Here is what I have so far:
1. Identify businesses with annual sales volume $2.5 - $5M, trade contractors, annual advertising expense $10K - $100K, have a website, in business at least 5 years, located within certain set radius outside of my target location.
// I want to target businesses that see the need to invest in advertising. I'm not here to coach marketing fundamentals 101 to mom and pop shops. At the same time, I don't want to swim in the deep end until I'm ready. Thoughts on if the above is a good target criteria to start or if I should adjust my sights?
// Side note: I have a few dentist friends throughout the US but am not sure if that is a viable market. Also, I live in an area where everyone is a realtor but do not view them as having the budget that I want to work with also their sales cycles can be long. Feel free to contest either of these presumptions.
2. See which business type is predominant in list (tile, pool, etc...) and contact them performing research for school marketing project. Identify: LVC, client pain points, biz pain points, competitive differentiation, advertising goals, etc...
3. Take information from research, compile and use to execute initial campaign: turn into free PDF resource, build FB ad copy to target business types, build opt-in page, email sequence. I may also try 3 sequence lumpy mailer approach depending on budget and target list. If so, I will follow up on those targets with phone call/vms.
Goal: Get business leads to call/sign up for free 1 on 1 phone consult to prepare a free marketing plan i.e. expanded version of free PDF tailored to their business.
// Do you go the route of baiting with the free marketing plan or do you just go straight to "we deliver clients" and the call is the sales pitch? I'm assuming most sales meetings can be done over the phone/web demo. In other industries/jobs, I've sold millions this way B2B.
// What budget would you assign to getting your first client using PPC on FB? I'm looking to only use PPC on FB to start with unless there's a compelling reason to go a different route.
// Furthermore, I'm on the fence whether to create a FB page when doing campaigns. If so, would I create one for either A) my lead gen business as a whole; B) the specific industry that I am targeting to obtain lead gen clients; and/or C) the specific target market for each of my actual clients. Thoughts on FB page strategy?
4. Follow up consult with marketing plan with lead gen action items/packages that I can provide. Offer free 30-day or 10 leads, whichever comes first, no risk trial. If not satisfied no committment.
// During a free trial, do you just absorb the cost of ad spend to generate those initial leads and treat that as part of your advertising costs?
5. Charge 20% gross year 1 profit of every new client - or - $X per lead (gross year 1 profit * 10% or other number value if known). Pricing will probably vary based on client/industry.
// The numbers I'm including I've seen floated around WF. I like the gross % of profit one but you would have to have a good level of trust/tracking in place so client is accurately reporting gained clients due to campaign. Thoughts on this?
6. Here's the scary part, getting client #1 without ever producing a lead [chicken or the egg] in that industry before.... Build FB ad, opt-in page, email sequence, free PDF resource. Goal to get lead to call client and track via phone.com most likely.
// Would you recommend practice generating some leads first before working with a client just so you know there's proof in your pudding so to speak? My instincts say yes. If so, how much would you spend on your training wheels and is there a way to monetize any leads generated without having a client in the wings?
7. Track everything. Fine-tune business model and rinse and repeat once processes are in place.
// Would you target same industry different geo-location? I assume same geo-location would be detrimental to your first campaign/client. Or, try different industry?
... What else?