How do you sell leads?

by Michael9 5 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
#offline marketing #leads #sell
Avatar of Unregistered
  • Profile picture of the author Doan Chi Tin
    If generating B2B leads is your hobby I think you should grow a serious service
    {{ 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 }}
Avatar of Unregistered

Trending Topics