Questions for the successful Lead Gen guys

23 views and not one response?...c'mon guys!

Well I don't do lead gen like most people on this forum as far as monthly fees go and having set prices for different things.

I own and pay for everything myself. The domain, hosting, tracking, seo, youtube etc. I act as an affiliate and I only work with 4 clients because I can't handle any more than that.

But the only thing I have EVER "pitched" clients is LEADS.

And I've never understood why so many marketers do it backwards. Like "I'll build you this cool fancy site, do your social media marketing, and do your ppc for xxxx / month. Then we'll worry about stuff like ROI a few months down the road when I run out of excuses for why you're not getting any leads".

I think rather than landing clients, you should land "industries".

Thats just the way I look at it. I learn a few industries inside and out. Then slowly work my way to dominating those industries on my own. Once the leads come in, I send them out and collect commissions.

This model was working great for me up until I got lazy and everything was running on autopilot. I was making good money, got too careless / lazy and hummingbird slit my earnings at the neck. Now if I had clients paying me monthly fees, I'd have a lot of pissed off clients. And I'd probably be losing most of them anyway.

But I'll get back on my game so I'm not that worried.

Either way. There is nothing more valuable you can pitch a client, other than leads. As long as they can close them, all they care about is leads leads leads. So pitch them freebies, hook them, and reel them in. Thats how I started. I'd send them free leads, then after a few I'd say "ok, if you want this to continue give me 10% on all the new jobs you sell". One of my older prospects tried negotiating me down like he was a hotshot. Trying to tell me he'd only do 4%. I walked out and said "it was nice talking to you but this isn't going to work". Then I went straight to his competitor. He called back weeks later offering 6%. I told him I already was working with xxx company (his competitor). So he offered 10% immediately. I said "thats what I'm already getting so it wouldn't make sense. But if things don't work out in the long run I'll definitely consider it".

That guy called me every week for about 2 months, trying to be slick and make me work for him. But I didn't trust him one bit and eventually stopped picking up the phone. If people won't do 10% (at least in my niches) thats their loss. I don't negotiate, I don't play games. Cause I know sometimes better than they do, what their leads are really worth.

-Red

Find out how much the lead is worth to the prospect.

What's their average revenue per sale?

How many leads do they expect to need from you to get one sale?

Get their numbers. Not yours.

If they say it, it's true. If you say it, you have to defend it.

and watch this:

http://www.warriorforum.com/offline-...uch-again.html

Then I'd calculate a flat fee per lead. Snooping around after clients, trying to make sure they haven't ripped you off, is no fun at all.

Pitching Lead Gen to clients is quite easy and very natural in the course of a discovery conversation. Since we offer both Lead Gen as well as other typical Internet Marketing services, we are always doing a discovery conversation/consultation to figure out what might be the best solution for the client. Even though getting more sales/money is every businesses goal, outsourced Lead Gen might not fit into their business plan.

If I feel that it would be a good fit for a business, then it as simple as "So are you interested in getting more clients/customers/sales/leads(what ever wordage) without pay a dime upfront? You only pay when a potential lead contacts you for a product/service that you are selling?" Nothing more, nothing less. Right away they are either interested in the idea and we start moving that conversation forward...OR...they do not seem interested and we move the conversation onto other topics that might interest them and their business plan.

Sometime I even start with the "So are you interested in getting more clients/customers/sales/leads(what ever wordage) without pay a dime upfront? You only pay when a potential lead contacts you for a product/service that you are selling?" sentence and it will either get immediate traction or not.

In terms of where I get my clients from...I have multiple methods but a few that I have found that work the best for this type of work are networking events...Being able to walk around a room being asked what I do and I respond with "Well my main service is to generate target new clients to your business with no upfront cost and you only pay when a new lead is generated...." This easily sparks interest in potential new clients for me instantly. Second method is actually doing Lead Generation within the Industries that I target prior to getting a client. So an example is to target Plumbers(since that is everyones first target it seems), set up simply ads in facebook/linkedin plus retargeted ads going that target plumbering owners, businesses, plumbers etc in that area with the ad says "Are you struggling to get more customers/leads/clients(what ever wordage)? bla bla bla...Then send them to a simple video landing page with a survey form to fill out about a free customers/leads/clients(what ever wordage) consulting session. It doe snot take long to get a few plumbers on the hook after they have seen your re-targeted ad about them getting more customers/money all over the place. The third simple method is through referrals with in the lead gen system. So simply offer a rate reduction to any current client that refers a new client to you for your services. If you position this properly so that it is continually within eye sight of your current clients, almost every single one will at some point mention your service to a fellow business owner.

I do not do anything with commission because I do not want or need to be dealing with the internal workings of a businesses sales process or finances. To me, if I send 10 leads a month to a client and then close 1 due to poor sales techniques...then I do not want to be out money because of their skills. I would much rather charge per lead on a flat fee that I determine with a simple formula and get paid for my portion of the work, which is the lead generation....If the client is receptive to sales/funnel training and consulting, I have no issue providing those services but I have listened to too many lead gen calls that the sale was blown because of the client that I will not go the commission route.

For me it either either pay per lead or flat monthly fee for leasing specific properties.