25 {{ upvoteCount | shortNum }}
25 {{ upvoteCount | shortNum }}

Lead Generation For Business Owners

by sdentrepreneur
21 replies
After 4+ solid years of full time marketing to business owners....from selling them websites, PPC Campaigns, E-Mail Marketing, SEO and Social Media packages, it has come very clear to my that what business owners want is new or recurring clients. That includes as way to track these said clients.

Being an ex business owner (gas stations/auto repair) myself for 18 years, that is all I wanted from my marketing efforts back in the day. If I ran a Penny Saver ad for $500, I would track what the average repair order was per client to make sure I am least made $500 in auto repairs back to call that campaign a success.

What has happened to this world now with Internet/Social Media Marketing, its much more difficult to track the way we can show results.....business are looking for instant and trackable leads/sales/new clients.

Are you selling lead generation package to your clients? Here are a few ways I am including this in my marketing packages and would like to hear from others what they are doing.

1. Use Facebook Deals, Foursquare Checkin's, Google Offers and Yelp Specials to show my clients what leads are coming from Social Media
2. Creating a lead capture page on Facebook Page, Blog and Website to generate an e-mail address.
3. Use Google Analytics and tracking codes to show the client exactly what web traffic I am driving and what is concerting to a lead or sale.

Other ideas?
#business #generation #lead #owners
  • Profile picture of the author greentek
    Banned
    [DELETED]
    {{ DiscussionBoard.errors[6834170].message }}
  • Profile picture of the author grey38
    That's an extremely awesomely simple template. I tried that one group of beautiful themes from OfflineBiz, but they are too darn difficult to set up, and maintain. Especially to keep doing them one after another.

    This is the perfect type of lead gen site, thanks for sharing. Just checked out, it's a whopping 97 bucks... But that's not too bad I'll invest one day soon.
    {{ DiscussionBoard.errors[6834315].message }}
  • Profile picture of the author imlogic
    tracking phone numbers.
    {{ DiscussionBoard.errors[6834510].message }}
    • Profile picture of the author sdentrepreneur
      Great point, we do that on some of our PPC Campaigns. Use phone tracking software that forwards to our clients number but we have a record/report to prove when the call originated. We should use same or different numbers on other sites including Social Media


      Originally Posted by imlogic View Post

      tracking phone numbers.
      Signature

      Learn Digital, Internet and Social Media Marketing For Your Business
      Click here to learn more - Digital and Social Media Marketing Training Course

      {{ DiscussionBoard.errors[6835847].message }}
  • Profile picture of the author Ivar1990
    Use redirecting phone numbers.
    {{ DiscussionBoard.errors[6834719].message }}
  • Profile picture of the author bluecoyotemedia
    this is very interesting because from my street experience dealing with small to mid business. the owners really had no clue as to what working and not working

    they dealt with day to day operations like a ping pong going back and forth




    Originally Posted by sdentrepreneur View Post

    After 4+ solid years of full time marketing to business owners....from selling them websites, PPC Campaigns, E-Mail Marketing, SEO and Social Media packages, it has come very clear to my that what business owners want is new or recurring clients. That includes as way to track these said clients.

    Being an ex business owner (gas stations/auto repair) myself for 18 years, that is all I wanted from my marketing efforts back in the day. If I ran a Penny Saver ad for $500, I would track what the average repair order was per client to make sure I am least made $500 in auto repairs back to call that campaign a success.

    What has happened to this world now with Internet/Social Media Marketing, its much more difficult to track the way we can show results.....business are looking for instant and trackable leads/sales/new clients.

    Are you selling lead generation package to your clients? Here are a few ways I am including this in my marketing packages and would like to hear from others what they are doing.

    1. Use Facebook Deals, Foursquare Checkin's, Google Offers and Yelp Specials to show my clients what leads are coming from Social Media
    2. Creating a lead capture page on Facebook Page, Blog and Website to generate an e-mail address.
    3. Use Google Analytics and tracking codes to show the client exactly what web traffic I am driving and what is concerting to a lead or sale.

    Other ideas?
    Signature

    Skunkworks: noun. informal.

    A clandestine group operating without any external intervention or oversight. Such groups achieve significant breakthroughs rarely discussed in public because they operate "outside the box".
    https://short-stuff.com/-Mjk0fDExOA==

    {{ DiscussionBoard.errors[6835534].message }}
  • Profile picture of the author Lee M
    Originally Posted by sdentrepreneur View Post

    After 4+ solid years of full time marketing to business owners....from selling them websites, PPC Campaigns, E-Mail Marketing, SEO and Social Media packages, it has come very clear to my that what business owners want is new or recurring clients. That includes as way to track these said clients.
    If I understand you properly ... in your experience ... business owners are more excited to land a NEW customer ... versus ... marketing to their EXISTING customers, right?

    If so, that's exactly what I have found. They don't have an 'in-house customer list' ... so the great majority can't or don't know how to reach out to current customers to bring them back again.

    Said another way, "Hey I can bring you 10 new customers per day!" ... that sounds better to them than ... "Want to market to your existing customer base?"

    Needless to say it costs way more to gain a new customer!
    Signature
    Working from Home since 1991
    (Well before anyone knew it could be done!)

    “Observe your competitors, for they first find your faults.”
    {{ DiscussionBoard.errors[6836037].message }}
    • Profile picture of the author Irish Intuition
      Originally Posted by Lee M View Post

      If I understand you properly ... in your experience ... business owners are more excited to land a NEW customer ... versus ... marketing to their EXISTING customers, right?

      If so, that's exactly what I have found. They don't have an 'in-house customer list' ... so the great majority can't or don't know how to reach out to current customers to bring them back again.

      Said another way, "Hey I can bring you 10 new customers per day!" ... that sounds better to them than ... "Want to market to your existing customer base?"

      Needless to say it costs way more to gain a new customer!
      WAY more excited to get new customers! In any business most of the profits come from back-end sales and repeat business. That said, if we come at a business talking about their current customers they yawn and fall to sleep.

      Most want 2000 customers on their list... even though only 500 continue to purchase down the road. This is why most small businesses stay micro, or die.
      Signature




      {{ DiscussionBoard.errors[6836142].message }}
      • Profile picture of the author kebertt
        +1 for tracking phone numbers. In the past I have done lead generation for local businesses and created a "rent a site" model in their niche. I did SEO and ranked the site to #1, set up a simple contact form, and a local phone number that was forwarded to the business. I've had lots of sucess with Google Voice. You can keep track of all of the calls and messages each day and archive them for future reference.
        Signature
        Digital Booked - Appointment Setting Services for Web Designers
        {{ DiscussionBoard.errors[6836228].message }}
      • Profile picture of the author kirbymarketingconcierge
        why are they not focused on recurring customers????

        It makes economic sense. the "lifetime customer value"

        why do they fail, at doing the basics?

        why don't they track biz. better?

        really amazing isn't it?

        are they embarrassed about asking for future biz?
        asking for Referrals seems needy?
        to much effort to say " we want your business long term, so we will take care of you now, so your satisfied and come back" ????

        they just don't think about it?????
        {{ DiscussionBoard.errors[6836265].message }}
        • Profile picture of the author Irish Intuition
          Originally Posted by kirbymarketingconcierge View Post

          are they embarrassed about asking for future biz?
          asking for Referrals seems needy?
          to much effort to say " we want your business long term, so we will take care of you now, so your satisfied and come back" ????

          they just don't think about it?????
          One word- yes
          Signature




          {{ DiscussionBoard.errors[6836303].message }}
          • Profile picture of the author kirbymarketingconcierge
            Originally Posted by Paul McQuillan View Post

            One word- yes
            This is why I do the Take Away.

            Mr Auto Repair guy? do you want more money by seperating yourself from your competition.
            do you want to be 1 of the best?
            In these tough economic times and the possibility of a shrinking market, you have to focus on getting a bigger "Piece of the Pie", when things are shrinking.

            it's biz. reality...... so are you going to "stand there and bleed or draw your weapon" ( great scene from Tombstone with Kurt Russell ).

            are you going to just Settle and control your risk (fears) or adapt to new realities???

            IMO and Approach....I could be wrong....
            {{ DiscussionBoard.errors[6836350].message }}
    • Profile picture of the author sdentrepreneur
      What I meant by recurring customers was marketing to existing clients. Main thing is they are looking for a ROI......if I charge them $1,500 per month, I need to prove to them they will net $3,000 or more per month from that marketing channel.


      Originally Posted by Lee M View Post

      If I understand you properly ... in your experience ... business owners are more excited to land a NEW customer ... versus ... marketing to their EXISTING customers, right?

      If so, that's exactly what I have found. They don't have an 'in-house customer list' ... so the great majority can't or don't know how to reach out to current customers to bring them back again.

      Said another way, "Hey I can bring you 10 new customers per day!" ... that sounds better to them than ... "Want to market to your existing customer base?"

      Needless to say it costs way more to gain a new customer!
      Signature

      Learn Digital, Internet and Social Media Marketing For Your Business
      Click here to learn more - Digital and Social Media Marketing Training Course

      {{ DiscussionBoard.errors[6836512].message }}
      • Profile picture of the author kirbymarketingconcierge
        Originally Posted by sdentrepreneur View Post

        What I meant by recurring customers was marketing to existing clients. Main thing is they are looking for a ROI......if I charge them $1,500 per month, I need to prove to them they will net $3,000 or more per month from that marketing channel.
        sdentrepreneur
        James Hickey - Marketer
        War Room Member

        James,

        I have noticed your posts long term. you really provide good advice.

        now that I know you were an auto repair biz. owner, I respect your opinions even more!

        *It's a tough biz. and since I can't even do an oil change and my brother is a great Auto Mechanic..... you have a high level of experience from AM to IM

        why do you think "they fall down on the job" by not really focusing on recurring biz?

        how do you get them to be proactive???
        {{ DiscussionBoard.errors[6836534].message }}
        • Profile picture of the author sdentrepreneur
          Thanks Kirby

          Relating this back to my auto repair days, I would try to lock people into having us handle all the oil changes for a low cost and the upsells came off brakes, engine repairs and other.

          Business owners now don't always think like that. That is why they are terrified of Yelp,
          it can expose them and force them to provide great customer service.

          All I can do as an Internet Marketing Consultant is drive targeted leads and help maintain the current data base of clients. I can't run their businesses for them. Well...I could if they paid me triple..haha...I do consult business owners on what to do with the lead. There is just not time in my day to take on this type of project and I have NO desire to create a marketing full agency that would handle this.....I am too much of a solo entrepreneur now.


          Originally Posted by kirbymarketingconcierge View Post

          sdentrepreneur
          James Hickey - Marketer
          War Room Member

          James,

          I have noticed your posts long term. you really provide good advice.

          now that I know you were an auto repair biz. owner, I respect your opinions even more!

          *It's a tough biz. and since I can't even do an oil change and my brother is a great Auto Mechanic..... you have a high level of experience from AM to IM

          why do you think "they fall down on the job" by not really focusing on recurring biz?

          how do you get them to be proactive???
          Signature

          Learn Digital, Internet and Social Media Marketing For Your Business
          Click here to learn more - Digital and Social Media Marketing Training Course

          {{ DiscussionBoard.errors[6836818].message }}
  • Profile picture of the author Chris Beatty
    I like to use dynamic call tracking on my lead gen sites. Basically it swaps out different call tracking numbers depending on which ad or which referring source the client was sent from.
    Signature
    How I Generated 217 INBOUND Phone Calls For My Marketing Agency <------- Scripts Are Included
    {{ DiscussionBoard.errors[6852674].message }}
  • Profile picture of the author redcell1
    Call tracking is a must now. Plus depending on who you use you can get some numbers/minutes for cheap and you can use different local/toll free numbers for different mediums.

    Another thing to keep in mind is that you should always follow up with the business owner to see which traffic sources performed the best.
    Signature

    Just here to see the shenanigans.

    {{ DiscussionBoard.errors[6852799].message }}
    • Profile picture of the author sdentrepreneur
      Totally agree, its hard to get a business to ask each person that comes in how they heard about them. Using those numbers can big part of lead gen and proving your worth.


      Originally Posted by redcell1 View Post

      Call tracking is a must now. Plus depending on who you use you can get some numbers/minutes for cheap and you can use different local/toll free numbers for different mediums.

      Another thing to keep in mind is that you should always follow up with the business owner to see which traffic sources performed the best.
      Signature

      Learn Digital, Internet and Social Media Marketing For Your Business
      Click here to learn more - Digital and Social Media Marketing Training Course

      {{ DiscussionBoard.errors[6867862].message }}
  • Profile picture of the author xlfutur1
    This post is so true. The more I work with local businesses, the more I'm convinced that every ad, either online or offline, should have a tracking system and virtual phone number attached.

    Its so easy, and ridiculously cheap, yet virtually every offline business doesn't do it. they have no idea what part of their marketing is producing results and exactly what those results are in terms of increased revenue. This area is an absolute goldmine for offline marketers.
    {{ DiscussionBoard.errors[6853319].message }}
  • Profile picture of the author Chris Beatty
    xlfutur1....... I've actually made that an "upsell" on my lead generation services. Call tracking for all their marketing mediums! An absolute must and it positions you as an expert! One of my clients thought it was SO COOL that I could give him a phone number to stick on his Angie's List ad so that he would know if it was working or not! That's how you make a happy customer. Be Their Expert!
    Signature
    How I Generated 217 INBOUND Phone Calls For My Marketing Agency <------- Scripts Are Included
    {{ DiscussionBoard.errors[6864710].message }}
  • Profile picture of the author badyari121
    thanks for sharing your ideas it will surely help
    {{ DiscussionBoard.errors[6864717].message }}

Trending Topics