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Lead Generator Businesses NEEDED!

by Jon Martin
9 replies
Hey Guys,

If you've read through some of my previous threads you more than likely already know that I'm doing some marketing for a tempered glass company - they sell things such as shower doors & enclosures, dividers, etc.

Our main focus right now is to target and get in touch with CONTRACTORS and BUILDERS, rather than simply individuals. These are the people/businesses that will come back and buy from us on the regular, and I feel as though they are the most profitable niche to go after. Once a contractor sees our prices, the probability of them making a purchase is very likely.

I was looking at ways to get some prospects in regards to contractors, and I've seen a couple websites advertised via signature around the forum for lead generation businesses. The kind that sells a said amount of leads for a certain price, etc. You've probably all seen them too.

I was thinking about utilizing these businesses to generate some PROFITABLE leads. Is this possible in general, and/or with regards to the niche we are targetting?

& if so, are there any companies you would suggest I purchase from? The CEO is a bit skeptical and doesn't know if we can trust these smaller lead generators to provide us with accurate leads, and I'm kind of iffy as well. Some reassurance would be fantastic.

Thanks!
#businesses #generator #lead #needed
  • Profile picture of the author MaxwellB
    Assuming your talking about phone lead generation and appointment setting.

    Your CEO doesn't know what he's talking about because the 3 things that go into how "accurate" (read quality) a lead generation campaign is are the script, the rep(s), and the list....

    However large or small a company is does not effect either of those 3 things.

    However large or small a company is can only effect how MANY leads they can give you...that's the first point...and two... you can't know how small or large a company is until you speak to them...that's the second point...and no matter how small or large a company is depending on their model (virtual or brick and mortar) it may not even matter one proverbial bit if they are small or large because virtual centers can give you as many leads as you want.


    So given all that information...and based on your post you may have lost one quality provider already because you and your CEO are showing you both don't know what your talking about.


    NOW if your talking about leads as in phone records...as in business name, contact information owners name...in an excel spreadsheet...then I don't know why you'd even post here because there are HUGE companies that you can buy lists from ....infousa....hoovers...if your CEO needs some extra peace of mind.
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  • Profile picture of the author Jon Martin
    @MaxwellB - thanks for the reply.

    Yes, I am referring to telephone-generated leads. The lead generator would provide us with the contact information + notes from each interested contractor/builder, and would be called by either one of our trained salespeople or the CEO himself. Should have clarified that!

    He has a stubborn old-fashioned attitude when it comes to some business opportunities, haha. I'm confident that we'll be able to make a lot of sales and save some money through purchasing telephone leads.
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  • Profile picture of the author Jason Kanigan
    How well your caller qualifies is most important.

    I'd want to know:

    * is the builder/renovator still in business?

    * how do they typically buy from suppliers (credit? cash? credit card? you want to find out if they'll be able to pay, and if they have any issues you should know about)

    * do they buy these tempered glass products?

    * if so, what quantities? how often?

    * what kind of projects do they have going on right now?

    Now we have a picture of whether this is a good prospect or not.
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    • Profile picture of the author Jon Martin
      Originally Posted by Jason Kanigan View Post

      How well your caller qualifies is most important.

      I'd want to know:

      * is the builder/renovator still in business?

      * how do they typically buy from suppliers (credit? cash? credit card? you want to find out if they'll be able to pay, and if they have any issues you should know about)

      * do they buy these tempered glass products?

      * if so, what quantities? how often?

      * what kind of projects do they have going on right now?

      Now we have a picture of whether this is a good prospect or not.
      Fantastic advice, as always. Thanks Jason! I'll be forwarding this off to any lead generation businesses I get in touch with. Great stuff.

      EDIT/PS: Happy to be your 1000th "thanks". Congrats!
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  • Profile picture of the author jtchaschowy
    You expect them to have all that information, Jason? They wont.
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    • Profile picture of the author Jason Kanigan
      Originally Posted by jtchaschowy View Post

      You expect them to have all that information, Jason? They wont.
      ?

      You have your lead generators ask questions to get this information.

      Is the contractor going to know down to the penny and single digit unit? No. But they will have a good idea of what they are doing.
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    • Profile picture of the author John Durham
      Originally Posted by jtchaschowy View Post

      You expect them to have all that information, Jason? They wont.
      If you are talking to a decisions maker they will, and if you arent then its not a prospect anyway. The process Jason describes is basically how any lead generator generates any lead, whether you are talking to a construction contractor or an insurance company, or whether you are selling liquidation loads overseas. They are basic questions that a decision maker would know...

      Ps. Although you want to be sure of the chronological order that you ask questions , and warm them up a bit before you start asking how they spend, cash credit card... However important that question is... asking it first is like getting hired by an employer and they ask you "Any questions about the job?"and you reply, "Yeah when is break time?". Lol

      And they are thinking "Just got here 15 minutes ago and already you are asking about break?"

      You want to warm up on that one... but anyway, Jasons process here is what appointment setting "IS" , its simply "qualifying" prospects.

      About "break time" or "What kind of money do you spend?"

      Sure its an important question, but they dont like to think its your first one. You have to show how much you care about their industry and job details...first, then people will enter that "Lets talk about payment" door with you.

      Otherwise its not sales... Understanding things like that is the difference between sales and order taking. You want to "find" interest, not "create" it at a fundamental level, but also a little understanding of how to work with people helps you "find" more.

      A better way to ask that is to "tell it"... "Bob we usually work with our customers on 30 day invoices depending on the size of the order, but thats after they are customers; the first sale is usually paid in advance. Im sure you understand. That's not going to be an issue for you though is it?"

      Okay great, and while we are on the subject, most of our customers pay by wire transfer, is that okay for you?"

      No?

      You prefer paying by credit card...?

      *They will tell you how they pay...

      In other words; there are covert ways to "lead" people a bit and get the info you need without being too overt; ie; offending their personal space- and potentially turning them off before they decide if there is interest or not...

      You want to be aware of how you ask things and guide them to the places you want to go.

      You can sell me a car, but if your first question is "How much cash do you have on you today?", however a legit question it is, you are going to turn me off and make me feel funny.

      You might say "We have alot of great cars here John, especially for guys like you who have a large family...like this one over here is really dependable, and has good safety rating...and that one over there is real sweet, of course if costs a little more... alot of it depends on your budget really....btw, I guess it would help to know how much you were planning on budgeting here...?"

      They speak up and say "I have around 30k budgeted"

      You: immediately move on "Okay great then, this car here you are going to totally love"

      (Move the conversation off of their money and quickly back to showing how much you care about the project itself...that will help you at closing time, because they will see it wasnt your only concern...)

      You want to close and not mess around, but also use some tact. Many times there is potential interest , but we dont find it because we turn people off before they get a chance to express it, by not being smooth about how we ask things.

      Of course its no big deal , you can just move on and find another who relates more, but a little tact will help you find more more interest than you would without it.


      Ps. Look up mwind on the forum for appointment setting., or there are a few others...
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  • Profile picture of the author Martik
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  • Profile picture of the author Jon Martin
    @John: Thanks! Your response did a multitude of things for me. Not only did you offer me a valid suggestion in terms of a service, but you also put some great telemarketing advice on the table in regards to covert qualifying. Great stuff.

    I love the discussion going on here and I appreciate every response. I'd love for any more suggestions to continue flowing in. I've been in touch with a particular vendor for leads and they're getting back to me about the specifics of what they can do for us as well as providing some sample leads. Keeping every option open, though!
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