Leads: When someone asks you "Can we make this big?"

4 replies
Hi,

I wanted to know what tactics you lead gen guys employ when someone comes up to you and says:

"Hey dude, this is my website. We sell ______. Give me some feedback and let me know what I can expect if I try to market this online. If I pay for the marketing, how much will I need to spend you think? How many prospects would I be able to get, do you know?"

I know most would say "I'll get back to you"
But what do you do when you go home to figure this out?

Thanks!
#asks #can we make this big #leads
  • Profile picture of the author onSubie
    You research and figure out what you can do for them, then look at a metric or method to track ROI and figure out what work you will need to do, your costs and what you want to make on the deal.

    You give no specifics of the product or market in your post so it is hard to help with details.

    Important factors are:
    digital product vs physical product vs service
    market demand
    competition
    sales/delivery process
    current online presence
    etc.

    Things like "market this online" or "pay for the marketing" are too general for you to even start.

    So you would need a lot of questions answered by the business. Do they want more prospects? (get leads) Do they want more sales? (convert leads) Do they want to build the brand and become more well known in the market?

    All of these would be different marketing strategies. You really need to discuss ideas of what they want from "marketing".
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    • Profile picture of the author Yourname
      Hi onSubie,

      Thanks for such an insightful and detailed response. Super helpful.
      Reason why I didn't mention any vertical is because this is the kind of question I get all too often from friends. They're all in different verticals. Normally, if it's a tangible product (ecommerce), I stay away because I don't know if I could be good at the ecommerce push.

      But, say for this example, the product is medical devices (first aid kits, cast material, scalpels, etc) where the company goes to clinics, doctors and hospitals and sells them their wares. And the company is in Toronto, Canada. Usually, such people comes for leads who they want to convert.


      Originally Posted by onSubie View Post

      You research and figure out what you can do for them, then look at a metric or method to track ROI and figure out what work you will need to do, your costs and what you want to make on the deal.

      You give no specifics of the product or market in your post so it is hard to help with details.

      Important factors are:
      digital product vs physical product vs service
      market demand
      competition
      sales/delivery process
      current online presence
      etc.

      Things like "market this online" or "pay for the marketing" are too general for you to even start.

      So you would need a lot of questions answered by the business. Do they want more prospects? (get leads) Do they want more sales? (convert leads) Do they want to build the brand and become more well known in the market?

      All of these would be different marketing strategies. You really need to discuss ideas of what they want from "marketing".
      {{ DiscussionBoard.errors[9650113].message }}
      • Profile picture of the author onSubie
        Originally Posted by Yourname View Post

        But, say for this example, the product is medical devices (first aid kits, cast material, scalpels, etc) where the company goes to clinics, doctors and hospitals and sells them their wares. And the company is in Toronto, Canada. Usually, such people comes for leads who they want to convert.
        That is more B2B than retail so I would probably use LinkedIn to try and find leads and traffic for leads.

        Facebook is also good, but often for B2B you can find them on LinkedIn and then use the LinkedIn info to find them on Facebook.

        You need to know how the company gets and follows up with leads so you can direct traffic to their "funnel".

        For example, if they usually cold-call by phone to set up in-person appointments for a sales pitch then you would want to direct traffic to a phone number to "call and set up a demo now" or an email opt-in with room for Name & Phone Number with "submit your info and we will call within 24hr to talk to you".

        If their method is to get physical addresses and send a brochure/catalogue then direct the traffic to a phone# or opt-in with "just call or submit your contact info and receive our free catalogue".

        You need to know the sales process of the company you are promoting so you can drive traffic and leads in a way that puts them in that funnel.

        For example, if it is a Pizza Restaurant, the sale probably starts with a phone or online order. So to promote a Pizza Place you want traffic and leads to call their number or go to their website to place an online order.

        If it is a roofer, their sales process probably starts with an in-person inspection and estimate. So if you were promoting a roofer you would want to direct leads and traffic to a phone# or website to set up a "free estimate" appointment.
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  • Profile picture of the author Work1099
    Originally Posted by Yourname View Post

    Hi,

    I wanted to know what tactics you lead gen guys employ when someone comes up to you and says:

    "Hey dude, this is my website. We sell ______. Give me some feedback and let me know what I can expect if I try to market this online. If I pay for the marketing, how much will I need to spend you think? How many prospects would I be able to get, do you know?"

    I know most would say "I'll get back to you"
    But what do you do when you go home to figure this out?

    Thanks!
    It strikes me that saying "I'll get back to you" is letting the lead go without cementing yourself as their primary option. This making it more likely they rush off to someone else before you get back to them. Or, in the least, it's not leaving the valuable upfront impression you could be with just a couple more minutes of talking.

    Consider explaining why you need to research it first in order to estimate ... but also explain your process from a bird's-eye view to credentialize yourself. Ideally, your explanation leaves them realizing there is way more to this than they realized ... and that you know how to find an accurate estimate.

    That should only take a couple more minutes ... and, done well, it makes them less likely to go with any competitors because they aren't sure that others know how to do what you do.

    To answer the next part of your question about how to research and estimate, that's a very lengthy topic. Even crossing over into things like studying statistics so your estimates are more accurate. For this reason, I feel giving just a brief overview in one post could possibly be more mis-leading than helpful. I recommend that you find a guide specifically dedicated to that topic (preferably comprehensive), and use that.

    This is crucial, because inaccurate estimations tend to hurt the relationship down the road if things fall far short. Making your estimations more accurate means you're much more likely to earn a long-term relationship with the client.
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