My Frustrating Experience with the Rent-a-Site Model

13 years ago

Originally Posted by brittlesnc

I've already emailed a few Warriors about my current situation with trying to rent/lease lead generating web properties (a website, online videos, etc.) and I appreciate the advice but none of it seems to be working so I've decided to maybe get some more advice that might actually work for me on a WF thread.

Here's my situation:

For a couple of months or so I've been following Dr. Dan's 'Google Love' WSO and the actual set up has been pretty successful but actually acquiring a client has not been.

I have targeted auto wreckers in Buffalo, NY. My web properties are even generating roughly 20+ calls per month from people in the Buffalo area that want to sell their junk car to an auto wrecker.

So my web properties are actually generating leads.

But thus far I haven't had anyone want to rent/lease the properties.

The first person who showed interest about a month ago thought I quoted him a price that was way too high (at the time I quoted $300/month) and he decided to go with Yellow Pages since they quoted him $50/month for a website...

I know, I know that he more than likely won't get great results since the website won't be SEO'd and I tried explaining that to him but he still went with their services.

There were 3 guys who contacted me by email saying that they were interested; 2 of them I replied back to and never heard from again, and the 3rd guy I actually spoke with over the phone seemed very interested and said that he worked with quite a few brokers and did large volume.

So he wanted me to call him back when we could chat more about the leads I could generate for him...but that was the last I heard from him...I called him 3 or 4 times over the course of a few days and I emailed him a few times but no response.

Then a couple of weeks ago I got a guy interested by offering a 2-week trial but I had a feeling that this wasn't going to materialize into anything because he was rude and acted like he was doing me the favor by taking me up on the favor.

Also, I wanted to get his email so I could give him the stats on the calls I was generating for him but he wasn't interested and he said that he's busy all the time and didn't have the time (I thought it was pretty ridiculous but I didn't say anything).

Now admittedly I had a cold caller on Fiverr contact this particular person and I don't think my caller did a good job of presenting the offer or explaining exactly what he was getting; but that's my fault because it's my responsibility to take care of the presenting and making sure that they're clear about what I'm offering.

Anyway, long story short I didn't get this guy as a client.

And after today's call with another local auto wrecker I'm just at my wits end.

I read a WF thread about calling and leaving a message on a business's voicemail after hours, the 'robotic cold calling funnel' system, and got 2 call backs.

The first guy I called at the time he wanted and he didn't pick up, it didn't even go to voicemail so I couldn't even leave a message

.

The second guy I called sounded like he was interested when he left me a message but when I got him on the phone it was a totally different story.

He basically interrogated me over the phone and I answered all of his questions as politely as possible even though he was kind of rude, abrupt, and he seemed a bit suspicious.

And after I answered his questions he wanted to know how much this service was...I knew $300/month apparently was too high from my previous experience and I really wanted to say $150/month but I quoted him $100/month.

Once he heard that price he couldn't get me off the phone fast enough...he basically said thanks for contacting him and quickly hung up on me before I got a chance to really say anything else.

This is getting pretty frustrating and honestly pretty ridiculous...I'm providing a service that is actually generating good and qualified leads and I am having a hard time getting a client.

I've seen so many services being offered that don't generate leads for a business and that really don't help them at all but these guys can easily get hundreds if not thousands for the service that it's not even funny but they're being snapped up left and right

.

So my question to fellow warriors are:

1. What am I doing wrong? Is it my approach, my offer, what is it?

I'm guessing it might be the way I'm presenting the offer but I am honestly not certain.

2. Did I target the wrong industry?

I know by nature/reputation that auto wreckers can be cheap, hustlers, and try to take advantage of people but you would think that they wouldn't have a problem with spending a little money on marketing that could generate more possible business.

Likewise, there are a little less than 30 auto wreckers from what I've seen in the physical Yellow Pages book and online in the Buffalo, NY area so maybe there's not enough competition amongst the auto wreckers.

Another Warrior informed me that if an industry/niche in a particular city has less than 30 competing businesses, you're going to have a hard time renting/leasing lead generation web properties...he said ideally there should be 50+...I'm beginning to believe he might be right.

3. Do I need to generate more leads per month for this to be considered a worthwhile service to these auto wreckers?

I doubt this is the problem because when they leave me messages they usually seem fairly interested in just the 20+ leads per month I've informed them that I generate.

I am really thinking of just giving up on these lead generating web properties and moving on to a different industry/niche in Buffalo but I don't really want the effort (all though it wasn't hard) to go to waste.

Some Warriors have advised me to sell each individual lead but I really don't want to do that because I know each month there would probably be a debate about which leads were quality leads and which ones weren't...too much hassle, having to keep track, and it's not predictable and automated enough payment for me.

I like the fee basis because I know what I'm going to make each month, it can be automated, and I don't have to get into debates about lead quality (which I only have so much control over anyway).

Any suggestions, advice, and/or help would be greatly appreciated.

And even if I don't get a response at least I get to vent (my boyfriend is getting pretty tired of hearing about it and offline marketing/IM in general :p).

I apologize if this post was too long and annoying for some

.

Don't quote a price until you have more information:

Does he know what a customer is worth to him?

Does he know what his "closing" percentage is?

If he doesn't, he's not going to buy in, because he doesn't see the value.

Let's say he does:

"OK, my average revenue per case is $300. I generally get one case for every 10 people who call. So I know a lead who calls in is worth $30. So you say you're generating 20 leads a month with your site?"

Great! Now you know your leads are worth $600 a month. That's when you tell him you will lease the site for $300, because it's generating $600.

Or, you sell the leads one at a time, as they come in, for $15 each.

Thanks

{{ DiscussionBoard.errors[4576078].message }}

Warrior Ben

13 years ago

Hey Brittany,

Sorry to hear that things have not been working out-- did you try calling again after our e-mails back and forth yesterday? I would highly recommend making those slight changes to your script and see if you have any more luck.

Like anything, it takes time and you've got to be persistent in calling the business and then calling them back. Don't take no for an answer right away.

I hope you can figure out how to make this work-- you have the right mentality but sometimes frustrations can make it feel like you don't want to continue!

-Ben

Thanks
1 reply

Signature

******************** FEBRUARY 2013 FREEBIE - NO OPT-IN REQUIRED!! ********************
Discover the SHOCKINGLY EASY way to MAKE MONEY on Pinterest. Truly free eBook with no e-mail opt-in!
***********************************************

The Best of Warrior Ben: My Most Popular Warrior Forum Posts

{{ DiscussionBoard.errors[4576087].message }}

brittlesnc

13 years ago

Originally Posted by Warrior Ben

Hey Brittany,

Sorry to hear that things have not been working out-- did you try calling again after our e-mails back and forth yesterday? I would highly recommend making those slight changes to your script and see if you have any more luck.

Like anything, it takes time and you've got to be persistent in calling the business and then calling them back. Don't take no for an answer right away.

I hope you can figure out how to make this work-- you have the right mentality but sometimes frustrations can make it feel like you don't want to continue!

-Ben

And Ben I did make those tweaks you suggested and it worked in getting a call back but that's about it lol :p. I still have to convince these guys that this service is worth what I'm quoting them...hell that it's worthwhile to them period apparently.

Just pissing me off that I see others offering services that I am almost certain won't do anything to get a business more visibility, more customers/clients, and most importantly more profits but those guys sell their services all day long for what I feel are ridiculous sums of money (for what the client is getting anyway...or should I say NOT getting

).

Thanks

{{ DiscussionBoard.errors[4576283].message }}

Luther Landro

13 years ago

There's alot to reply to.

First - if you're charging $300 per month, and a wrecker can get 20 leads per month - and each lead is a potential sale of $500? e.g. What is their transaction value?

It seems that for $300 a month; if I can close 10 of those leads @ $500 as the wrecker I'm in the black a cool $4700.

Having people blow you off, ignore your sales calls/emails is part of the game. Let it roll off you, and just don't give up. Keep prospecting. Be confident in your sales approach, and fall on fact to dispel rebuttals. You're likely not transmitted the value to the customer.

In terms of your approach, I don't think I have enough to give you a solid answer. How many people have you pitched the idea to?

In terms of the niche, the other warrior maybe correct; if there isn't enough of a market for your service or product; it isn't worth your time & energy. You need to confirm this for yourself. Have you created a master list of potential buyers?

For #3 - it goes back to transaction value. If they can only close 1 or 2 leads out of 20 - it barely worth it. If they can close 10 of 20 - that's another story.

I'm of the thought that you should sell a non-exclusive individual lead for a low fee $15 - while offering exclusive one-time leads for $50. You should try it.

You can only gaurentee the quality of the traffic for the better part. e.g. Targeted Traffic - whether or not the lead converts is not your concern since the wrecker's pitch is ultimately what determines the conversion.

Thanks

{{ DiscussionBoard.errors[4576137].message }}

brittlesnc

13 years ago

Thanks for the advice guys.

But many of these guys don't know the value of each customer/lead because the range is just way too wide...for people who are familiar with the auto wrecking industry I'm sure you'll understand what I'm talking about.

I guess they could base it off of the bare minimum they could make with a lead in scrap but that still widely varies.

As for selling leads, I really have 0 interest in that because I know that there would be a debate about lead quality every month, especially if they're not converting those leads (which obviously I have no control over).

I like the fee-based structure because it's just that 'structured'...I know what I'll be making from month-to-month, it's automated, and no debates about each lead (maybe they might want to renegotiate the monthly fee but that would be about it).

What I'm seeing is that while a few Warriors might be successful with finding clients willing to pay them these outrageous sums of money for services that don't even help their business...the majority of Warriors are not slick salesman and these business owners aren't as dazzled by the internet and what it can do for their business as I have been led to believe.

I used to think some of those sums were reasonable but the more and more I talk to business owners (not just auto wreckers) the more unreasonable these fees that IMers charge seem to be...

Maybe I'm talking to the wrong business owners...I don't know.

Thanks
2 replies

{{ DiscussionBoard.errors[4576261].message }}

RRG

13 years ago

Originally Posted by brittlesnc

Thanks for the advice guys.

But many of these guys don't know the value of each customer/lead because the range is just way too wide...for people who are familiar with the auto wrecking industry I'm sure you'll understand what I'm talking about.

Maybe I'm talking to the wrong business owners...I don't know.

This is where the "consulting" side of sales comes in. If they don't know their numbers, maybe you can help them determine them.

Also, you might be dealing with a tough demographic here.

Thanks
1 reply

{{ DiscussionBoard.errors[4576299].message }}

Luther Landro

13 years ago

What I'm seeing is that while a few Warriors might be successful with finding clients willing to pay them these outrageous sums of money for services that don't even help their business...the majority of Warriors are not slick salesman and these business owners aren't as dazzled by the internet and what it can do for their business as I have been led to believe.

You don't have to be a slick salesman; that's the point.

As stated by RRG, if they don't recognize the value - you need to communicate it to them. First you must learn how they acquire customers, and why their customers choose them over the competition.

Thanks
1 reply

{{ DiscussionBoard.errors[4576339].message }}

brittlesnc

13 years ago

Originally Posted by Luther Landro

You don't have to be a slick salesman; that's the point.

As stated by RRG, if they don't recognize the value - you need to communicate it to them. First you must learn how they acquire customers, and why their customers choose them over the competition.

Well the customers from what I'm seeing basically call to see who will offer them the best price on their junk car; if the car is virtually scrap then they basically call around to see who will remove it at NO charge.

There's really not a complicated or sophisticated reason why the people who are trying to get rid of their junk car choose the competition; some call around to see who makes the highest offer and others just want it gone so the first junk car dealer that says they can remove it that "same day" gets the car :p.

As far as acquiring clients a few of them have Yellow Page ads, a lot of them post on Craigslist (from what I understand though they're not getting the results they want...big shocker there :rolleyes

, and some of them have websites but the ones I contacted were not on the first couple of pages of Google for targeted keywords.

There was 1 auto wrecker that used brokers and he did a lot of monthly volume but after the initial contact I could never get a hold of him.

Thanks
1 reply

{{ DiscussionBoard.errors[4576406].message }}

Luther Landro

13 years ago

Originally Posted by brittlesnc

Well the customers from what I'm seeing basically call to see who will offer them the best price on their junk car; if the car is virtually scrap then they basically call around to see who will remove it at NO charge.

There's really not a complicated or sophisticated reason why the people who are trying to get rid of their junk car choose the competition; some call around to see who makes the highest offer and others just want it gone so the first junk car dealer that says they can remove it that "same day" gets the car :p.

As far as acquiring clients a few of them have Yellow Page ads, a lot of them post on Craigslist (from what I understand though they're not getting the results they want...big shocker there :rolleyes

, and some of them have websites but the ones I contacted were not on the first couple of pages of Google for targeted keywords.

There was 1 auto wrecker that used brokers and he did a lot of monthly volume but after the initial contact I could never get a hold of him.

If he's a big buyer, try sending him a formal sales letter. The biggies are usually worth chasing to some degree.

It almost sounds like you should bundle leads and search engine optimization that you'll shop out. Say three keywords each per client. So not only do they get the benefit of your targeted leads; they also increase their local visibility and reach.

Heck, you could pit all the wreckers against each other; competing for the primo keywords and leads.

Is that wrong of me to say?

Originally Posted by PatrickP

Many many many successful businesses start of going in one direction or selling one product and end up going a completely different direction or selling a totaly different product.

So true on so many levels. The road to success is paved with your failures.

Thanks
1 reply

{{ DiscussionBoard.errors[4576521].message }}

brittlesnc

13 years ago

Originally Posted by Luther Landro

If he's a big buyer, try sending him a formal sales letter. The biggies are usually worth chasing to some degree.

It almost sounds like you should bundle leads and search engine optimization that you'll shop out. Say three keywords each per client. So not only do they get the benefit of your targeted leads; they also increase their local visibility and reach.

Heck, you could pit all the wreckers against each other; competing for the primo keywords and leads.

Is that wrong of me to say?

So true on so many levels. The road to success is paved with your failures.

I wish I could...believe it or not he was 1 of the guys who advertised on Craigslist lol :p.

And from what I gathered he was not a formal company...he worked out of his tow truck and from his cell phone; so he was basically a guy that worked out his home...and to make matters worse I only got a first name from him and no last name

.

So tracking down a mailing address for him probably wouldn't work since I don't have a last name. I might try calling him again but I'm guessing this will come across as me being desperate; or at the very least he'll wonder why no one has taken the lead gen off my hands

.

I'm almost to the point where I just want to be 100% honest with these guys and say that I haven't had any takers, what would it take for you to take me up on my services at a fair price that we both can agree on...

Again this is pretty damn ridiculous that I can generate legitimate leads but have no takers...whoever said that offline marketing was easier than online marketing was full of s**t lol :p.

Thanks

{{ DiscussionBoard.errors[4576614].message }}

PaulFL

13 years ago

Originally Posted by brittlesnc

Thanks for the advice guys.

But many of these guys don't know the value of each customer/lead because the range is just way too wide...for people who are familiar with the auto wrecking industry I'm sure you'll understand what I'm talking about.

I disagree. Most business owners do know this. My neighbors son owns a towing company and he knows these numbers in great detail.

Your market is too small and you haven't contacted enough people. You need bigger numbers. If a certain industry seems to be full of PIAs, move to a different niche. Sales is full of rejections, as you are finding out.

When someone says no, thank them, be grateful for what you learned and move on to the next one. It seems you're over analyzing things and worrying about too many what ifs. Be prepared for what someone may say but don't worry about it in advance. Some will, some won't, so what, who's next.

I think you have a confidence issue. People will pay $350 a month. I've charged many people a lot more. Just because it's a lot of money to you doesn't mean it's a lot of money to everybody else. It's all relative.

That said. Here's the reality. If you don't believe you will find someone who will pay $350 a month, you won't. You need to believe in yourself and you have to start cranking out some numbers and think of contacting hundreds of people, not 30.

If you can't hire someone. Will they quit? Maybe. That's life. Adapt and improvise.

Thanks
2 replies

Signature

Tired of Chasing Shiny Objects?
Get Instant Access to the Easy Cash Webinar
>>The Ultimate Unfair Advantage <<
Easy - Quick - Proven

{{ DiscussionBoard.errors[4585089].message }}

brittlesnc

13 years ago

*Sigh* I would contact 100 auto wreckers if there were that many in Buffalo but there are around 30 that I found contact information on both online and offline.

I think the lead gen is worth more than $350/month and I get you guys saying this stuff about perception but there comes a time when reality has to set in...it's not what I believe it's worth, it's what these businesses are willing to pay lol :p.

And I'm being told that they won't pay that directly from these business owners...like I said I started out quoting $300/month (which at the time I believed was more than fair) and I was getting shot down left and right.

Originally Posted by PaulFL

I disagree. Most business owners do know this. My neighbors son owns a towing company and he knows these numbers in great detail.

Your market is too small and you haven't contacted enough people. You need bigger numbers. If a certain industry seems to be full of PIAs, move to a different niche. Sales is full of rejections, as you are finding out.

When someone says no, thank them, be grateful for what you learned and move on to the next one. It seems you're over analyzing things and worrying about too many what ifs. Be prepared for what someone may say but don't worry about it in advance. Some will, some won't, so what, who's next.

I think you have a confidence issue. People will pay $350 a month. I've charged many people a lot more. Just because it's a lot of money to you doesn't mean it's a lot of money to everybody else. It's all relative.

That said. Here's the reality. If you don't believe you will find someone who will pay $350 a month, you won't. You need to believe in yourself and you have to start cranking out some numbers and think of contacting hundreds of people, not 30.

If you can't hire someone. Will they quit? Maybe. That's life. Adapt and improvise.

Thanks

{{ DiscussionBoard.errors[4585122].message }}

brittlesnc

13 years ago

Does your neighbor's son buy junk cars or does he just tow the cars or both?

There is a slight difference between towing companies and junk car dealers; towing companies just tow the cars and junk car dealers a lot of the time will buy the junk car and tow it for free (sometimes they charge for towing and don't pay cash if the car is a pile of junk lol :p).

Originally Posted by PaulFL

I disagree. Most business owners do know this. My neighbors son owns a towing company and he knows these numbers in great detail.

Your market is too small and you haven't contacted enough people. You need bigger numbers. If a certain industry seems to be full of PIAs, move to a different niche. Sales is full of rejections, as you are finding out.

When someone says no, thank them, be grateful for what you learned and move on to the next one. It seems you're over analyzing things and worrying about too many what ifs. Be prepared for what someone may say but don't worry about it in advance. Some will, some won't, so what, who's next.

I think you have a confidence issue. People will pay $350 a month. I've charged many people a lot more. Just because it's a lot of money to you doesn't mean it's a lot of money to everybody else. It's all relative.

That said. Here's the reality. If you don't believe you will find someone who will pay $350 a month, you won't. You need to believe in yourself and you have to start cranking out some numbers and think of contacting hundreds of people, not 30.

If you can't hire someone. Will they quit? Maybe. That's life. Adapt and improvise.

Thanks
3 replies

{{ DiscussionBoard.errors[4585164].message }}

RRG 13 years ago

The takeaways as I see them:

1. You did a great job building an asset. Unfortunately, it wasn't the greatest niche. Now that you've done it, you can do it again. Just find a more lucrative niche with more prospects, and more savvy prospects.

2. Don't throw out a price early. Consult with your prospects. Find out what they need. Find out their numbers. Once you know what a customer is worth, what a lead is worth, you can price accordingly.

3. This has nothing to do with mobile websites.

Keep on truckin'!
- [ 1 ] Thanks
{{ DiscussionBoard.errors[4585673].message }}

PaulFL

13 years ago

Originally Posted by brittlesnc

Does your neighbor's son buy junk cars or does he just tow the cars or both?

There is a slight difference between towing companies and junk car dealers; towing companies just tow the cars and junk car dealers a lot of the time will buy the junk car and tow it for free (sometimes they charge for towing and don't pay cash if the car is a pile of junk lol :p).

That's irrelevant to the point I was making. Good business owners know their numbers.

You are spending all your time in a local niche going after 30 companies and fretting about a lack of success. I've been in sales and marketing for over 30 years in large and small companies. If, in any of those positions, had focused on 30 small businesses and expected to make enough to survive, I would have starved.

Your market is too small and if you hope to succeed, you need to expand to other niches, particularly since the 30 said no.

Thanks
1 reply

Signature

Tired of Chasing Shiny Objects?
Get Instant Access to the Easy Cash Webinar
>>The Ultimate Unfair Advantage <<
Easy - Quick - Proven

{{ DiscussionBoard.errors[4608377].message }}

brittlesnc

13 years ago

Originally Posted by PaulFL

That's irrelevant to the point I was making. Good business owners know their numbers.

You are spending all your time in a local niche going after 30 companies and fretting about a lack of success. I've been in sales and marketing for over 30 years in large and small companies. If, in any of those positions, had focused on 30 small businesses and expected to make enough to survive, I would have starved.

Your market is too small and if you hope to succeed, you need to expand to other niches, particularly since the 30 said no.

I asked more out of curiosity...didn't mean to offend. And yes, "good business owners" do know their numbers but that's why there are some (not all) that aren't "good business owners" so they don't know their numbers as I'm finding out.

I'm getting a lot of conflicting opinions/advice...some are saying don't give up on this niche while others are saying it's not a good niche/it's too small.

So I'm trying to make a decision whether to continue on with this niche (and just contact them as some have suggested both in this thread and via PM) as it seems that most that have responded to this thread seem pretty knowledgeable, yourself included.

And I just want to make sure I do what's right and what works for me.

It sucks to put in the work and actually be generating leads only to find out that it's still may not get me a client.

In fact I just got another call from someone interested in getting rid of their junk car less than an hour ago, and I'm pretty much getting calls daily...so that's why I'm "fretting" over this...but I guess all this is irrelevant without having a business owner whose interested in working with me

.

Thanks

{{ DiscussionBoard.errors[4608619].message }}

imarketingfanatic 13 years ago

It looks to me that these guys are pretty cheap. Most of the time people in the auto game are always trying to get the cheapest price...

as i was reading your thread i noticed that both times when you mentioned the price point they turned the offer down.

its obvious that they dont understand the value of what you have either. personally i would go to another niche...
- Thanks
{{ DiscussionBoard.errors[4768247].message }}

Eyetrap

13 years ago

First off, Brittney good job on getting your site ranking, getting leads and calling these guys.

I agree with the things everyone else has said. I might try to sell leads to these guys.

Also, you're dealing with..."auto wreckers"...not the smartest people in the world. You're probably dealing with some of the worst people possible.

I'd target the smartest auto wrecker...the one with the best website and who is already spending some money advertising offline and online.

Thanks

{{ DiscussionBoard.errors[4576292].message }}

PatrickP

13 years ago

I did not read pas the first few paragraphs.

But I have some input which may actually make you MORE money that what you are trying to do.

BTW I am from Buffalo so I know the market up there for wrecked cars.

Many many many successful businesses start of going in one direction or selling one product and end up going a completely different direction or selling a totaly different product.

So please keep an open mind. You should be able to find companies who will pay you a finders fee for giving them the info of people who want to give their card away.

The wrecker business is really growing very quickly now what with the bad economy. Reason being many people are holding on to their cars longer as they can not afford to buy a new one.

Used cars are increasing in value quite a bit.

Used cars need used car parts and therefor wrecks are increasing in value.

Go a different route with your business and you will most likely end up making more than you had thought.

Thanks

{{ DiscussionBoard.errors[4576328].message }}

brittlesnc

13 years ago

I've contacted all the auto wrecking companies that I am aware of in Buffalo, NY which there are about 28 or so (including the ones who only advertise on Craigslist) at least once some through email and some by phone.

Out of the 28 or so about 20 of them have actually spoken to me or my cold caller and those 20 have shown interest until we start talking about the money aspect.

Sometimes I wonder if they expect me to provide the leads for $50/month or less?

Ain't happening :p.

Thanks

{{ DiscussionBoard.errors[4576335].message }}

SirThomas

13 years ago

Contact the lead broker already selling leads in that market. Offer to also get leads from different areas, if he wants it or perhaps knows other brokers working other parts of the country...

You will get less per lead by selling to brokers, but you can generate as many leads as you please :-)

You can also lease sites directly to brokers. Ask them what would work best for them.

Thomas

PS. Sorry, but I totally forgot to answer your PM. I set it aside, then forgot... lol

Thanks

{{ DiscussionBoard.errors[4577251].message }}

SiteSmarty

13 years ago

Your situation has nothing to do with your target niche. Nothing to do with your sites or SEO. The guy you quoted for $300 who went with Yellow Pages didn't go with them because they were cheaper. They just trust the Yellow Pages more than you.

What? You think business owners want to hear from you and the junk you're trying to sell them? They don't. They don't want to hear from cold call spammers, email spammers either.

You have it all right. You're just missing the magic forumla.

It's trust.

Instead of targeting every Tom, Dick & Harry, be a sniper. Pick one. Learn about them. Send them something from "you" this week using snail mail. Next week send them something else from "you" with an invitation to something you can do for them, free using snail mail.

******Hint. Hint. (Bing Business Portal listing) #1 listing practically instantly.******

Get your damn foot in the door before you start to sell. Once they trust you, they'll buy everything you're selling, plus they'll tell you what they need or what they want and you just get it for them. (no selling required)

Rent-a-sites are the most difficult properties to sell unless they are an upsell.

It doesn't matter if you switch to doing something different in business on or off line. If people don't trust you, you won't sell.

Think about how you like to be approached. Then approach prospects that way. You've got it all right. You just have to change your mind set. Good luck.

Thanks
1 reply

{{ DiscussionBoard.errors[4577624].message }}

brittlesnc

13 years ago

Originally Posted by SiteSmarty

Your situation has nothing to do with your target niche. Nothing to do with your sites or SEO. The guy you quoted for $300 who went with Yellow Pages didn't go with them because they were cheaper. They just trust the Yellow Pages more than you.

What? You think business owners want to hear from you and the junk you're trying to sell them? They don't. They don't want to hear from cold call spammers, email spammers either.

You have it all right. You're just missing the magic forumla.

It's trust.

Instead of targeting every Tom, Dick & Harry, be a sniper. Pick one. Learn about them. Send them something from "you" this week using snail mail. Next week send them something else from "you" with an invitation to something you can do for them, free using snail mail.

******Hint. Hint. (Bing Business Portal listing) #1 listing practically instantly.******

Get your damn foot in the door before you start to sell. Once they trust you, they'll buy everything you're selling, plus they'll tell you what they need or what they want and you just get it for them. (no selling required)

Rent-a-sites are the most difficult properties to sell unless they are an upsell.

It doesn't matter if you switch to doing something different in business on or off line. If people don't trust you, you won't sell.

Think about how you like to be approached. Then approach prospects that way. You've got it all right. You just have to change your mind set. Good luck.

Well if I did it based on how I liked to be approached all I would care about is how a service could help my business...whether it's cold calling, snail mail, email, etc.

But I guess it boils down to trust...but if they didn't trust me why would they call me back in the first place? Seems like a waste of time to me...I wouldn't call someone back that I didn't trust.

Well maybe once we started talking they didn't trust me...I don't know.

I don't think that's the case with all of them...the guy who took me up on the 2-week trial of my service could see for himself that I was generating leads...

And again I can't guarantee conversions, just leads.

Thanks for your response and I'm sure you're partially right but I'm guessing there's more to it than that.

Thanks
3 replies

{{ DiscussionBoard.errors[4577660].message }}

Dave Espino 13 years ago

Hi Brittany,

I just PMed you this answer, but thought about posting it here so others may be helped, as well. (Thanks for picking up my Offline Spy wso, by the way!)

Hi Brittany,

As you've already found out, you're dealing with a rough and tumble market - the auto wreckers market.

They are old school "to the bone" and look at internet marketing with a jaded eye - plus they hardly know anything about internet marketing so there's the question of whether they even understand what you can do for them.

With what little I've read about your situation, it looks like these people are simply either not believing you or not taking you seriously. (there could be some male chauvinism going on, as well, you never know)

Here are your questions - with my answers following:

1. What should I charge for a service like this?

Determine what the average lead is worth to them - my guess is that you then charge from 15% - 25% of the average. You might even interview them and let them know that you're in a business where you have a bunch of people who want to sell their junk cars. (don't give away too much detail) Ask them what such a lead would be worth to them, on average. I wouldn't shy away from selling them some leads on a "per-lead" basis - just to start with - to prove yourself. Sell the leads "as-is" with no guarantee of quality and simply as a way to show them what you can do. Then, once they've tested these leads, talk to them about leasing your site.

2. What should I say to them? I'm thinking of reiterating the number of calls I can generate per month; that I'd only be working with them and no other auto wrecker in the area; I'd provide a monthly report of the calls I generate; etc.

I would visit each wrecking yard in person, rather than call - takes some guts, but these guys really only respond to the here and now and to what's "REAL". (My wrecker client is ridiculously busy and it's really hard to get him on the phone, let alone keep his attention when he is on the phone!)

There's an old saying in sales. "It's harder to get rid of a body than a phone call"

See above answer about what you should say to them. I would bring along a list of people's last names (no numbers or other info about the leads) and show it to them.

Say:

"These are the people who've contacted me - just this month! I am looking for a company that I can send these to and only want to work with one company. I'm already talking to [name of competitor] and [other competitor] but I really am looking to find the right company that I can build a good business relationship with.

3. I want to accept payment via PayPal but should I be flexible and give more payment options?

Absolutely - again, these are old school people - they'll probably want to pay by check or credit card and they may be nervous about anything "automated".

That's the thing about dealing with offline companies - they work in a different world than the online marketing world and we need to mold to their expectations, in some areas.

General thoughts:

Sounds to me like your approach needs a boost - you have something they really need and they are simply not believing you.

Strengthen your approach, show up in person (as intimidating as that might be - bring a friend if you need to) show them your list of RESULTS ('cause that's what's going to speak to them louder than any words you might say) and don't give up.

If you pit one wrecker against another the way I mentioned, you might start to have them fighting over you.

I know my wrecker client would LOVE to have your leads!

What you have is very valuable, but they are either:

1. Not believing your results

2. Not wanting to change their existing "tried & proven" (LOL!) methods because they don't realize there's a better way.

Hope this helps, Brittany - hang in there and let me know how it goes!

Dave
- [ 1 ] Thanks
Signature
I make several $1000s a month (passive income) on Udemy and here's how YOU can, too...

Get your FREE UDEMY MINI-COURSE here:

http://daveespino.com/FreeMiniCourse-Sig
{{ DiscussionBoard.errors[4577716].message }}
midasman09 Banned 13 years ago

PULEEZE! In this "Marketing and Selling" biz we're in....ya gotsta start out RIGHT!

I tried to find the DOMAIN you are using....but....couldn't so....I will attempt to do some "education" in "BASIC MARKETING"!

I'm sorry but....you've been going about this "Renting Website" thingee... BASS-ACKWARD!

You get a Domain...Fill it up with "Stuff" to "GET LEADS" of people looking for an "Auto-Wrecker in Buffalo"....so you can SHOW possible Renters of your website that YOU....actually have "Leads"! Maybe get a bunch o back-links...so you get a good position on Google for certain keywords... then...go about...TRYING TO SELL Potential Renters on RENTING your site!

HAH! HAH! I'm sorry! I ben doin' dis "Sellin'" biz fer a mighty loong time and....IT'S NOT THE "AMOUNT OF LEADS"....you can deliver that's gonna get you a Renter! You can have 1,000 Leads pouring in a DAY and...your prospective Tenants....AIN'T gonna Rent!

Why! Fer a number o reasons. One; They don't trust you! Two: The Leads may not be good or....maybe they're phoney...whatever.

It's NOT THE LEADS that are going to get a Renter for your site!!!!!

So....Donnie boy....WHAT will get my "Rental" Websites RENTED?

Go back to the BASICS! The DOMAIN NAME! The Domain Name is KEY to the "Rental BallGame"!

Now....pay close attention here; THE "SECRET to Renting Websites is.....(drum roll)....appealing to the EGO of potential Renters!

Sorry! It's as simple as that!

To PROVE to you that what I'm saying is TRUE; As I am typing this, the time (in NY State) is 8:30pm on the 30th of Aug, 2011!

If little ol' me wanted to....I could click my mouse over to "GoDaddy" and register the following 3 Domains;

1) "BuffaloDiscountAutoWrecker.com"
2) "BuffalosBestAutoWrecker.com"
3) "BuffalosCheapestAutoWrecker.com"

Then...I would take "Jack Mize's" advice and create a ONE Page site similar to his example Houston Discount Roofing Contractors - Emergency Roof Repairs 713-242-1651

This is a Simple site that GETS THE JOB DONE! See where the Phone # is? See how the page is laid out? It's designed to CAPTURE Leads!

So....not to be too "hard" on you but....I saw your post and thought I'd toss in my 2cents.

Don Alm...."Marketing" guy
- [ 1 ] Thanks
{{ DiscussionBoard.errors[4577875].message }}
SiteSmarty 13 years ago

Originally Posted by brittlesnc

I'm guessing there's more to it than that.

No, trust is the problem. They don't trust you. So they won't deal with you. It's just that simple. There's nothing more to it than that.
- Thanks
- 1 reply
{{ DiscussionBoard.errors[4577941].message }}
- krzysiek 13 years ago
  
  I'm doing the rent a site model too, but not yet generating the number of leads that you are. I am getting around 3-4 a month, without a Google Places listing set up. I expect that with a places listing, ill get it to around 10+ which is good for a standard suburb/town in Australia.
  
  While I have had 2 meetings but no sales, I think I can offer some advice.
  
  Don't talk about price. Talk about a meeting. Tell them what you can get for them, then schedule a meeting and build some trust. At least they get to see you in person. It is then much easier to justify your price when you show them how the process works, the lead stats, etc.
  
  Also, for your next sites try maybe another industry if youre not having luck with this industry.
  
  Thanks
  
  {{ DiscussionBoard.errors[4579093].message }}

brittlesnc

13 years ago

Thanks for your expertise Dave. Glad you could weigh-in as you actually have experience with working with an auto wrecker.

Any further advice would be greatly appreciated; I PMed you but I'll try to keep the PMing to a minimum.

Thanks

{{ DiscussionBoard.errors[4577805].message }}

brittlesnc

13 years ago

Thanks Don. But the leads are quality leads...followed Dr. Dan's Google Love Method and he is a student of Jack Mize.

I used an exact domain match for a keyword that's searched for in the area (more so than I initially thought) and I am getting good leads because some of the leads leave messages on voicemail and I've picked up the phone at my home (the calls are being forwarded to my number) of people wanting to junk their car.

Even had a lady call and get a little pissed that someone couldn't come get her car that day

. Understandable as the people who call the virtual number actually want money for their junk car and want it removed 'yesterday.'

And if it's not about the number of QUALITY leads for these local businesses...no wonder many go out of business if it's about ego lol :p.

I'll take your advice into consideration Don.

Thanks

{{ DiscussionBoard.errors[4577925].message }}

mrmatt

13 years ago

This is an interesting dillema.

It's funny how many times trust has been thrown out there in this thread.

I just started doing this method as well. I have 4 sites up so far.

The first one I built is dominating for over 50 different keywords. 9 calls so far this month. Relatively small area with 75K people.

The others are moving up the ranks quickly.

Anyway.

The way that I am handling these is by calling a business owner and telling them who I am and what I do and that I am doing a marketing test in their area and if they would be willing to take the phone calls I generate from the marketing test for free while I am testing. I need the calls to go somewhere and I sure as hell don't want to take them.

I have yet for someone to tell me no.

I let them run for 30 days. In the mean time I email updates as to the progress, the number of calls so far etc. Just keep touching them. I have an appt with renting my first one out next week. I know he is going to take it because he wants to be on page 1 for a particular keyword. I completely dominate page 1 except for one result for this keyword. His friend has been trying to get him there for over a year. I did it in 2 weeks.

Anyway, I really want to focus on this one niche. My thought being that once I get enough of these up and going and I start collecting testimonials. It will make selling them much easier.

I know this does not really help you in your current situation but just wanted to share what I was doing. Hopefully it helps out.

[ 2 ] Thanks
1 reply

{{ DiscussionBoard.errors[4579299].message }}

brittlesnc

13 years ago

Originally Posted by mrmatt

This is an interesting dillema.

It's funny how many times trust has been thrown out there in this thread.

I just started doing this method as well. I have 4 sites up so far.

The first one I built is dominating for over 50 different keywords. 9 calls so far this month. Relatively small area with 75K people.

The others are moving up the ranks quickly.

Anyway.

The way that I am handling these is by calling a business owner and telling them who I am and what I do and that I am doing a marketing test in their area and if they would be willing to take the phone calls I generate from the marketing test for free while I am testing. I need the calls to go somewhere and I sure as hell don't want to take them.

I have yet for someone to tell me no.

I let them run for 30 days. In the mean time I email updates as to the progress, the number of calls so far etc. Just keep touching them. I have an appt with renting my first one out next week. I know he is going to take it because he wants to be on page 1 for a particular keyword. I completely dominate page 1 except for one result for this keyword. His friend has been trying to get him there for over a year. I did it in 2 weeks.

Anyway, I really want to focus on this one niche. My thought being that once I get enough of these up and going and I start collecting testimonials. It will make selling them much easier.

I know this does not really help you in your current situation but just wanted to share what I was doing. Hopefully it helps out.

Thanks for sharing your experience. As I mentioned in my OP I did a 2-week trial with 1 auto wrecker where I forwarded all the calls to him but I failed to get his email address where I could send him a weekly or even daily report of the calls I was generating.

Something I failed to mention was that for a few other auto wreckers I gave them a few free leads over a few days as well but I did it manually as opposed to forwarding the virtual number to their phone number.

Free leads didn't really work out too well for me but maybe I should extend the free trial period to 30 days as opposed to just 2-weeks and this time to be sure that I provide a detailed report of the leads I'm providing as opposed to waiting til the end to provide the report.

Thanks I appreciate your response.

Thanks

{{ DiscussionBoard.errors[4579405].message }}

brittlesnc

13 years ago

What do you do if you're targeting businesses out-of-state?

It would be pretty difficult to schedule an in-person meeting.

For my current situation it's an irrelevant question since I'm an hour away but it would be hard for me to go to a meeting since I don't have a car or a license for that matter; and no trains or buses run here.

And my boyfriend has made it pretty clear he's not up for driving me to Buffalo for a meeting if there is no guarantee of me picking up a check lol :p.

Thanks

{{ DiscussionBoard.errors[4579430].message }}

1stpage

13 years ago

This thread has some great info!

I know that you said you weren't interested in selling the leads, but as a last resort you may want to consider going with a CPA based broker.

On CJ there is a program called "Junk My Car" that pays $10 per lead. If you are generating 20 leads per month, that's $200/mth right there. At least this way, you'd be getting paid for your efforts plus you wouldn't have the hassle of chasing client checks.

Just something to think about. Good luck!

Thanks

Signature

{{ DiscussionBoard.errors[4581143].message }}

RockstarBen

13 years ago

Here's my stealth tactic... And it requires zero cold-calling. Once you get the site live. If you followed my man Dr. Dan's methods, you should be getting real leads funneling in. If that is the case. Follow these steps...

1) I assume you already did this, but make a top 10 list of the companies you want to sell it to...

2) create a generic screencast video (maximum length of 4-5 mins... use jing, camtasia or screenflow) showing the site, how it can be "rebranded" with the phone and email forwarding to them... Then in this video show them where it is ranking on Google, and give them a ballpark of how many leads it is averaging (if you can)

3) When a new lead comes in, send the lead to the first person on your list, along with a link to the video. Let them know that if they want more to email you back, and VERY IMPORTANT: tell them if you don't hear back by tomorrow at noon, you will extend the offer to one of their competitors...

4) Wash, rinse repeat - and you will have it sold in under a week...

This is how I do it and I move these sites FAST!!!

Keep Rockin!
--Ben Littlefield

[ 3 ] Thanks
1 reply

{{ DiscussionBoard.errors[4581384].message }}

henrichowe

13 years ago

I also bought Dr Dan's WSO which I thought was good, however I am currently trying to go the consultant route. Just curious have you contacted Dr Dan? I would be very discouraged if I was in your shoes. One thing that I picked up on was that you said someone trying to sell their wreck calls a lot of auto wreckers looking for the best price. Maybe a lead isn't very valuable to them. Good luck and don't give up.

Thanks
1 reply

{{ DiscussionBoard.errors[4582428].message }}

RockstarBen

13 years ago

Originally Posted by henrichowe

I also bought Dr Dan's WSO which I thought was good, however I am currently trying to go the consultant route. Just curious have you contacted Dr Dan? I would be very discouraged if I was in your shoes. One thing that I picked up on was that you said someone trying to sell their wreck calls a lot of auto wreckers looking for the best price. Maybe a lead isn't very valuable to them. Good luck and don't give up.

Good point! I didn't want to say this, but since it was brought up...

I don't think this is a great niche. I know I wouldn't touch it. Truth is, the lease model works best for large cash or emergency niches. I like it when I can get both at the same time. I must keep some of my niches to myself, but here is a good one that is not overdone like DUI Attorneys: try emergency computer repair techs.

That said, in the meantime, you have this site you have already put so much work into. Seriously, use the method I outlined above and offer it up for a lower price, like $350 (well I guess it is relative - $350 is low for what I normally charge but you get the idea) just to move it and get into a better niche.

Keep Rockin!
--Ben

[ 1 ] Thanks
1 reply

{{ DiscussionBoard.errors[4582481].message }}

brittlesnc

13 years ago

Originally Posted by RockstarBen

Good point! I didn't want to say this, but since it was brought up...

I don't think this is a great niche. I know I wouldn't touch it. Truth is, the lease model works best for large cash or emergency niches. I like it when I can get both at the same time. I must keep some of my niches to myself, but here is a good one that is not overdone like DUI Attorneys: try emergency computer repair techs.

That said, in the meantime, you have this site you have already put so much work into. Seriously, use the method I outlined above and offer it up for a lower price, like $350 (well I guess it is relative - $350 is low for what I normally charge but you get the idea) just to move it and get into a better niche.

Keep Rockin!
--Ben

I don't know if I could get someone to pay $350/month for this. Like I stated in the OP the first guy that was really interested in the lead gen balked when I told him $300/month even though he showed a lot of interest...

And then I've quoted $150/month and the last guy I spoke with he asked how much and I told him $100/month and he couldn't get me off the phone fast enough

.

I like your advice on the types of niches to target and I have a feeling I got myself in a niche that even if they trusted me are going to be hard characters to deal with.

Even the guys who showed a lot of interest in the lead gen were kind of rude and abrupt...I don't know if it's just the nature of the business or the nature of the guys who go into this line of business but for the most part these guys I don't think would be pleasant to work with anyway :p.

Really starting to hit home how important it is to work with clients you like and get along with.

What am I say??? These guys aren't even clients, just prospects and my initial impression of them isn't that good lol :p.

Thanks
2 replies

{{ DiscussionBoard.errors[4582908].message }}

BrashImpact

13 years ago

Brittany,

Since my WSO covers this topic in a big way, i am going to try and give you some
advice...but first you have to open your mind to change. Perception is Reality...Right
now your perception of this market is Dismal at Best...so here goes

First off, you must understand your in the Results business, not leads, not advertising, not anything else. Business Owners want Results and ROI, nothing more. Within that structure people buy from

People they Like
People they Know
People they Trust

If your not going to hire a Sales Person Trained to sell...then you need to learn
how to Hone that skill Yourself. It's one of the skills that so few warriors possess, but once
learned, the World Becomes Your Proverbial Oyster....

Just reading your first post...and don't take offense, says it all, you are not a sales person, and your Taking Things PERSONAL!!! Lose the emotion and Focus on the task at hand... You have a great Source or Product, now you need a buyer who understands the True Value of what your offering...however they have to Know, Like, Trust you to get that door open.

2 books i recommend right out the gate...

Selling to Vito - Anthony Parinello

The Power to get In - Michael A. Boylan

Both books will give you a completely different perspective on Selling, clients, Large and small companies....

YOU HAVE TO GET EDUCATED ON SALES if your NOT GOING TO HIRE A SALES SUPER STAR.

Nothing in this day and age happens before something is sold Period. If i had to pick one skill above and beyond anything it would be sales...We use it every day as Marketers, Business Owners and the like....

See..In order for a business to sell something, no matter if its a restaurant, pizza, taco or hot dog stand, insurance or home depot....

People have to Know, Like or Trust End of story... All these business owners are in the business of selling as well, if nothing is sold, they don't make any money.

If you really want to become advanced, start your Education on NLP = Neuro Linquistic Programming... Study Books on Human Nature, and the Personality colors... Then you can market to people the way they want to be marketed too...

Remember, Perception is Reality, Not only for your Clients or Potential clients but also for yourself...so now, ask yourself this question, What are my Target Prospects Perception of my offer, me or my company???

Food for Thought...

To Your continued Success,
Regards,
Robert
Mobile Fusion Texting

[ 3 ] Thanks
1 reply

Signature

{{ DiscussionBoard.errors[4583131].message }}

brittlesnc

13 years ago

I agree that I'm going to have to ABSOLUTELY learn sales but that's going to be a long and probably hard skill to learn...and I don't know how effective learning about sales from books will be but I know it can only help, it definitely can't hurt.

Honestly if I ever even hope to have a chance at being a "sales superstar" I'm probably going to have to get some type of hands-on training at some point I think.

But in the mean time what to do about this lead gen campaign :p.

I'm trying to focus on the task at hand because part of my problem has been trying to do a lot of studying and not taking enough action so I'm probably going to have to study sales as I go along.

Originally Posted by BrashImpact

Brittany,

Since my WSO covers this topic in a big way, i am going to try and give you some
advice...but first you have to open your mind to change. Perception is Reality...Right
now your perception of this market is Dismal at Best...so here goes

First off, you must understand your in the Results business, not leads, not advertising, not anything else. Business Owners want Results and ROI, nothing more. Within that structure people buy from

People they Like
People they Know
People they Trust

If your not going to hire a Sales Person Trained to sell...then you need to learn
how to Hone that skill Yourself. It's one of the skills that so few warriors possess, but once
learned, the World Becomes Your Proverbial Oyster....

Just reading your first post...and don't take offense, says it all, you are not a sales person, and your Taking Things PERSONAL!!! Lose the emotion and Focus on the task at hand... You have a great Source or Product, now you need a buyer who understands the True Value of what your offering...however they have to Know, Like, Trust you to get that door open.

2 books i recommend right out the gate...

Selling to Vito - Anthony Parinello

The Power to get In - Michael A. Boylan

Both books will give you a completely different perspective on Selling, clients, Large and small companies....

YOU HAVE TO GET EDUCATED ON SALES if your NOT GOING TO HIRE A SALES SUPER STAR.

Nothing in this day and age happens before something is sold Period. If i had to pick one skill above and beyond anything it would be sales...We use it every day as Marketers, Business Owners and the like....

See..In order for a business to sell something, no matter if its a restaurant, pizza, taco or hot dog stand, insurance or home depot....

People have to Know, Like or Trust End of story... All these business owners are in the business of selling as well, if nothing is sold, they don't make any money.

If you really want to become advanced, start your Education on NLP = Neuro Linquistic Programming... Study Books on Human Nature, and the Personality colors... Then you can market to people the way they want to be marketed too...

Remember, Perception is Reality, Not only for your Clients or Potential clients but also for yourself...so now, ask yourself this question, What are my Target Prospects Perception of my offer, me or my company???

Food for Thought...

To Your continued Success,
Regards,
Robert
Mobile Fusion Texting

Thanks

{{ DiscussionBoard.errors[4583434].message }}

midasman09

Banned 13 years ago

Here's 2 examples of people selling LEADS:

1) Car Dealer - he placed a special Gold Phone IN the dealership. He used his Mobile Site to create PHONE CALLS TO THAT PHONE!...and....EVERY TIME THAT PHONE RANG....HE WAS PAID $14 BY THE DEALERSHIP!

Don't ask me where he came up with $14 per call on THAT phone. At last check...THAT phone was ringing over 100 times A WEEK! Let's see now, $14 x 100 = $1,400 A WEEK! I don't know what he's doing to get THAT phone to ring but...it has to do with QR Codes and Google Places.

Ohhhh....he now has 20 dealerships paying him an average of $1400/wk (Let's see...$1400 x 20 = $28,000 AWEEK!) (Well worth looking into)

2) Dentist - he sends out a PostCard with a Photo of a mouth Before and AFter a "Teeth-Whitening"! The Headline says; "FREE Teeth Whitening!" Go to www.DrXdental.com He set up a webpage off the Dentist's regular website with similar colors so his page looked to be part of the dentist's site. The Headline on page again said..."FREE TEETH WHITENING!" with a photo of before and after mouth.

There's a Phone # to call (set up by this guy...so he can keep track of the calls (Leads) that are generated) He charges $50 per call to THAT phone and gets over 100 calls a Month! $50 x 100 = $5,000

Now....you ask HOW does the Dentist come out on THIS....giving a FREE Teeth Whitening PLUS paying $50 for each Lead?

First off - the "Teeth Whitening" costs the dentist about $10 in materials and about 20 min of Time for 1 of his assts....
AND....
Secondly....each NEW Patient UNDERSTANDS they MUST PAY the "New Patient Fee" of $185 (which includes X-Rays, Cleaning & Consultation) (which any dentist can usually find something ELSE to work on)

So....for each FREE Teeth Whitening....dentist cost is $10 plus some time (say $50)....plus $50 to the "Lead Guy"....= $100 and...dentist collects $185. So....dentist nets $85 for each New Patient AND...he has a New Patient that will probably earn him a few thousand bux over next few yrs.

So....think about'
1) Setting up a Phone IN the Auto Wrecker's office (Look at some of the conversations in WF talking about Google Places where lo-cost phones are mentioned)
2) Charging X$ for EACH call to THAT phone (You get a statement from phone co showing #of calls) Even if it's $10 a call...100 calls/mo = $1,000 A MONTH!

Well worth looking into!

Don Alm....Marketing Guy

[ 1 ] Thanks
1 reply

{{ DiscussionBoard.errors[4583268].message }}

brittlesnc

13 years ago

Thanks Don. Already looking into selling the leads at Commission Junction for $10/lead (I like that it's automated although there is a chance of scrubbing).

I'm thinking that I just picked an industry that will be a little tough to break through to.

Because like I said in the OP and some of the posts I've made in this thread, I provided a few of these auto wreckers leads for free and believe me a few of them were VERY interested but again the price seemed to be the sticking point for them and I'm sure there was a trust issue.

But I think it's time for me to either get this lead gen campaign rented out or go the CJ route, either way I know next time to pick a niche where showing the value is easier and a niche that overall understands or is at least aware of the power of internet marketing.

For the most part I think part of the problem is that most of these guys don't understand the power of the web because many of them don't even have websites and many don't even have decent sized ads in the Yellow Pages...so I think I was fighting an uphill battle anyway.

I have read in a few threads on the WF that I shouldn't be chasing 1s and 2s, and that I should be preaching to the choir (8s, 9s, 10s) when it comes to marketing let alone internet marketing (should've stuck to Warrior Local's advice about this subject)...

Plus with auto wreckers it's a bit different...unlike other businesses that provide services where the customer/client pays them for providing a service, many times these auto wreckers are paying for the privilege of removing someone's junk car...so it puts a different spin on the value of leads for these guys unlike other service industries...

So I'm going to have to agree with RockstarBen on this and just pick a niche based more on his criteria...in these early days I need to make things easier on myself and not harder.

Originally Posted by midasman09

Here's 2 examples of people selling LEADS:

1) Car Dealer - he placed a special Gold Phone IN the dealership. He used his Mobile Site to create PHONE CALLS TO THAT PHONE!...and....EVERY TIME THAT PHONE RANG....HE WAS PAID $14 BY THE DEALERSHIP!

Don't ask me where he came up with $14 per call on THAT phone. At last check...THAT phone was ringing over 100 times A WEEK! Let's see now, $14 x 100 = $1,400 A WEEK! I don't know what he's doing to get THAT phone to ring but...it has to do with QR Codes and Google Places.

Ohhhh....he now has 20 dealerships paying him an average of $1400/wk (Let's see...$1400 x 20 = $28,000 AWEEK!) (Well worth looking into)

2) Dentist - he sends out a PostCard with a Photo of a mouth Before and AFter a "Teeth-Whitening"! The Headline says; "FREE Teeth Whitening!" Go to www.DrXdental.com He set up a webpage off the Dentist's regular website with similar colors so his page looked to be part of the dentist's site. The Headline on page again said..."FREE TEETH WHITENING!" with a photo of before and after mouth.

There's a Phone # to call (set up by this guy...so he can keep track of the calls (Leads) that are generated) He charges $50 per call to THAT phone and gets over 100 calls a Month! $50 x 100 = $5,000

Now....you ask HOW does the Dentist come out on THIS....giving a FREE Teeth Whitening PLUS paying $50 for each Lead?

First off - the "Teeth Whitening" costs the dentist about $10 in materials and about 20 min of Time for 1 of his assts....
AND....
Secondly....each NEW Patient UNDERSTANDS they MUST PAY the "New Patient Fee" of $185 (which includes X-Rays, Cleaning & Consultation) (which any dentist can usually find something ELSE to work on)

So....for each FREE Teeth Whitening....dentist cost is $10 plus some time (say $50)....plus $50 to the "Lead Guy"....= $100 and...dentist collects $185. So....dentist nets $85 for each New Patient AND...he has a New Patient that will probably earn him a few thousand bux over next few yrs.

So....think about'
1) Setting up a Phone IN the Auto Wrecker's office (Look at some of the conversations in WF talking about Google Places where lo-cost phones are mentioned)
2) Charging X$ for EACH call to THAT phone (You get a statement from phone co showing #of calls) Even if it's $10 a call...100 calls/mo = $1,000 A MONTH!

Well worth looking into!

Don Alm....Marketing Guy

Thanks
1 reply

{{ DiscussionBoard.errors[4583391].message }}

shane_k

13 years ago

Originally Posted by brittlesnc

Plus with auto wreckers it's a bit different...unlike other businesses that provide services where the customer/client pays them for providing a service, many times these auto wreckers are paying for the privilege of removing someone's junk car...so it puts a different spin on the value of leads for these guys unlike other service industries...

So maybe you are looking at the wrong part of their business then.

What do they do with the cars once they have them?

Do they break them down and sell the individual parts?

If so who do they sell the parts to?
Would these people who come in and buy parts be more valuable leads for the autowreckers, than someone who is trying to get rid of a wrecker from their front yard?

Are you targeting autowreckers for just regular trucks and cars?
Maybe look at larger commercial vehicles like Semi-trailers, Large Towtrucks, Front end loaders, etc. Maybe autowrecker companies that look for these kind of larger more expensive vehicles would have more cash to pay you and understand value more.

Something to think about

Thanks

Shane_K

Thanks

{{ DiscussionBoard.errors[4687082].message }}

Dr Dan

13 years ago

Ben and Robert said it perfectly!

Having a great service helps, but is not the main reason why they will buy from you.

People buy from people they like and trust.

You need to find your own style and obviously model after other successful Warriors that you can relate to.

This is honestly why RockStar Ben and myself teamed up to do the Offline Legends Client Getting.

Because everyone is guaranteed to find a mentor that they can relate to and model after.

This is true in anything you do in life.

If its easy, then everyone would do it, you would get bored, and it would have no value.

Thanks

Signature

Join The Challenge

FREE CLICK HERE

{{ DiscussionBoard.errors[4583263].message }}

Teravel

13 years ago

I don't know if I could get someone to pay $350/month for this.

There have been many great suggestions on this thread, but the line above is your problem. If you don't feel you can do it, you will never be able to. Stop putting barriers in front of yourself. You can do what you want, when you want. When you stop saying "I can't" and start saying "I can", you'll notice a world of difference in your business.

Thanks
2 replies

Signature

"Failure is feedback. Feedback is the breakfast of champions." -Fortune Cookie

PLR Packages - WSO

{{ DiscussionBoard.errors[4583412].message }}

RockstarBen

13 years ago

Originally Posted by Teravel

There have been many great suggestions on this thread, but the line above is your problem. If you don't feel you can do it, you will never be able to. Stop putting barriers in front of yourself. You can do what you want, when you want. When you stop saying "I can't" and start saying "I can", you'll notice a world of difference in your business.

Well said! You need to believe in yourself and the value of your offer before anyone else will. What is $350 if they are getting $5,000 in business in exchange for it? Hell, I have clients that I charge over $1,500 for these types of sites. Why do they pay that to me? Because I am selling results, NOT SEO, NOT a Website, NOT a "digital marketing program...." You need to be selling them results and that's all they care about. :-)

Keep Rockin!

--Ben

Thanks
1 reply

{{ DiscussionBoard.errors[4583430].message }}

brittlesnc

13 years ago

Thanks for your response Ben. Well the results I'm selling are leads...maybe I'm missing something here but I can't guarantee conversions.

To be honest I thought that was the business' job was to convert the leads I provide and that mine was more or less to capture and presell the lead, hence the phone call to the business?

Sorry if this is a dumb question but I keep reading about results and maybe I'm misunderstanding what people mean when they say "results."

Originally Posted by RockstarBen

Well said! You need to believe in yourself and the value of your offer before anyone else will. What is $350 if they are getting $5,000 in business in exchange for it? Hell, I have clients that I charge over $1,500 for these types of sites. Why do they pay that to me? Because I am selling results, NOT SEO, NOT a Website, NOT a "digital marketing program...." You need to be selling them results and that's all they care about. :-)

Keep Rockin!

--Ben

Thanks
2 replies

{{ DiscussionBoard.errors[4583460].message }}

BrashImpact

13 years ago

Brittney,
this is exactly why i always SUGGEST...Hiring a Sales Super Star, they
are worth their weight in GOLD and then SOME...

Focus on the things your good at, and Delegate what your not...so if
sales isn't your gig, then STEP up your Game Girl, and Find someone
who can SELL SELL SELL.... The results will be amazing...

RESULT'S and ROI --- That's what business owners Want... Super Star Sales people
know how to sell this...let them do what they do best....

Now go CRUSH IT...

Regards,
Robert
Mobile Fusion Texting

[ 1 ] Thanks
1 reply

Signature

{{ DiscussionBoard.errors[4583857].message }}

brittlesnc

13 years ago

I guess I'll have to check out your WSO I got awhile back about hiring a 'sales superstar'.

Sorry to say that I only read your WSO once and just put it to the side because at the time I didn't think a 'sales superstar' would be necessary when I was first starting out; that and I doubted that I could find a 'sales superstar' that would work strictly on commission, and especially on lower dollar sales (if the service is $300/month total and even if I offered $150/sale I'm not certain this would attract any superstars)

.

Also, my other concerns would be providing them with enough work to keep them around and how much it would hurt my fledgling business if they were to up and quit.

But I'll go reread your WSO...maybe these issues are addressed, I honestly can't remember.

Originally Posted by BrashImpact

Brittney,
this is exactly why i always SUGGEST...Hiring a Sales Super Star, they
are worth their weight in GOLD and then SOME...

Focus on the things your good at, and Delegate what your not...so if
sales isn't your gig, then STEP up your Game Girl, and Find someone
who can SELL SELL SELL.... The results will be amazing...

RESULT'S and ROI --- That's what business owners Want... Super Star Sales people
know how to sell this...let them do what they do best....

Now go CRUSH IT...

Regards,
Robert
Mobile Fusion Texting

Thanks

{{ DiscussionBoard.errors[4583944].message }}

RockstarBen

13 years ago

Originally Posted by brittlesnc

Thanks for your response Ben. Well the results I'm selling are leads...maybe I'm missing something here but I can't guarantee conversions.

To be honest I thought that was the business' job was to convert the leads I provide and that mine was more or less to capture and presell the lead, hence the phone call to the business?

Sorry if this is a dumb question but I keep reading about results and maybe I'm misunderstanding what people mean when they say "results."

It is their job to convert it, but you are the one handing it to them with a ribbon wrapped around it. I still like to focus on it as revenue producing results. That is the end game, and you are the MEANS to that end. Get it? If it makes you feel better, stop selling "leads" and start selling "revenue producing opportunities." You are way too caught up on the nuts and bolts. Let's look at your situation right now...

You are trying to get clients, right? What if I handed you over the names of 5 people who had a written check in hand, ready to write it out for $3000 and were ready to hire someone like you today. No question. Now, will they pick you? That's up to you, but they are going to hire someone - no doubt about it. Would you pay me a couple hundred bucks for this list of names? If you were smart, you would. And why would you? Because you are thinking about the result - the revenue, the money in your pocket. Do you give a crap how I got this list I am giving you? Nope - you only care about the (wait for it....... wait for it.....) RESULT :-)

Keep Rockin!
--Ben

[ 1 ] Thanks
1 reply

{{ DiscussionBoard.errors[4583971].message }}

brittlesnc

13 years ago

Well my biggest issue at this exact moment is where to go from here now that I have contacted basically all the 30 or so auto wreckers in the area, some I have contacted twice (the ones who didn't respond the first time around).

Should I try to contact these owners again, even the ones who were flat out not interested as well as the ones who were interested until they heard the price?

My concern is that I will lose credibility, especially with the ones who expressed interest but didn't take me up on the offer.

Won't me contacting them again come across as being desperate or my offer not being good since it hasn't been snapped up yet?

Originally Posted by RockstarBen

It is their job to convert it, but you are the one handing it to them with a ribbon wrapped around it. I still like to focus on it as revenue producing results. That is the end game, and you are the MEANS to that end. Get it? If it makes you feel better, stop selling "leads" and start selling "revenue producing opportunities." You are way too caught up on the nuts and bolts. Let's look at your situation right now...

You are trying to get clients, right? What if I handed you over the names of 5 people who had a written check in hand, ready to write it out for $3000 and were ready to hire someone like you today. No question. Now, will they pick you? That's up to you, but they are going to hire someone - no doubt about it. Would you pay me a couple hundred bucks for this list of names? If you were smart, you would. And why would you? Because you are thinking about the result - the revenue, the money in your pocket. Do you give a crap how I got this list I am giving you? Nope - you only care about the (wait for it....... wait for it.....) RESULT :-)

Keep Rockin!
--Ben

Thanks

{{ DiscussionBoard.errors[4584028].message }}

TheGetStartedExpert

13 years ago

Originally Posted by Teravel

There have been many great suggestions on this thread, but the line above is your problem. If you don't feel you can do it, you will never be able to. Stop putting barriers in front of yourself. You can do what you want, when you want. When you stop saying "I can't" and start saying "I can", you'll notice a world of difference in your business.

Self-sabatoge. I could write a book on that. Here's one of the best quotes on the subject.

"Our deepest fear is not that we are inadequate. Our deepest fear is that we are powerful beyond measure. It is our light, not our darkness that most frightens us. We ask ourselves, Who am I to be brilliant, gorgeous, talented, fabulous? Actually, who are you not to be? You are a child of God. Your playing small does not serve the world. There is nothing enlightened about shrinking so that other people won't feel insecure around you. We are all meant to shine, as children do. We were born to make manifest the glory of God that is within us. It's not just in some of us; it's in everyone. And as we let our own light shine, we unconsciously give other people permission to do the same. As we are liberated from our own fear, our presence automatically liberates others."
Marianne Williamson

Thanks

{{ DiscussionBoard.errors[4609866].message }}

Teravel

13 years ago

You're still putting up barriers. Stop thinking about the "what if's", and think about what information you need to give in order to explain why your leads are worth the investment.

You have had loads of great suggestions. It's time to stop worrying about what could happen, and get to making Something happen. It's better to fail than to not attempt the work.

Get out your list, recontact the people that were interested. Tell them you want to offer a free trial for 2 weeks, to show them what they are missing. On the 12th day, contact them and let them know their 2 weeks is almost up. Ask them how the free trial went, so they can tell you what they think. If they seem happy about the trial, push for a sale. Offer them a monthly plan, as well as a by-lead plan. This way they don't feel trapped. They can purchase X amount of leads up front, and if it works out to a profit for them, you will see them returning for more leads, or a montly plan.

But, none of this will work if you continue to worry about the little things. During this 2 week period, you may want to start researching and dominating a new local niche. That way you aren't stuck with the same people you have contacted over and over.

Thanks
2 replies

Signature

"Failure is feedback. Feedback is the breakfast of champions." -Fortune Cookie

PLR Packages - WSO

{{ DiscussionBoard.errors[4584639].message }}

midasman09

Banned 13 years ago

Why not shift your focus to a Target Niche that NEEDS....Mobile Websites! Forget about getting "Leads" for a niche that apparently doesn't want them!

Go after the "Low-Hanging Fruit" like...."TOWING COS!"

If a tire blows on the expressway....WHO ya gonna call?

If something breaks down on your vehicle and you are on ANY street or road...WHO ya gonna call?

Right on! A "Towing" Co. And....if you will look in your local YP under "Towing" you will find some of the BIGGEST ADS in the Book.

What that means is....there's BIG COMPETITION among those firms.

So....you call 2 of those cos...tell the owner that YOU have created a Mobile Website for them that will make it EASY for people to find their biz ON THEIR MOBILE PHONE!

If BOTH those owners do NOT agree to see you....maybe they don't like your voice or....you've got BO.

Also....here's another NICHE that needs a MOBILE WEBSITE....every LOCKSMITH in your area!

Don Alm....trying to give you a hand

Thanks
1 reply

{{ DiscussionBoard.errors[4584932].message }}

brittlesnc

13 years ago

Don't know how to make a mobile site. To be honest I've been focused so much on this rent-a-site-model that I've kind of ignored the mobile site model.

That and I like recurring income and I don't know if creating mobile sites can generate recurring income.

Originally Posted by midasman09

Why not shift your focus to a Target Niche that NEEDS....Mobile Websites! Forget about getting "Leads" for a niche that apparently doesn't want them!

Go after the "Low-Hanging Fruit" like...."TOWING COS!"

If a tire blows on the expressway....WHO ya gonna call?

If something breaks down on your vehicle and you are on ANY street or road...WHO ya gonna call?

Right on! A "Towing" Co. And....if you will look in your local YP under "Towing" you will find some of the BIGGEST ADS in the Book.

What that means is....there's BIG COMPETITION among those firms.

So....you call 2 of those cos...tell the owner that YOU have created a Mobile Website for them that will make it EASY for people to find their biz ON THEIR MOBILE PHONE!

If BOTH those owners do NOT agree to see you....maybe they don't like your voice or....you've got BO.

Also....here's another NICHE that needs a MOBILE WEBSITE....every LOCKSMITH in your area!

Don Alm....trying to give you a hand

Thanks

{{ DiscussionBoard.errors[4585025].message }}

brittlesnc

13 years ago

I'll take your advice possibly and try to contact some of these guys again and I guess offer the 2-week trial but...

I tried the 2-week trial with 1 auto wrecker and didn't work too well; although admittedly I botched that one by not getting his email address to send him stats, that and when I told him that I would contact him every week he told me not to and just to do so at the end of the 2 weeks.

So at the end of 2 weeks I tried contacting a few times but could never get a hold of him

.

I know, I know I should've taken control of this situation instead of letting him control the situation but I was trying to do what the prospect wanted.

Before that I manually gave a few other auto wreckers a few leads manually (didn't forward the calls to them) to get them interested and 2 of them seemed to be seriously interested after getting the leads.

However, 1 of them balked at the price and the other I tried to reach several times on the phone and email but I never heard back from him.

But again I'll try contacting them again...just not certain what to say to them that doesn't come across as desperate or make them wonder why I haven't had any takers (because I'm sure they'll wonder why no one has taken me up on my offer).

Originally Posted by Teravel

You're still putting up barriers. Stop thinking about the "what if's", and think about what information you need to give in order to explain why your leads are worth the investment.

You have had loads of great suggestions. It's time to stop worrying about what could happen, and get to making Something happen. It's better to fail than to not attempt the work.

Get out your list, recontact the people that were interested. Tell them you want to offer a free trial for 2 weeks, to show them what they are missing. On the 12th day, contact them and let them know their 2 weeks is almost up. Ask them how the free trial went, so they can tell you what they think. If they seem happy about the trial, push for a sale. Offer them a monthly plan, as well as a by-lead plan. This way they don't feel trapped. They can purchase X amount of leads up front, and if it works out to a profit for them, you will see them returning for more leads, or a montly plan.

But, none of this will work if you continue to worry about the little things. During this 2 week period, you may want to start researching and dominating a new local niche. That way you aren't stuck with the same people you have contacted over and over.

Thanks

{{ DiscussionBoard.errors[4585014].message }}

Huskerdarren

13 years ago

Brittlesnc,

First off, kudos to you for getting after it. You're going for it and fine tuning what works and what doesn't.

Personally, I don't think it's a great niche to be working due to a lack of sophistication on the part of your target. I don't mean that as a slam, but I think it's largely a reality. Go ahead and duplicate this across 5 other markets. A simple .info domain is a couple bucks a year. Don's advice on obtaining keyword rich domains is solid. Go after those big sale clients. A roofer after a hail storm or hurricane, cosmetic dentistry, accident and injury attorney's, lasik doctors, assisted living candidates, etc.

If you get a good site up and running, put on a phone number of your own and take the calls. Then start giving the leads away to a potential client, the one you deem most likely. Once he has gotten a sale or two from YOU, give him the ultimatum. He can have such and such for $X per month or $X per lead. OR, I will move on and give them to Joe, your competitor.

Trust is important. There's some sort of breakdown in the sales cycle. The wreckers do not appreciate or grasp the importance of what you can do for them. With some tweaking, this is going to work for you. I've been too busy to pursue this yet but I have a friend who has a duct cleaning company. He said he would pay me $50 per lead.

Thanks

{{ DiscussionBoard.errors[4585252].message }}

natethecarguy

13 years ago

Brittlesnc,

I tried responding to your PM, but my post count is low. Email me at njlpowell (at) yahoo.com and I will send you my reply.

Thanks!

[ 1 ] Thanks

{{ DiscussionBoard.errors[4603924].message }}

SamyE

13 years ago

Work these 28 wrecker companies against each other.....
Play each one against the other 27 wrecker co's

Buy 30 sheets of canary yellow stock cover 28LB stock paper, 30 envelopes, and had address each envelop to the wrecker company. Put you return address and no co. name.

Next use word to create a short letter and use bold cc type to enter ALL 28 prospects.

Then your headline....

Only one wrecker company in Buffalo will get exclusive use leads ready to do business with you right now. Completely turn key and ready to go ..... But To Only One Player in the Buffalo Are!!!

Then list your contact details and some benefit driven bullets and repeat your contact information along with a reminder that this is only available to one player in the market.

Then remind them that the smaller players must move FAST before the big player swipes the leads out from under them. Underline this with a big bold red felt tip pen.

IF you can find the colored Mylar party envelopes use those. The Card Stock and canary yellow paper is designed to look different, feel different, and make the envelope look and feel stiffer and heavier than normal.

Note the use of pitting the new up and coming guys against the well established 500 lb gorilla in the market in addition to working each one against the other players in the market.

You can also look into the local whole sealers that buy the clunkers from the local dealerships. Every one is scrambling to find used cars. These guys may be more willing to act and move on this opportunity.

Thanks
1 reply

Signature

Samy Elashmawy Simple Sales Training
Personal One on One Coaching, Training, and Consulting. Phone 201-467-4929 or Cell 201-926-9412. And Yes, I answer my own phone. If I am on a call, please leave a message and I will personally get back to you!

{{ DiscussionBoard.errors[4609412].message }}

CreekChub

13 years ago

Originally Posted by SamyE

Work these 28 wrecker companies against each other.....
Play each one against the other 27 wrecker co's

Buy 30 sheets of canary yellow stock cover 28LB stock paper, 30 envelopes, and had address each envelop to the wrecker company. Put you return address and no co. name.

Next use word to create a short letter and use bold cc type to enter ALL 28 prospects.

Then your headline....

Only one wrecker company in Buffalo will get exclusive use leads ready to do business with you right now. Completely turn key and ready to go ..... But To Only One Player in the Buffalo Are!!!

Then list your contact details and some benefit driven bullets and repeat your contact information along with a reminder that this is only available to one player in the market.

Then remind them that the smaller players must move FAST before the big player swipes the leads out from under them. Underline this with a big bold red felt tip pen.

IF you can find the colored Mylar party envelopes use those. The Card Stock and canary yellow paper is designed to look different, feel different, and make the envelope look and feel stiffer and heavier than normal.

Note the use of pitting the new up and coming guys against the well established 500 lb gorilla in the market in addition to working each one against the other players in the market.

You can also look into the local whole sealers that buy the clunkers from the local dealerships. Every one is scrambling to find used cars. These guys may be more willing to act and move on this opportunity.

You need to do what this guy wrote. Do it exactly, specifically as instructed above. Forget about "losing face". You're looking to off-load this nightmare of a niche website and get rid of it. If you get paid for 6 months, great. A year, even better. Regardless, it isn't making you a dime now. Send these letters, and you'll start bringing in money. As soon as you do, go out, pick another niche (I'm thinking florists, hairdressers, etc. - someone that you can relate to on a more personal level) and do it again. You're producing results - just offload this one and get smarter about the next one.

Thanks
1 reply

{{ DiscussionBoard.errors[4609924].message }}

brittlesnc

13 years ago

Actually I decided to go the CPA route...yesterday I got $10 for 1 lead (after changing a few things the day before yesterday).

So I'll probably follow his advice but in the meantime I'll just drive traffic to the CPA offer that pays me $10/lead and hope to make a few bucks in the meantime.

But I would rather rent/lease the lead gen campaign to a local business as I think the income would be more consistent.

Originally Posted by CreekChub

You need to do what this guy wrote. Do it exactly, specifically as instructed above. Forget about "losing face". You're looking to off-load this nightmare of a niche website and get rid of it. If you get paid for 6 months, great. A year, even better. Regardless, it isn't making you a dime now. Send these letters, and you'll start bringing in money. As soon as you do, go out, pick another niche (I'm thinking florists, hairdressers, etc. - someone that you can relate to on a more personal level) and do it again. You're producing results - just offload this one and get smarter about the next one.

Thanks

{{ DiscussionBoard.errors[4609959].message }}

dericks3

13 years ago

Hi Brittany

Here is my opinion on this.

I agree totally that these guys are old school and dont get it as far as the internet is concerned.

Can they be educated,for sure they can.

But I would much rather spend my time talking to people that at least have half a clue as to how this will help their business.

Here is an example

One of my clients that rents sites I call and setup the phone appointments for him.

We have been doing primarily plumbers and generally plumbers are not the most internet savy people on the planet but he leased 2 of the sites already within 1 week.

My point is I think what works best for a fairly quick turn around time is to try and find businesses that you have a higher probability of speaking to the decision maker such as plumbers,painting contractors and such.

And at least they are somewhat internet savy.

Thanks

Signature

Appointment Setting Services With 20 Years In Telemarketing...Very Affordable Rates....
Guaranteed Results...Pm Me For Details

{{ DiscussionBoard.errors[4685613].message }}

dtaylor

13 years ago

Hi Brittany,
I have a couple of sites that I have not been able to sell, rent or anything. They just sit there on the first page of Google until the day I know I can sell them. So what.

Build 10 more, get them ranked and offer them to businesses. There has been a wealth of advice on this thread, enough to start a business from.

On sales, either get a real salesperson to close deals for you or call them yourself. Having someone from Fiverr do it will not cut it for most business people, you are sending out the wrong signal.

If you decide to call them yourself it would be good to learn to ask the all-important "why?"

For example, the guy that went with YP for a website simply needed a little more education. Ask him to find a ranking YP Website in his niche that is ranking. What is more, he should have BOTH websites. If he can own more space on an advertising page it is better for him, especially if one is already pulling in leads. Why have only one website? Is he allowed to only advertise in one paper? One Phone book?

Also, you should know which ones have a website before you call them, if it is on the first page and if they are in Google Places and have claimed their listings. Might as well get all the money while you are there.

When the guy balks at the $300 price, ask HIM why? What does HE think 20 or 30 leads a month is worth. You need to help him establish value for the leads. Ask him if he thinks the other wrecking yards will pay more or is he the only one that thinks leads have no value.

Good luck with this, you are on the right track and doing the right things, now just do a LOT MORE of them.

DTaylor

Thanks

{{ DiscussionBoard.errors[4687238].message }}

John Durham

13 years ago

"I know by nature/reputation that auto wreckers can be cheap, hustlers, and try to take advantage of people but you would think that they wouldn't have a problem with spending a little money on marketing that could generate more possible business".

They are in the "salvage" business. They will nickle and dime you to death. Yes, focusing on this industry is one of the issues. Honestly its nature.... would you go to the greediest person you know and ask for a loan...or the most generous person?

Sure you can get a loan out of a greedy person if you talk REAL hard... but your first choice will be a generous person, because the shoe fits better.

Unless you can apeal to their greed, then they will haggle you to death.

Remember nature.

It doesnt change just because we are marketing, greedy people are still greedy, bullies are still bullies, doormats are still door mats. You have to consider all of that.

In "salvage" circles after hours, they are probably talking about how you can get free webhosting... their whole premise for making money is "salvaging stuff you can get for free". Not "spending" to make make money.

So there may be an isolated case thats different (the exception) but thats the rule.

We succeed on rules not exceptions.

So there is ONE problem.

Another point:

I would go for Lawyers personally, and DO these days.

You have to go where the money is. How much ad budget can the average wrecker service actually have left over at the end of the month?

Some are large corps but most are mom and pop. If you want to charge anything significant then you have to consider the market you are calling on.Either that or give them some leads, as a loss leader and see if that works.
Not saying wreckers are bad... but not the most likely subject for targeting offline prospects.

But I suppose this was all based on the fact that you found a good keyword and it starting producing leads... There is more than that to it.

BTW what does a lead look like, can we see one?

It may be the leads themselves that are the prob. Are they coming from a generic site? Are they qualified?

No doubting that they are, just asking.

Maybe you could make it into a wrecker directory and charge less per listing but get more wrecker service clients.

The rent a site model always seems lie putting the cart before the horse to me. Nobody wants generic anything.

Its good to have a domain that produces leads, but I would offer to build someone something custom and just redirect the traffic...

Maybe its just me, but the rent a site model doesnt seem like the best.

You could more easily land a client on a cold call who has a wrecker service, mention nothing about renting, or a pre existing site.... and sell them a site, and just use your domain for it, then over deliver.

Thats better than to set the precedent of "This site is for rent", unless you give it for free first and prove a good return. My opinion only.

I dont know, but definitely Wreckers are not the best industry to judge by Im sure.

[ 1 ] Thanks

{{ DiscussionBoard.errors[4725152].message }}

ezza17

13 years ago

hi Brittlesnc, from Australia!

Interesting discussion and (yes) lots of opinions, somewhat confusing no doubt.

My suggestions are:

1) Get out of a business vertical where the business owners are not online savvy - this is a BIGGIE
2) Get out of a business vertical where there is only 30 companies in your area
3) Start chasing businesses that already advertise - they tend to understand the value of leads a LOT more because they are already spending money to get leads.
4) Start chasing verticals with bigger $ value sales. It's easier to convince someone to buy leads when a sale is worth $1000 - $5000 or more, than when its worth $100, etc.
5) You could look at selling the site on Flippa - send all 30 wreckers a letter directing them to the auction page url and make sure they know you have sent this to their competitors (see SamyE's post above - a good idea).
6) Stick google adsense (or some sort of relevent CPA deal) on the site and forget about it - move onto a bigger better vertical. Let it earn you passive income. I have a site like this that regularly makes me $200-$400 a month from Adsense. Who needs the grief of trying to rent the leads for $300/m when Google gives me money instead :-)
7) Buy all the local big newspapers & glossy magazines - look who advertises. Add them to a list and start building a profile of those business verticals that WILL spend money to advertise. Build new sites to target these verticals and go from there.
8) Consider testing using direct mail to generate your initial contact with the business owners. I usually ring and get the decision maker's name (tell them you are writing a letter and you need the correct spelling of their name) and then mail merge your sales letter to their name. Last time I did this (20 companies, 60 letters), I got a $13K sale out of it! :-)

Hope all this helps & all the best.

Eran

Some recommended business verticals to target:

Home Improvement
New Home Sales
Real Estate
Lawyers
Dentists
Car Dealers
Computer repair businesses
Plastic/Cosmetic surgery

BTW, I know these verticals work because I run PPC campaigns for many businesses across Australia, and these are some of the most profitable/effective verticals out there.

These sorts of businesses will happily spend $1000 - $10000 per MONTH in PPC charges because each sale is worth big bucks to them, so they want the leads. Plus in many cases, there are plenty of players in the market (depending on how big or small your geo catchment area is).

All the best - hopefully this helps, and keep trying.

[ 3 ] Thanks
1 reply

Signature

Eran Malloch
Google AdWords Specialist - How To Get More Customers

AdWords Consulting & Coaching for Entrepreneurs & Small Business Owners

{{ DiscussionBoard.errors[4767813].message }}

imarketingfanatic 13 years ago

ezza17

could not have said it better...i love the vertices that you shared as well...those are the ones that im targeting...

thanks for that.
- Thanks
{{ DiscussionBoard.errors[4768277].message }}

brittlesnc

13 years ago

Thanks for the advice ezza17...for the last couple of weeks I've run a CPA offer on the site and it's actually doing pretty good.

You offered some really great advice in your post that I'm definitely going to follow.

Thanks

{{ DiscussionBoard.errors[4771910].message }}

My Frustrating Experience with the Rent-a-Site Model

Trending Topics

A healthy fascination for Hollywood...

How did you turn it all around?

Any thoughts on golf's latest phenom...Scottie Scheffler??

What's the Best IM-Related Skill to Learn Today That Can Help in the Future?

best high quality crypto traffic.