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Lead Generation Question

by GioLogist
13 replies
What do you guys do with leads between the time that you're generating them and the time that you actually have an account to sell them to?

I'd imagine it's one of the following?
  • Offer a company a few leads for free and then try and up-sell them to pay (a part of me thinks this is the wisest, but then another part tells me that offering it for free initially may make them under value it at a later point)

  • Let them pile up for a bit till you have volume (I'd imagine this allows prospects to get cold though, depending on the niche)

  • Start answering phones (or saving emails) and gathering information and entering them in a spreadsheet? (ie: market research initially to see what types of questions companies normally ask for a quote, gather this info prematurely - then sell that and all future leads to a company)

I'm sure that this all is different per niche, but I was curious as to what the typical route was for you.

Thanks everyone!
#generation #lead #question
  • Profile picture of the author Jake Sacks
    Where are you getting these leads and what are they for?

    Are you getting the leads yourself to try to sell something to or are you referring to specific industry type leads to randomly sell to offline businesses?


    Depending, for me at least, all leads would be going through different pipelines to be converted for different things.
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    • Profile picture of the author GioLogist
      Originally Posted by Jake Sacks View Post

      Where are you getting these leads and what are they for?

      Are you getting the leads yourself to try to sell something to or are you referring to specific industry type leads to randomly sell to offline businesses?


      Depending, for me at least, all leads would be going through different pipelines to be converted for different things.
      I was thinking more along the lines of local businesses. For the sake of the argument, lets say - pool repair. What would your method be?
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  • Profile picture of the author aizaku
    why not give them a taste at a cheaper price then set up a discount on the other side for the pool service.

    once they understand YOUR value they will come back for more, charge a premium rate then.

    Best of luck,
    Ike Paz
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    • Profile picture of the author GioLogist
      Originally Posted by aizaku View Post

      why not give them a taste at a cheaper price then set up a discount on the other side for the pool service.

      once they understand YOUR value they will come back for more, charge a premium rate then.

      Best of luck,
      Ike Paz
      Great point. My worry is just a discount or freebie possibly making them undervalue at a later point. Perhaps this can work though.
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  • Profile picture of the author wrcato2
    When I was a plumber for a local company I set up a lead capture page on a self hosted wp blog. I used these leads to make extra money on the side jobs after work. I was getting between 10-150 leads daily, after a few month of my site being up.

    I tried to sell my leads to my the company I work for and they didn't want them. (I almost got fired too.)

    So I found another local plumbing company that wanted them. I sold each lead for $50 and they had to contact and sale their services to the contact.

    The only thing I had to do was follow up with a couple of autoresponder emails and write a 12 page report, which was actually a checklist.

    The plumbing company that I sold those leads to eventually bought my system. They are now a Ben Franklin plumbing company and still after 5 years use the system that I built.
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    • Profile picture of the author GioLogist
      Originally Posted by wrcato2 View Post

      When I was a plumber for a local company I set up a lead capture page on a self hosted wp blog. I used these leads to make extra money on the side jobs after work. I was getting between 10-150 leads daily, after a few month of my site being up.

      I tried to sell my leads to my the company I work for and they didn't want them. (I almost got fired too.)

      So I found another local plumbing company that wanted them. I sold each lead for $50 and they had to contact and sale their services to the contact.

      The only thing I had to do was follow up with a couple of autoresponder emails and write a 12 page report, which was actually a checklist.

      The plumbing company that I sold those leads to eventually bought my system. They are now a Ben Franklin plumbing company and still after 5 years use the system that I built.
      Wow that's really cool. Way to keep searching for another company and hustle it out! Really cool how the company is still around.

      Curious:
      • You're saying that they HAD to purchase the service in order for you to collect the lead $. How exactly would you track that?
      • 12 page report? Was this you gathering customer information in which you'd sell to the business?
      • Did you use any software to track all this?

      I like that you eventually sold the system itself. That's the part that's interesting to me, is initially of course having a proven system where they're paying per lead (or periodically) and eventually selling it entirely for TimesX revenue. Great story!
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  • Profile picture of the author wrcato2
    Giologist, I created the system back in '05 and used aweber. It was a simple list. I had a tracking system on my server that track my ads. The rest I had to do by hand and excel. I sold local leads to plumbing companies in my area. I had three companies that bought when so many leads a day or when they came available.
    That was the whole system.

    Simple. These are the best and cheapest systems to use.

    Funny thiing in 2009, I made over $60,000 from Google places. These were free leads BTW.
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    • Profile picture of the author GioLogist
      Originally Posted by wrcato2 View Post

      Giologist, I created the system back in '05 and used aweber. It was a simple list. I had a tracking system on my server that track my ads. The rest I had to do by hand and excel. I sold local leads to plumbing companies in my area. I had three companies that bought when so many leads a day or when they came available.
      That was the whole system.

      Simple. These are the best and cheapest systems to use.

      Funny thiing in 2009, I made over $60,000 from Google places. These were free leads BTW.
      Hah, nice! AWeber is still doing good from the looks of it.

      Thanks for the feedback man, much appreciated! Anything on these 2 questions by the way?
      • You're saying that they HAD to purchase the service in order for you to collect the lead $. How exactly would you track that? Surely you didn't just take their word for it? o_0
      • 12 page report? Was this you gathering customer information in which you'd sell to the business?
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  • Profile picture of the author Mark Y
    GioLogist I'd say (admittedly without knowing your industry overly well) that the third option you posted, of gathering contact details and learning about needs and requirements, is by far the best option.
    1. You've then got warm prospects for when your service is ready to go;
    2. If they're responsive enough they'll tell you exactly how to craft your service/offer to match their needs (offer discounts for information or something of that nature);
    3. They'll end up being your clients for life and not someone else's. Remember that these prospects could be return customers for years and have immense lifetime value for you. I wouldn't be too quick to give them away cheaply.

    Good luck with your project!


    p.s. wrcato2 mate that's very cool how you built your biz on the side, nice work!
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    • Profile picture of the author GioLogist
      Originally Posted by Mark Y View Post

      GioLogist I'd say (admittedly without knowing your industry overly well) that the third option you posted, of gathering contact details and learning about needs and requirements, is by far the best option.
      1. You've then got warm prospects for when your service is ready to go;
      2. If they're responsive enough they'll tell you exactly how to craft your service/offer to match their needs (offer discounts for information or something of that nature);
      3. They'll end up being your clients for life and not someone else's. Remember that these prospects could be return customers for years and have immense lifetime value for you. I wouldn't be too quick to give them away cheaply.

      Good luck with your project!


      p.s. wrcato2 mate that's very cool how you built your biz on the side, nice work!
      Yea, I think you're onto something there for sure. I s'pose the most important question in the end, of course, is "what is each of these customers worth". Which can be a mixture of both perceived value as well as the actual industry I'd imagine.

      Your suggestions, for the most part (I think), would work more for a service I myself am providing... or more of a long-term service where I am mediating, no? IE: warming them up, exchanging responses, my client for life, etc.

      For the sake of the argument again, lets say we're talking about plumbing or pool repair. Not that much warming up or exchanges that can be done before the customer is like "ok, where's the guy who's suppose to be on his way to my house right now!?!" lol. Also, i'd imagine once a lead like this is generated, i'd never see the client again either on my system or emails/phone considering that they would have gotten the actual business's contact info by then, no?
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  • Profile picture of the author kenbless
    Good day all, i had a little issue with the clicks i received from my advertising company. i had about 465clicks with my advert from my dashboard based on the advertising company. but when i checked my affiliate account i was just seeing 24clicks. what happen.
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