Pay Per Call - Advice Needed

How does this work? What are people callling in from? Do you have a link to ad or at least one that is similar?

I might be able to help you out a bit.

First it doesn't sound like you have any type of qualifying system in place.

Such as you dealing with a dentist. well people only drive so far for that service. So a simple check is to capture there address, then use a php
script to make sure the address is even with in driving distance.

there are a bunch of little things you can do to screen / qualify the leads FIRST. each little bit eventually adds up to a better % of good leads

The address check will help with marketers as well, only the lazy ones.

as far as existing clients, that's always an issue when selling leads,
and unless you can get a database of her clients and cross check it
( which there is prob NO WAY they will do it ) then there is really nothing you can do.

what you DO need to do, is have your own database running. so every lead that comes through can be checked for duplicates.

This will help qualify the leads better as well.

Once you have a system in place and its working, the amount of good leads are going to be small.

but that's ok. because once you have that perfected ( as much as you can )

you then start making multi sites, and driving traffic thru ppc or seo, ect

-- you need all the sites cross checking your main database --
( once again a behind the scenes script that passes info to your main server )

I personally would suggest, capturing the email as well.
and once a wk or so remove any from the list that became her client.

Now you have a targeted list of people seeking dentist work for a specific area that are not her clients.

This is valuable as you can kick start different dentist campaign off with a bang , or simply become an aff for something as simple as teath whitner
and direct sell it thru email to that list.

You can prob also sell that list ... targeted / qualified lists command a pretty penny

i don't know if this helps or not. but selling leads is my real job
we can skype if you want more pointers

Are the 30 other calls a month spammers/advertisers(get a lot of these if you are posting on craigslist), or she is just unable to close them? Are you making an offer to them, or do your ads just say accepting new clients?

are you recording all these calls? You should records calls and listen yourself .. Tracking is very important...I think you should get credits every call more than 15 second long..

Not only is it a good idea to qualify the calls but are you increasing your call numbers? Can you create a google places with her location and your forwarded number? Have you looked into creating ppc campaigns in facebook, it's dirt cheap. I figure you ranked a site in the local area but ppc campaign might work well too if your leads could covert

Yeah if you're only looking for a 4 hour work week this doesn't sound like it. Might want to consider using a call center to validate the calls first. Also I'd charge per valid call not customer.

Wow! Thank you all! I do appreciate it.

As I said this was my first lead gen client and I am driving most the traffic to her business website. We have 2 numbers on the site (new/current patients). I now know that this is NOT the way to do it. I just signed up a BK attorney (the dentist's brother) and he is leasing out a landing page from me. One number.

I had a fellow Warrior who I outsource my work to on this project. We bought 18 EMDs for this project. He built out 8 of the websites going after a ton of different keywords (dentist, dentures, invisalign, veneers, teeth whitening, cosmetic, sedation, etc.) The veneer website, built out like a business website (home, about, contact, services) is ranking in the top 3. I have only one tracking number (huge issue as I cannot track what is working and what isn't)

I guess the problem is that I am sending most of the traffic to her business site. I know this could be a big money maker for the both of us, it's just I am so far down the wrong path it'll take a lot of time to turn it around. I am going by trust on that she is being honest, basically she has the control and that sucks. Lesson learned

Should I drive the traffic to the other web properties and target different keywords?

Landing page style? (Optimize Press)

I really like video landing pages, but she will not do videos.

You HAVE to get your dentist client on a direct mail campaign if you want to see some really really big results. I'm going to PM you.

Get your tracking sorted first. Most clients suck at reporting results and unfortunately some people will take advantage, but most simply don't care enough to do it accurately.

I would just do this, forget all the complicated crap. People want Dentist services it's not a hard sell. Hundreds, possibly thousands of people search that every day on Google in your area.

1. Setup tracking phone numbers on her site to tell difference between SEO and PPC calls. You need to get a handle on this and have access to the recordings.

2. Setup a Google Adwords campaign, use a free voucher (like those below).

6HTK-6NCJ-CBTY-BXHX-LZSS
GE6X-AFFV-KTFK-AP3P-6BA
6HTK-6MRJ-5W72-HCQB-9RMJ
6HTK-6LB9-6RKR-MATE-DGPS

3. Read some info on PPC campaigns if you haven't done it before.
Basics: seperate ad groups for keywords
make landing page relevant, big call to action, phone number prominent
target the geographical area
your much better off leveraging the clients domain as it has more trust, domain age etc
(keep it freaking simple like [suburb dentist]), you can get more advanced later.

4. Press go.

5. Follow up and find out how much money you made her. Not potential new clients, get her to report $$$. Then get a budget for more of the same.

Mindset: you seem to be struggling with the fact that she has control. This is because that's what you have given her. It's really about the relationship and not about who owns what domain etc.

Also you are doing something with the secretary every day from what I understand. Stop that it just positions you as another employee working for her. Have them report back to you monthly.

It's appealing to own all the domains etc but not necessary. If you just provide leads every month and get them to keep track of how valuable you are they will always keep paying.

All good advice from @dancorkill

I would add, there is often confusion on the metric for performance... is it phone calls, or appointments, or is the Dollars spent by the new patient/customer, or is it Lifetime Customer Value. All different metrics, all obtained in different ways, and each has a different perceived value by your client. The higher the perceived value, the more value you bring to the game and the more you get paid and respected. So, I recommend you focus on the metrics when signing up a new leadgen client, get verbal agreement to importance, the values, and the cooperation from the client when you send reports on your tracking

The dollars spent is the best concrete metric to prove your performance... and they won't usually want to give up that information. You can't track the $$ per patient at a dentist's office. So, bring it up on the front-end and at least get verbal agreement to do a monthly tally on those incoming calls with the dentist's staff. Your tracking numbers can use a whisper function that uses 3 seconds of recorded audio to announce the call is from you, before connecting the incoming call to the dentist's office. When its an appointment call, the receptionists makes a notation the call/new patient is from YOU.

Tally it all up once a month. Leads, appointments, those notations show total dollars for the month... this report will speak for itself. And I always keep repeating the LCV mantra, because the lifetime customer value is genuine even if it cannot be defined in exact numbers. Patients keep coming back.

I was going to post in this thread earlier but was unsure of what exactly to say. The whole 4 hour work week thing, probably isn't as realistic as he makes it seem, hell, I know he doesn't even really work a 4 hour work week, just pushing his own agenda.

I know what you were thinking though, and it is a legit direction to take. I just don't think you set it up properly, but there is nothing you can probably do about it right now.

What I am wondering is why aren't you just screening the calls and having the calls go to you? Take down their information and submit it or send it to the secretary to follow up. That way you know you aren't being yanked around.

I have a hard time believing all those calls are from marketers.

I'm glad you posted the averages... but what about the incline? What was it during month 1... month 3, 4, 5, 6...? Are you increasing or decreasing?

Great Post and info. Thanks to all of you!

I want to say thanks to everyone providing me with answers.

@jgregory for answering my questions with emails. He provided me with more than enough information (better than most WSOs I've purchased)

@IamNameless - Thanks again for taking a look at a few of my sites and offering your opinions. I've always valued your insights on this forum.

@Kenmichaels - Thank you for the detailed response.. I might take you up on the Skpye call offer.

You should try diferent company / ofer. Go find one at Directcpv (dot) com and make sure you do a TEST call so you know what happens when a customer call their office / sales department. If they suck, you send leads to other company...

There are a lot of biz models for performance lead gen. My experience has been to pick your clients carefully if this is a pay per action type arrangement. Data is very important as MRomeo mentioned. One thing you can do to manage expectations for both parties is to provide a potential client a tally sheet for them to record their calls they are currently getting for a week or two. Have various columns such as hot lead, made appt., closed sale, sales call etc. Then analyze the calls together before signing a contract. This will allow for a couple things. 1) you can (hopefully) show how you have increased the number and/or lead quality 2) have clear data to compare once the campaign starts and some control metrics to judge by

I would use a qualifying funnel sequence where my prospects answer a series of questions and then i will contact the ones who i feel are good prospects..