Lead Generation Business

[tranquility]

Hi all,

I haven't posted in awhile - but I've sure been reading here a lot! I really appreciate all of the fantastic information here and how everyone is so generous with their advice.

I was wondering if anyone has ever tried to start a "lead generation" business. Are there any good courses, ebooks or videos that you can recommend? I know of a company or two that is in need of good leads - they had a company that provided them but they've stopped. I see a need and I'd like to fill it but not sure how to go about it.

When I say "leads" I'm referring to leads that are company or
industry-specific, not just generic "sit at home in your underwear and make a million dollars" types of leads.

Can anyone point me in the right direction? I've done some research online but need more info.

Thanks in advance.

Debbie

[Richard Tunnah]

Hi Debbie,
I've done very well with lead generation in a few niches. There's 2 people that have helped me and they are Peter Sanchez (pjs on here) and Mark Vurnum. Peter had an excellent WSO a while back that may be still for sale. Worth buying for his lead management script alone I'd suggest. Mark is probably the king of lead generation and is very successful. He has a number of products out on running a lead generation business (dvd's, memberships, seminars and coaching) but he gives some great free tips to his email list so I'd suggest joining it.

Rich

[tranquility]

Hi Rich,

Thanks so much for your post. I actually have come across Mark Vurnum's name in my research - it's good to hear an objective opinion on some of these names.

I'll go look for that WSO tonight - thanks for the tip.

Debbie

[Marcus Paul]

Mark Vurnum is a great resource. I bought his course and it was terrific IMO.

[markwinder]

Great question, Debbie.

Of course the big issue is what kind of leads are you looking for? Ultimately, the line between "leads" and "subscribers" is pretty small, so you can probably duplicate the process with a few twists thrown in for good measure.

As a guy who's been working in the trenches of sales for 18 years, I can safely say that there are leads and then there are "leads". The worst thing out there is a list of people who have never indicated an interest in what you do or what you sell. Conversely, someone who has raised their hand and asked for information is a HOT lead.

So the way I approach this with my clients is to get them to think of lead generation as a "first step" in the sales qualification process. Even if their sales process immature, they should have a handle on some key questions they always ask for initial qualification.

I would offer a (highly biased) report, or questionnaire (one of those ones that you can self score - 5points if you answered "a", 4 for "b", etc) that points to a strong need for your product/service. As you capture that information it's up to you and your client to decide if you want just name and email, or name email phone, etc.

Bottom line, remember that people don't want to be "sold", but they do want help in buying. If you can help your customers help THEIR customers and the leads will be a natural byproduct.

Hope that helps!

- Mark.

[myob]

There are many techniques and sources mentioned in this book on my website:

Opt-In List Building

[tranquility]

Thanks to all ... great advice here as always.

I'm definitely thinking of leads as people who've requested information, usually information on a specific industry. Generic leads don't work for most people's skill level when it comes to turning a lead into a prospect or better yet, a customer. So the business I'm looking into is for the specific leads who've opted in voluntarily, not because they get something in return.

Thanks again.

Debbie