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.