1. This site uses cookies. By continuing to use this site, you are agreeing to our use of cookies. Learn More.

I can generate inbound SEO leads, how do I customize the SEO service?

Discussion in 'Offline Marketing' started by badboymarketer, Apr 10, 2014.

  1. badboymarketer

    badboymarketer Registered Member

    Joined:
    Apr 2, 2009
    Messages:
    70
    Likes Received:
    37
    I can generate as many inbound endorsed SEO leads as I need but the question I have is how do I figure out what each one of those business owners needs specifically for their site to create an effective package for them that will generate results. The leads will range in the type of clients it generates from small local businesses to large companies and I don't want to offer a one size fits all service because I will be leaving to much money on the table and won't be serving my clients exactly what they need, so I need a plan on how to analyse what each specific business owners needs are to actually generate them the results they are looking for.

    Or do you think I would be better off selling the leads?
    What do you think a warm inbound endorsed lead is worth?

    If I did that I would really be looking for 20% of revenue generated from the lead, I think that would be fair for both parties.

    I had considered selling the leads more as a joint venture as it seems to be a major problem for many companies in the SEO business and because the lead is inbound and endorsed they are ready to buy, you really can't get a better lead than that.

    Because of how I generate the leads all of the leads generated would need to go to one company per account I set up. I can create as many leads as one company can handle and I can generate them locally for them as well.

    If I charged $1000 setup fee, this would cover my cost in setting up the lead flow and 20% of revenue generated from the inbound leads. Do you feel that would be fair for both parties?

    How would you market the offer to SEO companies?
     
  2. badboymarketer

    badboymarketer Registered Member

    Joined:
    Apr 2, 2009
    Messages:
    70
    Likes Received:
    37
    I wanted to share with you a response I got via pm that helped answer the first question in my post above for the benefit of everyone else:
    The best advice I can give you on "customizing" a package for the customer is to look at what their needs are, the keywords that make the most sense to target, and the amount of traffic/leads you can provide for their business.

    Let's say, for example, you're working with a plastic surgeon in Dallas, and he wants to rank for surgeries in the local area...

    ...rhinoplasty dallas...
    ...breast augmentation dallas...
    etc

    So, let's say for the sake of conversation that the rhinoplasty term (rhinoplasty dallas) gets 110 searches a month on average... if you can get in the top 3 spot for him (roughly 40-70% of the traffic), you can get him roughly 25-50 HIGHLY INTERESTED visitors looking specifically for him...

    Now, of course it's best to "blanket" the SERPs by ranking for other terms, too (nose job dallas, nose surgery dallas, etc), but this gives you a solid baseline to get some good estimates in your head.

    From there you can think to yourself (or, explain to the client), that if 1-2 of these visitors turn into a client each month, you're bringing in around $10k in revenue or the business (or however much the surgeries add up to be) - plus, you've gotten a customer through the doors, which might also come back, refer someone, etc (even more value).

    So, in this case, it's very easy to suggest a $3k-$6k per month price range, depending on the time-frame, competition, etc - of course, you have to deliver pretty quickly (2-3 months or so) so the client doesn't get cold feet before you secure the ranking.

    It gets a little more tricky when the results aren't quite as concrete, but I bet you get the picture.
     
  3. 49erfan

    49erfan Regular Member

    Joined:
    Sep 16, 2010
    Messages:
    257
    Likes Received:
    30
    I will buy the small biz seo leads all day long, or revshare. How many a day are we talking?
     
  4. badboymarketer

    badboymarketer Registered Member

    Joined:
    Apr 2, 2009
    Messages:
    70
    Likes Received:
    37
    Hi 49erfan, problem is it takes a few days of work and $1500-$k upfront to generate the lead flow and even then it will only generate around 50 leads per account. The leads are inbound, warm, endorsed leads so they are as good as referrals. They are endorsed by a center of influence via direct mail to the center of influence's own list of business owners. But if you are good at handling clients/referrals they are worth $100's - $1000's each in profit. Also the size and type of the businesses will vary from mom and pop to $20mil yr businesses for every account created.
    You can't generate a higher quality lead but these are the issues with this model. That is why I thought it would be good to JV
    with someone that is actually capable of closing the inbound leads and they need to have some skin in the game as well because
    it will take a few days of work on my part upfront and money on my part as well even when a partner puts up $1k upfront.
    Not everyone that has reached out has been a fit even though they wanted in, but a couple were and we are moving forward.
    The good news is I can create as many of these as I have partners for.
     
  5. 49erfan

    49erfan Regular Member

    Joined:
    Sep 16, 2010
    Messages:
    257
    Likes Received:
    30
    PM'd you hit me back up
     
  6. netmoney1

    netmoney1 Executive VIP

    Joined:
    Feb 21, 2012
    Messages:
    3,587
    Likes Received:
    10,883
    I don't see any "partner" putting $1k upfront 'skin in the game' to test your leads out.

    Someone could put that $1K into PPC and generate their own leads all day long.

    Why don't you find a local company you can sit down with - and become their lead provider - if you have multiple "partners" it will create problems and headaches.

    Find a big company and give them some leads - if they feel they are high quality they will buy them all - simple as that.

    Honestly, you are going to have to have all the skin in the game if you want a serious buyer.

    We get emails/calls every day from "lead providers" all claiming to have the BEST leads available - and they all want upfront money.

    Know what they say when we tell them to send a couple over and if they are indeed good we will buy EVERYTHING they have? They make up some bullshit excuse. Because they are full of shit - their leads suck - and they are banking on upfront payments - almost always 'bank deposits' lol

    If you want to catch the attention of REAL buyers - then you will need to prove they are good - wouldn't spending a grand and showing a company this is the real deal be worth the relationship and a source that will painlessly buy everything you can produce?

    Just my 2 cents...

    I wouldn't touch a "lead provider" that wanted upfront payments with zero proof of performance with a 10 foot pole.
     
    • Thanks Thanks x 2
    Last edited: Apr 12, 2014
  7. badboymarketer

    badboymarketer Registered Member

    Joined:
    Apr 2, 2009
    Messages:
    70
    Likes Received:
    37
    netmoney1, I definitely understand what you are saying and I would have felt the same way.
    I wouldn't buy leads without a sample either. I have used the strategy I mentioned before to generate leads for a tax attorney and it worked great.
    If someone spent 1k on PPC to generate SEO leads(kind of weird though an SEO company using PPC to generate leads), even those leads wouldn't be nearly as good because the leads I can create are endorsed by a center of influence. This creates the credibility needed to make closing the leads much easier, so many business owners have been burned or know friends that have been burned by low quality SEO service providers. It is basically an inbound referral, not sure how you could create a better lead than that.
    Also I'm not looking to sell leads, I'm looking to create partnerships who can close the leads and provide the service and
    in return share 20% of the revenue generated. I don't make anything on the front end, all of that goes towards cost and it takes
    me a few days worth of work to be able to start generating the leads upfront as well.

    Anyways, I've already partnered with two SEO service providers so I'm not looking for anymore partners right now.
    After I get testimonials from them here in a few weeks I will be charging $2k up front and 20% of all revenue generated.
     
  8. badboymarketer

    badboymarketer Registered Member

    Joined:
    Apr 2, 2009
    Messages:
    70
    Likes Received:
    37
    Thanks for all the interest guys I have partnered with a couple of guys already so I'm no longer going to offer the partnership right now as and want to get results and testimonials from them first, plus there is quite a bit of work upfront on my part to get the leads flowing so I will need to get $2k upfront to start the project with new partners. After talking with many of you over the past couple of days I've realized that many of the people who approached me are not the right fit for several reasons. This is a partnership so it needs to be a match for both of us, just because you are willing to pay doesn't mean we are a match, I don't make any money upfront only on the revenue generated . It cost me more than the upfront fee to get the leads flowing, it cost me a few days worth of work to, so I need to speak with you first to see if it's a match for both of us before we move forward.
    Thanks for all the interest guys, I really am appreciative and grateful for all the interest.
     
  9. netmoney1

    netmoney1 Executive VIP

    Joined:
    Feb 21, 2012
    Messages:
    3,587
    Likes Received:
    10,883
    Please elaborate...WHY would it be "weird" for a SEO company to use PPC to generate leads? lol

    PPC gives you traffic RIGHT AWAY - so it is weird to generate your own leads via PPC instead of forking out $2k upfront in hopes that a lead provider isn't blowing smoke?

    ...but I think a SEO company will be very crazy to pay you $2k upfront AND 20% of profits...

    Frankly, any company NOT using PPC to generate leads is crazy....but hey, good luck...
     
    • Thanks Thanks x 1
  10. SkyrocketSEO

    SkyrocketSEO Jr. VIP Jr. VIP Premium Member

    Joined:
    Nov 5, 2012
    Messages:
    4,341
    Likes Received:
    11,234
    Occupation:
    travəlɪŋ
    Location:
    Aibres
    Home Page:
    • Thanks Thanks x 2
    Last edited: Apr 12, 2014
  11. netmoney1

    netmoney1 Executive VIP

    Joined:
    Feb 21, 2012
    Messages:
    3,587
    Likes Received:
    10,883
    Wow, on Warrior Forum it is only $1k upfront....$2k upfront here.

    So will you also be paying 20% of the SEO company's payroll, rent, and other business expenses as well? Oh an upfront fee of $5k - because most companies have spent so much time and money - and they have expenses for their staff etc. Seems fair.
     
  12. SkyrocketSEO

    SkyrocketSEO Jr. VIP Jr. VIP Premium Member

    Joined:
    Nov 5, 2012
    Messages:
    4,341
    Likes Received:
    11,234
    Occupation:
    travəlɪŋ
    Location:
    Aibres
    Home Page:
    Yeah, and he promissed to publish a WSO there...must be pure gold
     
  13. SkyrocketSEO

    SkyrocketSEO Jr. VIP Jr. VIP Premium Member

    Joined:
    Nov 5, 2012
    Messages:
    4,341
    Likes Received:
    11,234
    Occupation:
    travəlɪŋ
    Location:
    Aibres
    Home Page:
    Oh, and a little bird sent me this, the bird claims this is OP.
    BAA5Miw.png
     
  14. badboymarketer

    badboymarketer Registered Member

    Joined:
    Apr 2, 2009
    Messages:
    70
    Likes Received:
    37
    It would be weird because if you are good at SEO why are you using PPC to be seen on the Google search results.
    I would choose one of the guys in the organic listings, at least I know for sure they know can get results. I think
    most people would agree with me on that.
     
  15. badboymarketer

    badboymarketer Registered Member

    Joined:
    Apr 2, 2009
    Messages:
    70
    Likes Received:
    37
    Not sure what the source-wave reference has to do with me, I made no mention of rhynoplasty.
    Also I am not looking to sell leads, I was looking to create partnerships and now I have two that are
    a good fit so I am no longer looking until I have testimonials from them.

    I did turn a couple of people down that I didn't feel were a good fit, I wonder if you might be associated with them as there is no
    reason for these accusations.
     
  16. SkyrocketSEO

    SkyrocketSEO Jr. VIP Jr. VIP Premium Member

    Joined:
    Nov 5, 2012
    Messages:
    4,341
    Likes Received:
    11,234
    Occupation:
    travəlɪŋ
    Location:
    Aibres
    Home Page:
    Let's say, for example, you're working with a plastic surgeon in Dallas, and he wants to rank for surgeries in the local area...

    ...rhinoplasty dallas...
    ...breast augmentation dallas...
    etc
     
  17. badboymarketer

    badboymarketer Registered Member

    Joined:
    Apr 2, 2009
    Messages:
    70
    Likes Received:
    37
    You are right it was $1k upfront, same here, I will be charging $2k upfront once I have testimonials.
    The partnership is no longer available until I do.

    You are right it was $1k upfront, same here if you read the whole thread.
    I will be charging $2k upfront once I have testimonials.
    The partnership is no longer available until I do.
    You only make yourself look bad not paying attention to these details.
    Most business owners would love for a rainmaker to come into their business
    and would happily offer to pay them 20% of results, especially when most high end SEO companies
    I partner with only spend in the 35% range of total revenue generated on cost of providing service.
     
  18. badboymarketer

    badboymarketer Registered Member

    Joined:
    Apr 2, 2009
    Messages:
    70
    Likes Received:
    37
    It is for the right company, many SEO companies struggle to generate quality leads and this solves their problem.
     
  19. badboymarketer

    badboymarketer Registered Member

    Joined:
    Apr 2, 2009
    Messages:
    70
    Likes Received:
    37
    Your little bird is wrong,
     
  20. SkyrocketSEO

    SkyrocketSEO Jr. VIP Jr. VIP Premium Member

    Joined:
    Nov 5, 2012
    Messages:
    4,341
    Likes Received:
    11,234
    Occupation:
    travəlɪŋ
    Location:
    Aibres
    Home Page:
    Please tell me more about pricing, is it going to be limited offer at $97?