Part II A - Six-Figure Lead Gen Biz: Lead Gen Methods, Lead Types, Niche Giveaways....

Part II A: Six-Figure Lead Gen

- Lead Types - Lead Gen Methods - Target Niches -

*Part I can be read here:
http://www.blackhatworld.com/blackh...-biz-part-i-introduction-niche-selection.html

Before we start it is important to recap the various lead types you can target for acquisition and sale. While seemingly
"self explanatory," I cover this moreso as a reminder to put yourself in the mindset of the "lead type" you are trying to acquire.

This will help you to optimize your lead capture later on, and even moreso with generating QUALITY leads that are
pre-qualified for your end customer (sales agent, broker, etc).

This will allow you to command a higher sales price, negotiate better terms, and consequently earn more $$$$
for your efforts.

A. Lead Types:

1. B2B:

Generally speaking, a lead for a business contact to which you would sell a product or service to directly.
Products/services would be used for a "business."

Generic B2B Leads: Not industry specific, can sell ANY generic product/service a business would need.
- Think marketing, leads, payroll, merchant processing, office supplies, etc

Niche B2B: Industry specific
- Think supplement sales to a gym, or improved safety goggles to a machine shop.

1. Consumer:

These are what most of us are used to. Think anything an end user (individual) would need/use. Everything in your
local hardware store, grocery store, retail chain, etc are all consumer goods.

Generic Consumer: Non-specific
- Think "evergreen" products that appeal to the masses such as health, finance, gifts, give aways, saving money
on gas, etc etc.

Niche Consumer: Have expressed interest in a specific item/service in a given niche.


B. Lead Gen Methods:

Each one of these could have its own thread in and of itself, but I'll try to keep the key points on target and people
can ask questions afterwards. Most skills for these can be found throughout BHW anyway....do some research and learn,
might just do you some good : )

FREE/LOW COST METHODS:

1. Networking/Referral System (plus my special twists that you prob never thought of)

Sounds real "old School" doesn't it? Fact is, it simply works. The more people you know who trust and respect your
knowledge the more leads/referrals, etc you'll have coming in.

a. Partner with parallel businesses:

Those not in direct competition of the niches you are generating leads for. If you were trying to generate gym leads,
think about partnering with local tanning salons for a joint referral system.

Use lead gen boxes at the counter, put up promotional materials, ask to have a coupon handed out for the gym with
every "receipt" they print for customers (you'll do the same for them at the gym).

A nice touch is a $100 gift card. No, it won't cost anyone $100. A favorite trick of mine in this niche is to have a $100
gift card (real plastic one not a piece of paper) made for the gym that can be used for Personal training lessons OR 1-2
month's free membership.

Hard plastic cards have more perceived value and seem more "real." Conversion rates were double digit higher when
we used these. Companies like this: www (dot) plasticresource (dot com) /plastic/giftcards/ have them for sale. I'm sure
you can find cheaper ones.

Why does this strategy work so well?

- Tanning company gets to give a FREE $100 to each of their customers
- Personal trainers give 1 free lesson anyway. This way they get an influx of potential new clients they can convert into
long term customers
- Gym has an average "stay rate" of 8 months. They give away 1-2 months free for 5-6 months revenue, and make
money off the personal trainer's cut as well

The Gift card with a unique identifier is a simple way to track where the leads came from and give credit where credit is due.
You could make them "enter" a code online to "activate" the card as well, thus building your "list" whilst selling the leads.

b. Guns for Hire:

Depending on the niche, you may be able to provide a substancial reward for each "verified" lead generated by others.
That said, a easy way to start some grass roots lead gen is to simply build an affiliate program. Doesn't have to be fancy.

Places to find your foot soldiers:

1. Classified Sites: (example ad copy below)

"Subject Line: Make $200 a day referring people to "service/product"
(Body)
This is by far the easiest way to make up to $100 a day.
Work whenever and wherever you want.
Here's a quick 3-step breakdown of how this works....
Step 1 - I supply you with $xx dollar plastic gift cards for my (service/product)
Step 2 - You hand them out or sell them
Step 3 - I pay you $xx for each person that signs up for my service/product.

The last guy I had working for me moved, but he was averaging $xxx per day after just a few weeks. Contact me
soon if you are interested. Slots are VERY limited for this position."

Now, what I would do is give them the "referral" and "networking" run down. Show them how to do quick FB promotions,
who might be interested in the cards, etc.

2. ***TWIST***

Use the above but instead of CL hire some high schoolers. Ever buy "crap" from girlscouts or the local football team
when they were trying to raise money?

Right, so, make your own "discount" gift card (which in reality is really just a lead gen card) for multiple businesses.
Have the highschoolers go arround and actually SELL THE CARDS to people. Have them say they will give 50% to chairty,
the local football team, etc etc.

BE WHITEHAT AND ACTUALLY GIVE 50% TO A CHARITY!!!

*I let the people select a box of 5 local fundraisers or charities to pick from which is notated upon sale (at which time we
also get their name, phone, address and email with a paper opt in too lol.

Now, give 50% to charity, 50% to the highschool kid. Wait you say? Give ALL the money back? YES. The money was fake
anyway in that it was percieved value based on services your clients (other businesses) already agreed to give away to
generate leads. You will get paid by these companies PER LEAD anyway AND you just built up a new opt in for emal/phone
and SMS when that contact filled out the form upon purchase that you can use later on for your own efforts etc.

What do you sell these for? Anywhere from $10-$25. Depends on how many businesses are on there and the value. Typically
it's not a hard sell as most people buy stuff from these "kids" just to help out their local sports team, etc.

P.S. You promoting the local teams does not have to be "sponsored" or "approved." You can simply make a donation on
behalf of each "purchaser" if they want their name included (I let them decide).

So for example when I give $x,xxx to a local school football fund I include a paper with the dollar value and name of the
person who contributed and/or anon.

C. Target Niche List to Get You Started:

Worked with a number of these in some capacity. They all do fairly well.

Travel Agency
Lawyer
Dry Cleaner
Carpet Cleaner
Dentist
Pediatrician
Doctor
Eye Doctor
Auto Mechanic
Martial Arts
Real Estate Agent
Wedding Planner
Limousine
Florist
Hair Salon
Spa
Car Wash
Roofing
Plumber
Contractors
Electricians
Jewelers
Photographers
Bakery
DJ
Nail Salon
Locksmith
advertising and printing
finance and insurance
interior design and decor
office design and remodeling
assorted business services
engineering and manufacture
architectural design


Part II B will cover more lead gen methods such as:
- Software, more offline, lead exchanges, etc, etc.

 

For those that missed it....

*Part I can be read here:
http://www.blackhatworld.com/blackha...selection.html

And as always, I'm open to suggestions, questions, comments, etc.

Part II B will continue to focus on actual lead generation methods (offline and online), after which we'll tackle where and how to sell the leads, revenue optimization, and data segmentation, etc.

Regards,

 

Head is spinning with this insightful and comprehensive thread!
Lots to absorb!

GG

 

hmm Interesting.

 

good lord this a winner

 

GREAT FREAKIN' READ! I am currently reading both this and Part I and my brain is going through the information like CRACK! Amazing!

 

Thanks.

It's a large topic for sure. Which is why I'm breaking it up into segments. I've been highly successful with it in the past and it can easily turn into a 6-figure business in one years time if you put it into action.

Selling leads direct to the "salesman" or "broker" is only a step away for most people that currently GIVE the leads to CPA companies, etc. Cutting out the "middle man" can help you optimize revenue and build long term sustainable relationships in your industry of choice....which often leads to many backend sales, referrals, etc. Things that you don't get with CPA. Not to mention higher payouts, payouts in advance, rev share deals, etc.

The best part, well one of the best parts, in my opinion, is that leads (quality leads) are the EASIEST thing to sell and will never "go out of style." I've never had issues selling leads to clients, especially after I give them a sample. Normally for the sample, I pre-qualify them myself to make sure they are warm/hot, putting my best foot forward.

Regards,

 

now THIS is a gold post kboxer. Exactly what I meant in the first post.

 

How do you approach the business owner(s) about it this wonderful opportunity they can't afford to miss?

 

Thanks!

I took the suggestions to heart. Only makes sense to write these if they are of value to my fellow BHW crew. I'll be using a lot more examples throughout the progression of this topic and will include some actionable items for those who want to get their feet wet.

Best regards,

 

I'll be covering this "in-depth" with some short script-like info for everyone. Ideally I'll be covering this after I've laid out a few more methods for finding these leads....since you'll need leads to sell before approaching a prospective client. That said, I'll give you a "teaser."

My suggestion, as laid out in the first thread (Part I, to which you can find the link in the OP), was to ONLY target businesses that VALUE leads. What I mean by this is competitive, aggressive, niches with high value leads.

Think:

Insurance
Finance
Lending/Mortgage
Investing
Real Estate

etc etc.

These niches are all "run" by sales and sales agents. That's how they push their business and these are the types of companies you want to target. Companies who have LARGE sales rep/agent presence and pay on commission in full or in part.

Your goal once you have leads is to simply take a casual approach to a rep or broker. DO NOT try to sell them. You won't need to.

Why? Well, why do you have to "sell" someone on SEO, or PPC management, etc? Because you have to get them to understand the value of the service...normally this "value" means a new client or lead right?

Well, this method skips that altogether. You already have the lead/client waiting for them and ANY reps in these types of niches would fight to the death for them (obvious exaggeration).

IF YOU HAVE TO SELL YOUR PROSPECTIVE CLIENT ON "FREE" LEADS TO TEST THEN YOU ARE IN THE WRONG NICHE:\

Any Prospective Client Who Argues About "buying" Leads:

A. Doesn't have faith in his/her sales process and ability to "close" a sale
B. Doesn't know his/her conversion rate per lead
C. Doesn't know the acquisition cost of a new lead for his/her business
D. Doesn't know the lifetime value of a new client
E. Is Braindead or stupid....

Period.

You do NOT want to work with people who don't know the above. They will all be tirekickers, complainers, and will ultimately lead to your demise. You NEED highly motivated sales teams/brokers. Why, because the harder they work and the better they are the more leads they will "close." The more leads they close the more leads they will want and the more satisfied they will be, allowing you to charge a larger premium, negotiate exclusive contracts, and set up rev share agreements.

Regards,

 

Great reply man. I'll keep my eyes on this thread for sure.

 

Thanks kboxer7!

Great info here, free, with details on both theory and real life examples, really an eye opener for ones struggling on making money online.
Regards,

 

yeap man, you do that, really looking forward to it

Further man, please do tell ways by which people who are out of US, can do it

thanks

 

So stoked to see part 2 out so soon! Keep up the good work! I am so down for starting something up like this. I'm gonna have to go back and take a look at what exactly the cards are and stuff though. Kind of just skimmed over.

 

Thanks.

I'm trying to open up some eyes to some other hybrid business type models that can be used to build a real life business whist still leveraging our IM and tech resources and knowledge. Brick and mortar companies in these niches don't flinch at $xx,xxx per month in REAL leads and as such you can really build up a lead gen network that is worth $xxx,xxx fast.

The goal imo, is always to build up a network and sell it off (plus maybe a contract to stay on as a maintenance consultant...this way you can still keep your hands on the ever growing niche list which is worth money by itslef). I'd much rather bank xxx,xxx upfront than $xxxx or $xx,xxx per month. And with residual deals you can build yourself up a real nice safety net if things go south.

Additionally, a lead gen business can be started with very little or NO upfront money. I'm approaching these threads from a comprehensive standpoint (it's what I do), but you could just as easily start off with 10-20 leads a month sold for a rev share or $xx-$xxx per month and make some real good money that can be used to expand.

Best regards,

Appreciate it. Might be another day or two till I roll that one out as I catch up on a few things, but definitely keep your eyes open for it.

 

Thanks.

This type of business is fun, and really can help others reach their goals because you are providing them with direct value. I have a LOT of big topics on this ranging from contracts, selecting the right partners for rev share vs one off sales, building massive lead gen portals, etc.

And don't let me forget....for those that have a service to sell themselves (even if it is just selling leads), I have a KILLER twist on a FREE sales team that will all be highly motivated and intelligent. And NO, it's not just a "oh, pay them on commission" type of thing.

Thanks again for coming along on the ride. I'd hit the official "thank you" button but it seems I've already done that for your kind words in another post too recently.

 

This thread is golden. I really love the idea regarding giving free plastic gift cards. Sparkled plenty of ideas in my head - thanks a lot!

 

Thanks.

We measured e-gift cards, vs printed coupons on reciepts, vs paper vouchers, vs ACTUAL gift cards.

The response was overwhelmingly better with "real" giftcards. People loved them and they had a higher perceived value. What we did do in a lot of cases was have them "activate" the card online by verifying their info.

Now, the activation was "fake" in that there was nothing to "activate." The card would work either way. BUT, what this did, was allow US to capture their info and get a real opt in with phone/email/name etc. that we could use for tracking, but also for our own campaigns etc.

I'm sure you can find some cheaper than the site I listed online, but I assure you that the cost will be justified in the results.

Regards,

 

Hey kboxer I was thinking i know your against the mom and pop's stores but i feel there are still ways to leverage them also. my personal opinion is if you have the ability to increase your revenue you should really try to maximize each and every outcome as best as you could. I think a great way to really utilize mom and pop stores is by Educating them. The majority of these businesses don't actually comprehend exactly what we do its like Seo its only until you hold their hands and explain do they understand how important it is to them. I know i know we dont have the time nor the energy to hold their hands. But i feel having something like a monthly conference where mom and pop stores come to and get a small sample of free leads at the "end of the conference" would in the end prove to beneficial to them and for you. Not only are you creating a presence of trust in that community, You can also network with different owner's and create a partnership , Because come on who wouldn't Love Hot leads, and honestly imo most consumer's are actually more likely to use a local mom and pop store which will help their community then a major corp. The consumer's trend's are always changing and evolving. What are your thoughts