How do i position this?

[LukeF]

How would I position this?
Share on:


Hi all.

It's been a long time since I've posted here!

So, I'm lucky enough that i can generate warm leads via cold email marketing. I have a system that works, and it works well.

I want to be able to offer this as a service to companies who need more leads.

The thing is though, I'm god awful at selling. I can get the leads in but im no good with follow up calls. So setting up my own agency selling whatever hot product/service off the back of this just wouldn't work for me. Plus i don't want the hassle of the fulfilment. This is a complete side venture for me outside my regular 9-5.

My question is, how should i position this?

1.Should i approach companies and do it on a pay per lead basis? I know that I can target medium to large businesses and get success. What could i charge per lead for a foot in the door?

2. Perhaps agree a percentage of revenue split with any potential client. For this I'd have to A) trust they'd pay me and B) know they could convert well.

3. Offer some leads for free entirely and then try to nail them down with a retainer every month once they see the quality of the work.

Personally, I'm leaning towards number 3.

Any other suggestions welcome.

Cheers,

Luke

 

[Calvin Crane]

I think you are positioning this just fine

 

[OMGVape]

I’d be more than willing to give 2 or 3 a shot.

 

[LukeF]

I think you are positioning this just fine

Hi Calvin.

I can only really help to get B2B leads for digital/creative agencies so it's quite niche and probably quite irrelevant to many people on here.

I appreciate that you might think this is my way of advertising but i can assure you it's not.

Just a genuine question for the ladies and gents of this forum.

Luke

 

[Agarwood]

My model is free leads. Charge per conversion.

Then pick people you like to work with, who can close and will treat your leads well as customers.

And move on quickly if they dont.

That's pretty much what I do.

I effectively have panels for my leads to match the right customer to the right service for them.

And the cost of the services I find is cheaper than going direct.

If you can start to engage with the customer before you pass the lead it helps everyone - you dont have to sell - listen to them and have a couple of questions that help you give them best advice.

Build a reputation for doing things right by everyone and I believe people will want to work with you.

Retainers are nice regular income but once tied together I feel its gets too comfortable on both sides.

If you identify work day one charge a reasonable percentage of that - so that everyone is happy and move on.

Ongoing revenue splits are often a nightmare to manage and say your due money and they let a customer down or their sales conversions are dropping - do you ditch them?

 

[LukeF]

My model is free leads. Charge per conversion.

Then pick people you like to work with, who can close and will treat your leads well as customers.

And move on quickly if they dont.

That's pretty much what I do.

I effectively have panels for my leads to match the right customer to the right service for them.

And the cost of the services I find is cheaper than going direct.

If you can start to engage with the customer before you pass the lead it helps everyone - you dont have to sell - listen to them and have a couple of questions that help you give them best advice.

Build a reputation for doing things right by everyone and I believe people will want to work with you.

Retainers are nice regular income but once tied together I feel its gets too comfortable on both sides.

If you identify work day one charge a reasonable percentage of that - so that everyone is happy and move on.

Ongoing revenue splits are often a nightmare to manage and say your due money and they let a customer down or their sales conversions are dropping - do you ditch them?

Thank you for your detailed reply! I've sent you a PM with a question because you probably won't want everyone knowing on here...

 

[Petr Gogolin]

I'm in B2B web development, so pretty close to your target customer. If I'd be shopping for leads, I would be willing to pay fixed price per lead, your option number one. I don't trust people offering me something for free and I definitelly don't want to offer any percentage from my business since I don't want to share details on our deals with outsiders.

How much would be very variable. If you say it's extra work outside your job, then I assume you'd have rather smaller number of customers you'd be serving personally. In that case I would use value based pricing individual to each customer to maximize earnings. If you want to grow this operations and need something that would scale, having a pricelist makes sense then. I'd ask prospective clients how much it cost them to get a lead now and make decision on my price after gathering some data.

 

[LukeF]

I'm in B2B web development, so pretty close to your target customer. If I'd be shopping for leads, I would be willing to pay fixed price per lead, your option number one. I don't trust people offering me something for free and I definitelly don't want to offer any percentage from my business since I don't want to share details on our deals with outsiders.

How much would be very variable. If you say it's extra work outside your job, then I assume you'd have rather smaller number of customers you'd be serving personally. In that case I would use value based pricing individual to each customer to maximize earnings. If you want to grow this operations and need something that would scale, having a pricelist makes sense then. I'd ask prospective clients how much it cost them to get a lead now and make decision on my price after gathering some data.

Thanks for your detailed post Petr.

A lot to think about there.

Just to be clear on the third option, I would only offer the first 5 or 10 leads for free. More so a way of getting my foot in the door you see. But I see where you're coming from, I don't want to devalue the service too much.

It's something I'd be doing outside of my day job, however it would be relatively easy to outsource certain aspects of it so hopefully scaling to more customers won't be an issue should the business be there.

Thank you again, more information for me to consider!

 

[bmt Promotions]

But I think your positioning this just fine.

 

[LukeF]

But I think your positioning this just fine.

Cracking post