How do you sell leads?

11 replies
Hi,
I like to generate B2B leads with Adwords, its fun for me. But I dont like to sell to them, its dirty work. I have done both and now I want to focus only on generating leads and selling them to other companies.
There are millions of people cold calling prospects and selling services and products. But if I offer them leads, they are not interested.

How do you explain to them that with leads they close maybe 1 out of 3 and with cold calling maybe 3 of 100? I have offered them the leads for free, so they could test the quality, but they are just not interested.
What is your experience with leads selling? Thanks
#leads #sell
Avatar of Unregistered
  • {{ DiscussionBoard.errors[11228591].message }}
    • definately grow it as a service. A BIG service.

      Either you can:

      1. Sell the leads to affilate marketing companies e.g. ringpartnet for pay per call leads or so many others

      2. Sell directly to local businesses.

      You should be able to generate leads that are interested in leads, because thats what you are good at.

      Target one niche first
      Signature
      FREE! Profitable Digital Agency Coaching https://goo.gl/3FvLPV
      {{ DiscussionBoard.errors[11231997].message }}
  • Profile picture of the author Peter Lessard
    "But if I offer them leads, they are not interested."

    Then you're speaking to the wrong people.

    More than a million dollars per day of leads are bought/sold.
    It's actually the biggest real business there is online.

    You have a few choices.

    One, Find other lead sellers in that space, if the lead matters to anyone someone is already selling them successfully. If your leads are any good they will sell them for you to their existing market and take a percentage off the top. Margins will be tighter for you so it will all depend on if you can still make money.

    Two, find a sales guy that already sells leads and will act as a commissioned salesperson.

    Finally, get better at selling leads with a sales funnel so your never talking to people that don't get it.

    Also often you will get an off the cuff "we are not interested" but what it really means is we are already doing that so don't bother me unless yours are better somehow.

    Here is one example in b2c.

    First time home buyer leads can sell from $20 to $75 depending on areas, info provided etc...
    but they are still a lead that the loan officers must chase down.

    Take that same lead funnel and squeeze it down to prospects booking appointments to speak to someone using something like Calendly.

    Conversions will drop but you can charge WAY WAY more for the "lead" that has actually now become a booked appointment.
    Signature
    20% Commissions For Referrals.
    Marketing Solutions For SME's to Fortune 500's since 2001 PeterLessard.com

    {{ DiscussionBoard.errors[11229540].message }}
  • Profile picture of the author Michael9
    Thanks for the answers. I will try it with the Sales funnel to sell the leads.

    I generate the kind of leads for local businesses, where other businesses describe what they need, the specifications, and they ask for offer, price, and somebody should call them back.

    If I give these leads to sales people, they dont want them, because they are greedy, they believe they can get their sales for free, if they just call enough people.

    But if I tell the same company I will sell their services or products if they pay me commissions, they all want me to do it.
    How should I explain them that if they sell to 1 out of 5 leads, they should just pay me for 5 leads the same commission as for 1 sale? It looks like the most small businesses have a big problem with logical thinking.
    {{ DiscussionBoard.errors[11229746].message }}
    • Profile picture of the author eccj
      Originally Posted by Michael9 View Post

      Thanks for the answers. I will try it with the Sales funnel to sell the leads.

      I generate the kind of leads for local businesses, where other businesses describe what they need, the specifications, and they ask for offer, price, and somebody should call them back.

      If I give these leads to sales people, they dont want them, because they are greedy, they believe they can get their sales for free, if they just call enough people.

      But if I tell the same company I will sell their services or products if they pay me commissions, they all want me to do it.
      How should I explain them that if they sell to 1 out of 5 leads, they should just pay me for 5 leads the same commission as for 1 sale? It looks like the most small businesses have a big problem with logical thinking.
      Why would they pay you the same amount as a commission?

      Maybe it was a typo but if that is what you are offering then no wonder no one is buying.
      {{ DiscussionBoard.errors[11229825].message }}
  • Profile picture of the author helisell
    Originally Posted by Michael9 View Post

    Hi,
    I like to generate B2B leads with Adwords, its fun for me. But I dont like to sell to them, its dirty work. I have done both and now I want to focus only on generating leads and selling them to other companies.
    There are millions of people cold calling prospects and selling services and products. But if I offer them leads, they are not interested.

    How do you explain to them that with leads they close maybe 1 out of 3 and with cold calling maybe 3 of 100? I have offered them the leads for free, so they could test the quality, but they are just not interested.
    What is your experience with leads selling? Thanks
    Selling leads is no different to selling anything else.

    Have you considered that you may just be no good at actually selling leads?

    Some questions so that I might help you.

    1. Who do you target when trying to sell the leads?

    2. How do you contact your prospects?

    3. What do you actually say to them?

    4. Do you have any sales skills?

    It looks from your original post "But I dont like to sell to them, its dirty work."
    that you think 'selling' is dirty work if I'm not mistaken but....and it is a big but.... did
    you not understand that some selling had to take place somewhere if this activity was going to be successful for you?

    Answer my questions and I'll show you how to fix your problem.

    .
    Signature

    Making Calls To Sell Something? What are you actually saying?
    Is there any room for improvement? Want to find out?

    Say This Instead

    {{ DiscussionBoard.errors[11289421].message }}
  • Profile picture of the author DABK
    To add to what Peter and Helisell wrote:

    To buy leads from you, I need to trust you, to be sure that your leads will not get me headaches...

    Perception is very important when you sell leads... You need to be perceived as a good and reliable source of good and reliable leads.

    Not all leads were created equal...

    And, then, you do, indeed, need to talk to people who are willing and able to buy leads when they see good ones.

    You will come across people who say they are business owners who say they want to grow their business... but their setup is so bad that there is no room for more than what they have on their plate... They want a better business... but just cannot handle more sales than they have... Sell them set-up your business better material not leads.

    Then, there are many who just don't want more business... Because they have plenty of funnels that are giving them what they want... Getting more means they'd have to part with more time, hire more people, or do something else they have decided they don't want to do.

    You need to find able and willing to buy... You need to create leads of buyers of your leads... You say you find it fun to get leads... So, go have fun on your own behalf.
    {{ DiscussionBoard.errors[11289529].message }}
  • Profile picture of the author Go2Agency
    I don't think this guy was serious. I offered to buy/sell and he did not respond.
    {{ DiscussionBoard.errors[11290011].message }}
  • Profile picture of the author Kent Hopkins
    Have you ever thought about just selling them as solo ads? Did you collect email addresses with them or just names and phone numbers?
    Signature
    Doubts Kill More Dreams Than Failure Ever Will.
    {{ DiscussionBoard.errors[11308466].message }}
  • Selling leads may be a lucrative business, but it can also be very competitive. Understanding the costs you will incur in getting leads and the prices you can charge in different markets is critical to creating a successful business in this field.
    Choosing a Niche
    Calculating Costs
    Managing Data
    Licensing
    Advertising for Leads
    {{ DiscussionBoard.errors[11318504].message }}
  • Profile picture of the author cherrybowl
    What I've found is that just the word "lead" doesn't have a great connotation to it anymore, not to mention people confuse the definitions;

    Lead - Business or Consumer data records with phone and or email
    Lead - Person inquired about product some time in the past
    Lead - Customer meets specific criteria of an ideal client and is actively looking for your product or service right now.


    I've seen all three definitions used interchangeably. The last one is the ideal one of course, and typically costs the most.

    The problem becomes a combination of unfulfilled promises and miscommunication, or outright incompetence on the lead generator. Most buyers know how difficult it is to generate qualified leads, and they try a few companies and have a bad experience, and they're constantly being pitched lead services, so they lose hope.

    You basically have to pitch them more than just being a lead provider, you have to be levels above a random pitch and explain why you will help them increase their revenue, how easy it will be, and why it would be foolish to continue doing it your way when you can save them time and money, and let them sleep easier.
    {{ DiscussionBoard.errors[11326685].message }}
Avatar of Unregistered

Trending Topics