Help Needed With Potential Lead Gen Client

11 replies
Hi Everyone

I have a potential client (a lawyer). He asked if I could build him a site on contingency. When I asked what type of arrangement he had in mind he said he would pay $150 for every client he got from the site.

I said I would then have to have a way to know when a clint comes in. He agreed and I then tossed out the idea of a lead gen site where he would pay for leads. He said it sounded interesting and he would think about it.

Any ideas how I can close this deal? Or can anyone think of an alternative to a lead gen site where I would still be able to
know when he gets a client from the site.

Thanks in advance!!!!!
#client #gen #lead #needed #potential
  • Profile picture of the author rugman
    Put a tracking number on the site that YOU OWN - use callfire or something similar. Every month you can send him a report (with an invoice attached) and he will be able to see how many calls the site generated. if he ever bails you can just forward the number to another lawyer.
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    • Profile picture of the author mpdomain
      Thanks rugman for such a quick response!!! Was thinking of having an optin type form on the site so leads would get emailed real time to both myself and the client. However the phone idea sounds interesting.

      Is this easy to set up witrh callfire or something similar? Not really sure how that works.
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      • Profile picture of the author bawls
        Originally Posted by mpdomain View Post

        Thanks rugman for such a quick response!!! Was thinking of having an optin type form on the site so leads would get emailed real time to both myself and the client. However the phone idea sounds interesting.

        Is this easy to set up witrh callfire or something similar? Not really sure how that works.
        opt-in is hardly ever used in local markets...callfire is probably the best option for your first lead gen site
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  • Profile picture of the author vndnbrgj
    It is real easy to setup.
    You can use CallFire, its around $1/month for the number.
    Then an extra couple of bucks for call recording and whisper mode a month.
    Then $0.05 a minute.
    If you have the money, I recommend Joe Troyer's Analytic Call Tracking Software.
    I think its around $100.. could have gone up though.
    It uses Twillio, which is cheaper than CallFire and it creates call reports for you.

    However, I would also have a lead form on the site.
    You could use something as simple as Contact Form 7, if its a WP site.
    Then just add your email and your clients email in the settings.
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    • Profile picture of the author mpdomain
      Thanks vndnbrgj!!!
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  • Profile picture of the author kebertt
    I've been using Twilio and OpenVBX for a while now - I love it, very versatile and easy.

    Have you thought about how you're going to get targeted traffic to the site to generate the leads? SEO, PPC, etc?
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  • Profile picture of the author shockwave
    "When I asked what type of arrangement he had in mind he said he would pay $150 for every client he got from the site."


    I think that's a good deal for him, and bad deal for you (unless you are just getting started).
    1. $150 for every client is chump change for a Lawyer. You are only getting paid IF/WHEN one of your leads turns into a client. Do you really want to do all the work and the investment (your own time/money) and then hope he can sell something?
    2. $150 probably is close to his hourly billable rate.
    I say you either charge him something like $50 - $100/lead flat fee for every call or email lead you generate - regardless if it turns into a sale or not. Like others here have said, use something easy like Callfire to track/record the call. Make sure you BOTH have a clear understanding of what constitutes a "valid" lead.

    The other option is to do what he first suggested. If you're determined to do that, I would set it up at a higher amount (like $150-$200 or a percentage of the total billable hours). The problem with this model is that you have to trust that your client will accuratley report sales. I personally don't like having to chase down clients for money, or do a bunch of follow-up on which deals have closed and which havent.

    Good Luck!
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    • Profile picture of the author DABK
      Shockwave is right.

      Run a couple of his keywords through Google keyword tool and you'll see how much Google say they pay per click. Some of them get only 2 clicks for $150, the ones that get clients with the cheap clicks pay around $5 a click.

      Also, look at his fees. Think in terms of percentages. Unless, of course, you need one lead to make one sale. Then, maybe, it's just right. Do you?

      Originally Posted by shockwave View Post

      "When I asked what type of arrangement he had in mind he said he would pay $150 for every client he got from the site."


      I think that's a good deal for him, and bad deal for you (unless you are just getting started).
      1. $150 for every client is chump change for a Lawyer. You are only getting paid IF/WHEN one of your leads turns into a client. Do you really want to do all the work and the investment (your own time/money) and then hope he can sell something?
      2. $150 probably is close to his hourly billable rate.
      I say you either charge him something like $50 - $100/lead flat fee for every call or email lead you generate - regardless if it turns into a sale or not. Like others here have said, use something easy like Callfire to track/record the call. Make sure you BOTH have a clear understanding of what constitutes a "valid" lead.

      The other option is to do what he first suggested. If you're determined to do that, I would set it up at a higher amount (like $150-$200 or a percentage of the total billable hours). The problem with this model is that you have to trust that your client will accuratley report sales. I personally don't like having to chase down clients for money, or do a bunch of follow-up on which deals have closed and which havent.

      Good Luck!
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  • Profile picture of the author PanteraIM
    If you get paid per sale only you assume all the risk and he shoulders none.

    You could run an adwords campaign to see how many impressions you get in that local area and come back to him with the numbers.

    You need to fight for this sale, ask him out of those clicks, how much would x qualified leads be worth to his business, how many of those leads would he convert, what is the end $ figure he'd make?

    Talk about ROI and he will not have to think about it for very long..

    For your own profitability you should include a monthly fee for maintenance, don't let him rip you off. Give him a pilot campaign of 30 days where he pays per lead and then charge him at least 299 monthly.

    Remember adwords takes A LOT of time to manage it profitably and will be more of an investment than you'd likely think.
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    • Profile picture of the author mpdomain
      Thanks Everyone For Your Replies!!!!!!

      They have been very helpful. It looks as though I am going to get this gig as I just received a text message from the lawyer stating that they are going to call me tomorrow to go over the terms.

      Based on your suggestions I am going to set up a site with a call in number and a form and charge per lead. This way it is up to them to close the lead and I do not have to spend time tracking down whether or not the lead turned into an actual client.

      I am thinking of using a combination of SEO, Video, and classified ads (craigslist etc.) to drive leads.

      If any of you have any other suggestions I would love to hear them.

      Thanks again for all of your help!!!
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  • Profile picture of the author Eddie Spangler
    This will be a good learning experience for you to learn how to get leads and learn some hard knocks of the business world.

    He knows that you are desperate and want to take advantage of you.
    Its not that great a deal for you since you are taking all the risk and the lawyer really doesnt have to invest anything, yet you act like they are doing you the favor.

    The good news is that once you start getting leads then you can charge him more later.

    Good luck to you.

    PS. REALLY really try to get at least some type of upfront "good faith" money from him, I like Panteras suggestion above but if you feel too weak to do that then at least get the money as an advance against future business.
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