Share With Others
Presented by Andrew Goebel
In the digital age, the business of lead generation has transformed from a mere afterthought to a pivotal cornerstone of a company’s success. Reflecting on my journey, there’s a slew of advice I wish I could send back in time to myself when I was starting in the lead gen industry. And now, working with Custom Design Partners, I’ve honed these points to help anyone who’s aspiring to dominate in this field.
1. The Golden Rule: Select a High-Ticket Industry with Good Margins
It’s not just about generating leads; it’s about generating valuable leads. Aim for industries where the average sale value is high, and profit margins are attractive.
2. Quick Conversions are the Key
If you can, target markets where leads convert faster. This not only ensures a quicker ROI but also keeps your clients happier and more engaged.
3. Prioritize Buyer Urgency
Sell leads that are not just interested, but are urgently seeking a solution. This minimizes market disruption and maximizes conversion potential.
4. Cater to Established Businesses
Steer clear of ‘back yard barrys’ and one-man-shows. Focus on established businesses that have a proven track record of converting leads. These businesses not only recognize the value of quality leads but also have the infrastructure to close them.
5. Dive Deep into the Business Mechanics
Understand your target market’s business model as if you owned it. This gives you a competitive edge, allowing you to anticipate needs and adjust strategies accordingly.
6. Talk Their Talk
Your solution should directly address the issues that keep your prospects awake at night. Understand their pain points and communicate how your leads can solve them.
7. Sell the Dream, Not Just the Data
Remember, you aren’t just selling leads or calls – you’re selling the potential for exponential revenue growth. Position yourself as the gateway to more business opportunities.
8. Be a Growth Expert, Not Just a Lead Gen One
Positioning is everything. Establish yourself as a niche-specific business growth maestro rather than just another digital marketer. This elevates your perceived value, making price-based negotiations less frequent.
9. Master the Critical and Outsource the Rest
Focus on honing skills that drive your business forward. Think marketing, sales, communication, and negotiation. For everything else? Outsource to professionals who can do it better and faster.
10. Trust and Value Go Hand-in-Hand
The quality and depth of the relationship you cultivate with clients will always reflect in your revenue. Be trustworthy, and consistently overdeliver.
11. Don’t Solely Rely on Organic Lead Gen Methods
While organic methods have their merits, speed and consistency in generating leads are paramount. Diversify your strategies for optimal results.
12. Conversion Mastery: The Real Game
Prioritize understanding what makes a lead convert. Fine-tune your expertise in Conversion Rate Optimization (CRO), offer crafting, and copywriting to stand out.
13. Free Leads? A Big No!
While it might be tempting to offer free leads to attract prospects, it sets a difficult precedent. Instead, focus on minimizing the perceived risk for potential clients to get them on board.
While I could probably list another 20 points, these are the core pillars I would emphasize if I were to start all over. For those budding lead gen entrepreneurs, take these lessons to heart. In collaboration with Custom Design Partners, we aim to provide insights that not only educate but transform businesses. Happy lead hunting!
Co-founder Custom Design Partners
Alexander Hatala is the co-Founder at Custom Design Partners. He specializes in e-Commerce operations, performance marketing strategies, and behavioral analytics.