B2B and the Pay Per Lead Model
Today’s blog post is all about B2B Leads and whether you can sell them on a pay per lead basis.
A lot of people think that B2B and Pay Per Lead do not go together, however, we have seen very different stories within our closed Flexxable Mastermind group for members who have bought our course.
If you are struggling finding a niche and have decided to start exploring the B2B space and are wondering weather you can sell them on a cost per lead basis? Then, the answer is Yes!
In this video I talk about:
- Audience size, why it’s critical
- Requirement for a ‘sexy’ offer. If you can’t find one, don’t go there
- Importance of AOV (although it usually looks after itself)
- Why you can charge a HELL of a lot more
Hope you enjoy!
Pay Per Lead Model – FAQS
Q: Will I really get paid upfront?
A: Yes, usually you get paid on a Friday and run the leads the following week
Q: Will I be using my client’s advertising account or my own?
A: Your own, your client will not have visibility, and will not know your CPL
Q: Will I be risking my own money with this model?
A: Yes and no. As above you are getting paid upfront for your leads, so it’s not really your money you are using in the advertising account. It is unusual you would make a loss on your offer, but it could happen. Yes, this is a higher risk model than when you add your client’s credit card to their account, but higher risk, higher reward!
Q: Will I be adding my own credit card to the advertising account(s)?
A: Yes, get ready to fly business/first class from now on. You also get net 30-day payment terms with most credit card providers which helps cash flow early on during your transition period.
Q: What markup should I expect on my leads?
A: If you generate the leads for $10, you should look to be selling them for $25.
Q: Does Dan have a programme? How much is it?
A: Yes,called the Pay Per Lead Agency Blueprint, but you should be able to take what you have learned within the free case study and apply it without the course. We have lovely stories where people who have gone from zero to $40k per month profit without joining our programme. The cost of the course depends on your situation, only a few are accepted because we want to make sure people that join us are a good fit
Q: Can I run the Pay Per Lead model alongside my current retainer clients?
A: Of course, in fact, if you already know the CPL of your current clients you can use this data as intel to approach other clients in the same vertical on a Pay Per Lead basis. It’s actually a huge bonus if you are currently doing lead gen from Facebook or AdWords
Q: Is this course applicable to newbies?
A: Not really, it’s better if you have some experience in lead gen, although in some instances we do accept beginners. You would need a ‘foot in the door’ with a client with a strong national offering. It could be you have worked for them in a previous life, or have a good friend who is the marketing manager of a big firm, for example.
Q: How quickly does this work?
A: Selling leads is the easiest way to land large clients. We would expect you to land a client within two weeks. And be selling leads at roughly the markup mentioned above a week after. If you do some rough maths, at 50 leads per day this is where you should be after four weeks.
Q: I have generated leads from Facebook before and the quality is not great for my clients. How do you get quality leads?
A: We use an advertorial and quizzes between the ad and the landing page. Watch the case study for more info.
Q: What tools do you use to build your lead gen funnels?
A: Unbounce is best, but we have people using Click Funnels too.
Q: What are some good industries?
Income Protection Insurance
Claims (such as personal injury)
Tow Bar Installation
Real Estate (motivated sellers)
Q: I have a question which is not answered here. How do I find out the answer?
A: Post in the comments box and we will get back to you as soon as possible.
Flexx Digital is a PPC agency that uses the Pay Per Lead model – no retainer contracts.
If you want to find out more about this Pay Per Lead model, and how we run the business, check out my free case study.
Inside you’ll find how I:
- Severed ties with retainer contracts once and for all
- Moved away from local businesses
- Started working with national B2C companies
- Land high-ticket clients
- Found the verticals we work in
- Consistently generate leads of the highest quality
Click here to watch it now: