresh.
- Investing in SEO because they know it compounds.
- Using PPC strategically to fill the gaps.
This mindset shift changes everything. Suddenly, your business is discoverable everywhere that matters, not just buried behind twenty other listings on a platform you don't control.
If you want help, here are three easy next steps
If you're reading this thinking, "I should probably sort this out," you're not alone. Most businesses know deep down their digital presence isn't where it should be, they just don't know where to start. Here are three simple options:
If your website is old, slow or isn't converting visitors into enquiries, request a free website review—I'll tell you what's working, what's broken and what can be fixed quickly.
If you suspect you're missing traffic on Google, get an SEO audit—you'll see exactly what Google sees and what's holding you back.
Or, if you want the full picture, book a complete marketing review where we look at everything: your SEO, GBP, website, ads, messaging, competitors and opportunities.
Request a marketing review
The point is this: directories will always have their place, but for an established business, they shouldn't be your main source of leads. The real wins happen when you own your brand, your content, and you are easily visible on Google.
Google is (currently) where your customers are. So, the sooner you shift away from sites like Bark and Checkatrade and build your own online presence, the sooner you'll see the kind of results that actually move your business forward.
