Anybody selling leads to local businesses

9 years ago

I sell lead generation software to small businesses.

Some of the clients use the software to generate leads as a service for other businesses.

It works just the same as PPC and a lead capture page, but instead uses a cold outreach email, then those who reply back interested become warmed up leads. It works very well especially in the niches of printing, internet marketing services, and business networking events.

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Rafay Zafar

9 years ago

Originally Posted by winsoar

I sell lead generation software to small businesses.

Some of the clients use the software to generate leads as a service for other businesses.

It works just the same as PPC and a lead capture page, but instead uses a cold outreach email, then those who reply back interested become warmed up leads. It works very well especially in the niches of printing, internet marketing services, and business networking events.

sounds interesting! do you have any references of people who have used this to get paying clients.

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winsoar 9 years ago

Originally Posted by Rafay Zafar

sounds interesting! do you have any references of people who have used this to get paying clients.

Yes absolutely, not sure if I am allowed to post the link here or not, so I will inbox you.
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tryinhere

9 years ago

Originally Posted by Rafay Zafar

I hired a telemarketer from Philippines and he called around 500-600 businesses in a particular niche to offer them 5 free leads but only 1 company took the offer. .

I dont telemarket but in sales alone, 1 in 600 in fairly low even for a telemarketer so That would be a starting point in replacing that person.

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Rafay Zafar

9 years ago

Originally Posted by tryinhere

I dont telemarket but in sales alone, 1 in 600 in fairly low even for a telemarketer so That would be a starting point in replacing that person.

so what would be an acceptable number of free trial signups? also would it make a difference if we called to offer them more information via email, then send a sales a email to explain how everything works and then call them again to follow up. for now we just called and tried to get them to agree to a free trial. only 3-4 people requested more information and after that only 1 was ready to try the 5 free leads.

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Riz

9 years ago

If your telemarketer only closed 1 out of 500-600 calls on giving away free leads there is obviously a big problem.

To better advice you where you are going wrong you might want to show your telemareting script to give these leads away fro free.

Selling leads is not easy but can be done with the right approach. Also some industries are much better than others to work in.

More information on your selected niche and selling process will get you a better response here.

Riz

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Rafay Zafar

9 years ago

Originally Posted by Riz

If your telemarketer only closed 1 out of 500-600 calls on giving away free leads there is obviously a big problem.

To better advice you where you are going wrong you might want to show your telemareting script to give these leads away fro free.

Selling leads is not easy but can be done with the right approach. Also some industries are much better than others to work in.

More information on your selected niche and selling process will get you a better response here.

Riz

actually there was no real script as i felt nobody would have an objection over getting free leads. There were a few business who didnt want more customers and were happy with what they had. But in the end the telemarketer presented the idea to at least 200 people. we didnt ask for cc or anything making them liable to buy. Still only 3-4 people wanted more info and only 1 actually took the trial.

in hindsight i guess most businesses thought it was too good to be true. i mean if somebody called me to direct 5 people wanting a new website to my business phone absolutely free, i would be highly sceptical.

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Riz 9 years ago

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tryinhere

9 years ago

Originally Posted by Rafay Zafar

so what would be an acceptable number of free trial signups? also would it make a difference if we called to offer them more information via email, then send a sales a email to explain how everything works and then call them again to follow up. for now we just called and tried to get them to agree to a free trial. only 3-4 people requested more information and after that only 1 was ready to try the 5 free leads.

Thats the 65 million dollar question, by what your saying to do sounds like a lot of work ( just to me maybe ) but if the product was good I would probably want to speak with people in person.

And again if the product was good and that I could gain access to the decision makers I would want a close rate for a trial to be less than 1 / 10 and probably much better than that.

But really stressing I know nothing of your product as it may be just rubbish and not worth presenting to anyone, the flip side if its good and you have a good set up then a good sales person ( even good phone sales guys ) should turn out more business than you probably need.

And it may be you even sell the trial at a reduced price and not give it away, and then deduct the trial price with a early saving coupon for those who continue with it and take up the offer. But for that you will need better sales people in person and phone as some newer sales people can struggle asking for money at times.

Maybe you should try calling in on these business and or trying the phone calls yourself and lead out from the front and start to put a system in place that works for others to follow or get a few pros in to look over it for you.

There are some pro tele marketers here as well as some pro sales guys so take the combined input from all and you should be fine.

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Rafay Zafar

9 years ago

Originally Posted by tryinhere

Thats the 65 million dollar question, by what your saying to do sounds like a lot of work ( just to me maybe ) but if the product was good I would probably want to speak with people in person.

And again if the product was good and that I could gain access to the decision makers I would want a close rate for a trial to be less than 1 / 10 and probably much better than that.

But really stressing I know nothing of your product as it may be just rubbish and not worth presenting to anyone, the flip side if its good and you have a good set up then a good sales person ( even good phone sales guys ) should turn out more business than you probably need.

And it may be you even sell the trial at a reduced price and not give it away, and then deduct the trial price with a early saving coupon for those who continue with it and take up the offer. But for that you will need better sales people in person and phone as some newer sales people can struggle asking for money at times.

Maybe you should try calling in on these business and or trying the phone calls yourself and lead out from the front and start to put a system in place that works for others to follow or get a few pros in to look over it for you.

There are some pro tele marketers here as well as some pro sales guys so take the combined input from all and you should be fine.

i am located in pakistan so that is not possible. but even if i was in usa, in person is not scalable. i am hoping to get 50 paying clients over the next 12 months.

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Rafay Zafar

9 years ago

ok let me reiterate, the service is good - possibly as good as any form of marketing. in fact as i told you, the free trial produced a customer for the only company that took the trial. basically the client only pays for qualified calls generated exclusively to their business - no seo, no ppc, no web site, facebook, classified, and other to handle. just pay us on time and we will keep your phone busy!

i have 10-12 niches where i can generate decent lead volume. but to start off i selected limo/bus rental mainly because there are plenty of successful lead gen companies selling leads. So i expected a far better response. Besides, we offer much better quality at an affordable price. here are a couple of recordings.

http://api.twilio.com/2010-04-01/Acc...1c16d51e7e.mp3

http://api.twilio.com/2010-04-01/Acc...c4de60d2d5.mp3

Off course, there will always be some irrelevant calls but remember we dont charge for those.

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tryinhere

9 years ago

Originally Posted by Rafay Zafar

ok let me reiterate, the service is good - possibly as good as any form of marketing. in fact as i told you,

sorry did not mean to be short, but if I had a dollar for every person who said their bag of tricks was the best I would be living on an island now, you can not judge your own service per se others must do that for you.

the free trial produced a customer for the only company that took the trial.
basically the client only pays for qualified calls generated exclusively to
their business

Free gives your service no percieved value and probably part of why people walk away. and it should probably be restricted in some way / total available to give it even more value ?

- no seo, no ppc, no web site, facebook, classified, and other to handle. just
pay us on time and we will keep your phone busy!

Those are very much the wrong words to use with any business owner, no business owner is going to bite on being told to dump what they have probably spend years developing in regards marketing that works, so wabbling on you dont have to do a thing but buy my leads would be the second alarm bell after the free.

It should be more something that adds to, enhances and supports any existing marketing type format.

i have 10-12 niches where i can generate decent lead volume. but to start off i selected limo/bus rental mainly because there are plenty of successful lead gen
companies selling leads. So i expected a far better response.

yes if it was good as you say in the right hands and the right delivery you should be sold out.

Sounds like your on a winner and good luck with your venture.

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LasseKohau 9 years ago

You must qualify your customer by need, budget, personality and potential ( to expand ).

Lots of great threads discussions about that subject in here and still some Nice salespeople reading the forum to ask......

Regrads,
Lasse
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Joe Stewart

9 years ago

I just started doing site rentals in January, which is selling leads, but charging a flat rate per month for the service instead of selling per lead. That way you and the customer both know exactly where you stand each month.

Here's an excellent thread about it. I wish Chris were available to answer questions, but he's obviously very busy.

http://www.warriorforum.com/offline-...will-help.html

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daniyal100

9 years ago

just because you see posts saying people making 100k+ monthly doing this does not mean its true.. welcome to the real world man.
you'll have a hard time if you getting advice from so called sales gurus who are so successful but still trying to make 9$ a pop selling their secrets.
BTW local businesses use to hear this shit few times daily. It works but not this way i guess or may be 1 sale out of 5000 dials

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daniyal100

9 years ago

I don't think anybody gonna agree to this because they wanna spread postive energy to gain reputation so they sell crap and make their money but the fact is accent plays a HUGE HUGE role in telemarketing.

Virtually all of the real world wall street super stars who actually knows what they talking about all says that yes it is so damm true. I used to do telemarketing in Pakistan, now doing from u.s(not full time yet) and I am having much easy time having people listen to me because i have less accent now.

One more thing if your good at generating quality leads why begging people to buy it or even try it for free just get an end client directly through any relative you have in u.s or work with a vendor and generate atnt xfinity dish tv leads and get your money right away.

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Rafay Zafar

9 years ago

Originally Posted by daniyal100

I don't think anybody gonna agree to this because they wanna spread postive energy to gain reputation so they sell crap and make their money but the fact is accent plays a HUGE HUGE role in telemarketing.

Virtually all of the real world wall street super stars who actually knows what they talking about all says that yes it is so damm true. I used to do telemarketing in Pakistan, now doing from u.s(not full time yet) and I am having much easy time having people listen to me because i have less accent now.

One more thing if your good at generating quality leads why begging people to buy it or even try it for free just get an end client directly through any relative you have in u.s or work with a vendor and generate atnt xfinity dish tv leads and get your money right away.

thanks. i have PMed you.

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im2park

9 years ago

Originally Posted by Rafay Zafar

hey guys!

I have been generating leads using ppc. These are high quality leads - basically phone calls from people asking for the service/quotes/address/business hours and even making an appointment/reservation. On average 20% of these calls will convert into a customer straight away. As in no selling is required and people will call to make a reservation. In terms of $ this means the client will make around $4 in revenue for every $1 they spend on buying our leads without doing anything except answering the phone! if we take repeat business into account then this ROI would be even higher.

But wait because it gets better! Another 20-30% of leads will buy if the client knows how to close or can follow up with these callers. I can send call recordings to those who want to assess the quality of these leads.

I am using Kallzu and twilio to track and forward calls to clients. The clients can login and access all call recordings and invoices. So everything is transparent and ready except that i dont have any clients who want these customers!!!

I hired a telemarketer from Philippines and he called around 500-600 businesses in a particular niche to offer them 5 free leads but only 1 company took the offer. They got 1 booking from the 5 free calls and it turns out that this same customer booked with them again. I gave them both recordings to show they got a customer from us and yet they are hesitant to sign up with us. Hell leave paid leads, it is not entirely clear why nobody wants the free leads because we dont ask for credit card.

In short i want to know what some of you offline folks are doing to get clients to buy lead generation packages. Is there a scalable way to get local businesses to buy leads?

P.S. there are already a few big names selling leads in this niche so i am not offering anything out of the ordinary. It is just that our service will give them better quality leads at a higher price.

i hear so many bad things about buying leads. for all niches

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C Henry 9 years ago

Originally Posted by im2park

i hear so many bad things about buying leads. for all niches

That's because most large lead gen companies are selling horrible quality (minimally qualified) leads, and on top of that the leads are shared between 3 - 5 businesses. So for the majority of buyers the leads don't convert.

Then there are thousands of newbie lead gen providers (one man bands) that don't even know how to generate leads, yet they are out there pitching lead gen. So even if they manage to get a client, they can't produce, and business owners are sick of all the false claims and failed promises.

And to answer the original poster, instead of using outbound/push marketing to find lead gen clients, you should be using inbound/pull marketing. Get your offer in front of people looking for it. You know, lead gen..
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Chris Gylseth

9 years ago

Lot's of good input here. Totally agree that if you're selling in the US you'll have a much higher success rate if the telesales rep is a native or has close to no accent.

Second (and I admit I did not listen to the recordings, so I only take this from what you have written), as you have experienced some were OK with the business they have. I hear that all the time, too. Of course, if they would be realistic about their business this would in most cases not be true. One thing you could therefore consider instead is a slightly different approach, in which you ask them questions such as:

- How many new clients would you like to add this month?
- If you were to add more clients to your business, how many could you handle?

Questions like these both open up for more discussion and serve to qualify your lead. You can then follow up with asking how they are planning on getting those clients, how much they pay for them, etc. Then deliver a solid value proposition. If free scares people off, why not sell it at an introductory rate, say 5 leads for only $15, or 5 leads for $50 with a money back guarantee should none of them close?

Lastly, if you really are that good at generating new leads to them, could you not just use the same methods to attract your own inbound leads?

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Rafay Zafar

9 years ago

Lastly, if you really are that good at generating new leads to them, could you not just use the same methods to attract your own inbound leads?

most definitely not - because the method i am using is not effective generating b2b leads.

And to answer the original poster, instead of using outbound/push marketing to find lead gen clients, you should be using inbound/pull marketing. Get your offer in front of people looking for it. You know, lead gen.

in fact that was the one of the first things i tried but it didnt work.

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Anybody selling leads to local businesses

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