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Content-driven lead generation

Title Slide

How to Stop the Churn, Without Chasing New Customers

How to create and sustain exponential growth and stop the churn

Intro/Rapport

Why do all lead providers’ lead suck?

We all know this to be a universal truth. Your customers churn constantly because of this fundamental fact.

So, why don’t you improve your marketing, your targeting, your filtering - your leads?

Customers believe your leads suck for two reasons, and only two reasons:

  1. They are untrained salespeople, or
  2. Their training/experience is ineffective in selling to online consumers

Goal 1: The Opportunity

Today’s presentation is for two types of people…

  1. Smaller lead providers that simply can’t afford to or have had trouble staffing an effective sales team to sign up buyers to your network
  2. Larger lead provider that want to accelerate their growth by fueling their sales team with inbound lead buyer opportunities

Goal 2: The Big Domino

My Goal Today…

  1. The ONLY WAY to sustain exponential growth and stop buyer churn in this business is to Train Salespeople…
  2. The ONLY WAY to train salespeople, is through Content Marketing.

Qualify Yourself

I've been a lead buyer and seller since 2000

I've been generating leads for mortgage, insurance, and legal services since 2008

I've been marketing lead providers since 2010

Based on my experience in this business, I would guess that everyone in this room:

  1. Has a sales team constantly hunting down lead buyers
  2. A frustrated sales team trying to convince buyers there leads a somehow better than everyone else’s leads
  3. Is spending more than you should trying to “improve” your leads with expensive data, technology, and processes

But, guess what…

You can solve all of that by teaching your lead buyers how to sell to and convert internet consumers and ultimately how to buy leads

Along the way you will:

  • Improve your brand awareness and loyalty
  • Grow a much larger prospective buying audience
  • Increase lead buyer retention
  • Improve the perception of your lead quality!

Epiphany Bridge Story 1: Origin Story

I discovered this formula selling aged leads

Talk about a lead quality problem

But, the challenge didn’t stop there

This is a really small market…

Most potential lead buyers don’t know about it and many others have a negative impression of this market segment

But, guess what…the telemarketing and live transfer world is fueled by this segment of the lead market. And, I had successfully used them for years with mortgage teams that I’ve run

Liken Your Story to Them

So, my objectives were twofold:

  1. Enlarge my market through awareness
  2. Increase transparency and set expectations about what a (good) aged lead is
  3. Teach prospect lead buyers how to create effective sales processes and systems to close my leads

Case Study

I generate over $100,000 in lead sales a month without a single sales person.

I rank on the first page for all the major lead types

I also rank on the first page (Google Search and YouTube) for the most important sales skills…

TO CLOSE INTERNET LEADS!

Secret 1

Harvest Sales Traffic > There is an enormous audience for sales training and more specifically sales "silver bullets." > Result: We'll grow your audience of potential lead buyers

[Netflix UI]

  • Cold Calling
  • Sales Scripts
  • Drip Email Campaigns
  • Outreach Strategies & Automation
  • CRM optimization

Secret 2

Hook Them on Your Way > Teach them to be better salespeople. Help them to setup processes and systems to convert leads more effectively and with less effort.

  • Disciplined sales processes —> sales scripts, and
  • Systems —> sales automation and smart technology

This is what closes internet leads.

Secret 3

Introduce Them to Sales Crack - Leads > Introduce them to unlimited leads. Turn them into experts on internet leads - how they are generated and how to convert them. Teach them about ROAS > Result:

Once you have them devouring your sales training and methods, introduce them to leads.

  • Teach them what they are. Be specific. Show them how the sausage is made.
  • Teach them to evaluate how to buy and how to evaluate profitable marketing —> ROAS

Then, offer to sell them leads.

The Offer

Are you ready to stop chasing and stop churning?

Start training your network to be top producers

Then sell them the fuel!

Final Slide

The framework

My contact info

The landing page!

I would guess that everyone in this room:

  1. Has a sales team constantly hunting down lead buyers
  2. A frustrated sales team trying to convince buyers there leads a somehow better than everyone else’s leads
  3. Is spending more than you should trying to “improve” your leads with expensive data, technology, and processes

But, guess what…

You can solve all of that by teaching your lead buyers how to sell to and convert internet consumers

Along the way you will:

  • Improve your brand awareness and loyalty
  • Grow a much larger prospective buying audience
  • Increase lead buyer retention
  • Improve the perception of lead quality!