Getting local clients to sign up for lead generation

Getting local clients to sign up for lead generation

When you run your own business you quickly realize that lead generation takes up a lot of time, and even more, if you're doing it wrong, so you'll likely outsource the work to a credible company or fine-tune your advertising over a few months until you're satisfied with the results.  Now, most companies aren't very tech savvy and most things to do with code and advertising are above the business owners heads, and that's where you come in!

Generating leads for companies isn't actually that difficult, especially for brick and mortar type businesses, and this is because you can be geo-specific when it comes to running ads and getting a businesses name in front of a lot of potential customers.  Every single advertising platform out there allows you to target specific states, countries, regions, and you can even get as specific as a mileage around a specific address or town.  This means you can get super targeted with your lead generation and know for sure the people who are seeing your advertisement are actually within the range of the business you're promoting, and could turn into a customer.

This discussion is more for the people who are actively seeking out clients who need lead generation and now people who are learning how to close a deal.  If you're already generating leads for clients, or you want to start, this discussion will show you some tricks or the trade that I've learned over the years to bring in plenty of potential clients while profiting month to month


Cold calling
When it comes to generating leads for a company, cold calling is one of the oldest methods you can use.  Basically, you're getting a list of phone numbers and calling them to pitch your product or service.  You'll get shot down almost all of the time, but with this method, you're only going to profit if you can do 300+ calls a day.

The downside of cold calling is that it's very time consuming, and that's where call centers come in handy because you can outsource the work to a company that has people who actually speak English!  You'll need to look up the prices for call centers in the Philippines, but don't worry too much, it's actually much cheaper than anything you'll find in the US.  The bonus is that people in the Philippines actually speak English, so there isn't really a language barrier for the people calling to the US.

Figure out their pricing, then double that amount when pitching to people who are interested in cold calling to generate leads.  If you do this, you'll profit 50% of the sale for just making a phone call


Using Facebook Ads
Facebook ads have gotten so advanced that you can target people based on their day to day actions.  Do you want to target someone that has a habit of shopping at department stores?  You can do that through your targeting options and interests within the dashboard! 

Facebook is actually a great way to build brand recognition and not just generate leads.  You can work out a contract with a company and throw in "Free Brand Recognition Service" with your service because it can be done simultaneously with lead generation through Facebook ads


Using Adwords
Adwords is similar to Facebook ads except for the fact that it isn't as personal.  You won't be able to build a brand as well as you can with Facebook ads, but you can still pull in a lot of traffic with the right campaigns running on Google.

Target page 2 when setting up your ads, yes I said page 2 because you will pay less for your clicks and you will likely land on page 1 fairly often.  After a few weeks, you should increase your bids, because your ads should be dropping in CPC anyway, which will save you money and boost your lead generation at the same time.


Handing out flyers and placing door hangers
This method words great for local services like a company that mows lawns, a mobile car detailing service, plumbing services, and anything else you can think of that you'd purchase for yourself and your home. 

This lead generation method does take a bit of time, but it works fairly well if done right, so I advise everyone to at least dabble in this before writing it off.  Yes, it does take a bit of investment up front if you want to look professional, because you'll want to have color flyers and/or door hangers on stocky paper in order to stand apart from the rest.

Think about it, if you land on a website that is poorly designed you'll likely think the service or products aren't that good, right?  The same goes for flyers and door hangers, the better the quality they are, the more likely people will think you're a credible company before looking you up. 

I've actually done the door hanger method for a digital service I had, and I targeted 1,000 local businesses over the course of 2 days and made $3,500 over the course of 2 months.  I paid $250 in total for the design and printing of the door hangers, which means I profited $3,250 for just 2 days of work


Using the power of SEO
A lot of people don't go this route because it does take some time to build up, but it's definitely worth it and can be used for multiple clients down the road.  You can sell your SEO services to a client or you can set up a few websites and do proper SEO on them in order to rank for keywords that your client would want to get leads from.

Essentially, you'll be setting up a few websites and adding a bunch of content to them in order to rank in the search engines for specific keywords.  Before you start to rank, you'll want to place your client's banners on the website as a sort of advertisement, and be sure they're dofollow so they get a slight boost in the SERPs

You're basically setting up a few competitor websites to your client, but funneling all the traffic to them somehow   If your client decides they don't want to pay you anymore, don't worry, because you can sell the same service to anyone in that niche since you already have everything set up and can pick up right where you left off.  You just swap out the banners and your new client is immediately getting leads


In conclusion
The methods above aren't too advanced, but good marketing never really is and you don't want to overthink it.  Yes, you'll need to be sure to track absolutely everything so you know what's working and what isn't.  If you're not tracking anything, you won't know where you're losing money and what your golden nuggets are.  Eliminate the things that aren't working and stick with the methods that are, this way you're not losing any money and your clients are also extremely happy with their new sales


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Thanks!

Tommy Carey