Apologies for the way the title reads, I'm not looking for a blow by blow account of how to sell. I'm in a bit of a dilemma as to how to do things.
After much research and procrastination I have decided that for me the way forward in my career as an offline consultant (which, after several false starts, hasn't as yet got off the ground) is to sell leads to local businesses. I like the idea of creating assets online and earning income from those assets, without having to deal with P.I.T.A clients wanting to know what's happening all the time. I just want to deliver an end result and be paid for that!
I've bought various WSOs on the subject and understand the 'how to' of generating leads etc.
My dilemma comes with my approach. Of the many WSOs I've read, and various threads throughout the forum, it would seem that common practice is to build the lead gen site first, get it ranked, or on Adwords, generate the leads and then sell them to a local business.
One or two threads have indicated that clients have been found first and then the website and lead gen campaign follows, and the leads are then sold to an in situ client. I would prefer to do it this way, then I can build a targeted campaign around the needs of the business, rather than a generic campaign and hope to sell the leads to the first taker, if you see what I mean? Unfortunately, I haven't yet come across the ways in which those who are getting the clients first are actually selling the concept to those clients without anything in place.
I understand that having tangible results (ie, already generated leads) can be attractive to businesses because you've already proved you can generate the leads. In principle it should be an easier sell. But I want to know how people who are getting their clients first are doing it?
I've already thought of perhaps pursuing potential leads through LinkedIn or networking groups etc., but not really sure how to get the point across.
I've also thought of taking the 'educate the potential prospect' route, like providing a pdf/ebook/video to educate on the benefits of lead gen vs having someone do your seo for you with no guarantees approach, but feel like I'm clutching at straws here. I've been looking around the forum and online generally for plr materials I can use for such, but haven't come across anything directly related to selling lead gen services, so if you know of some or have authored such I'd appreciate it if you could point me in the right direction.
I'd really like to hear how others are selling the concept of selling leads to clients without the upfront evidence.