How To Get Clients To Pay Upfront

One of the main problems that occurs in the pay-per-lead industry is getting clients to pay upfront for your leads because the big objection is often where clients only want to pay for leads that get delivered.

A good way we get around this, which works extremely well, is explaining to the client during your negotiation that you will show them how things will work by producing a mock funnel branded to their colours and logo etc.

Doing this shows the client that you’re eager to make things work for them.

In most cases, this is enough to get them going.

I know this may seem like a waste of effort as you don’t yet know how keen the client is, but putting in that extra work shows just how eager you are to get them those leads.

So if you want to learn more about these tactics and improve your lead gen brand, then get in contact with Natalie at [email protected].

Video Transcript

- Hey there, it's Dan Wardrope from Flexxable. Today I want to talk to you about the age old problem if you're in the pay per lead industry of trying to get money upfront for clients to pay for your leads. Okay? Because most of, like a lot of the time the big objection that I get from the students and also some of my clients is that hey, we're not gonna pay for these leads up front. We're only gonna pay for them when they're delivered.

Okay. And that is a valid concern. It's kind of like when you jump in a taxi, you know, you need to think about it in this way. When you jump in a taxi, you're not expected to pay upfront for that taxi fare. Right, because you're going somewhere. Okay?
You know, the taxi driver trusts that you're going to pay them because you're going to get to the destination.

Okay, which is kind of like the way that you want to position it with your clients. All right? And the way that we do this and the way that works extremely well to move them from people that have an objection about paying upfront to people paying upfront is simply this.

Okay, we jump on a call. We don't try and close them and invoice them and send some, you know, a Stripe link or whatever that is. We simply say, okay, we're gonna show you what this looks like after the call. And if you want to go ahead, then let us know.
Then what we do is we quickly, after the call, we jump into our Unbounce account or Quick Funnels account. And we build them a very simple templated funnel. That's branded to their logo, their colors, etc. And then we embed our lead to a quiz. And then we show them, we record a quick Loom video and we show them exactly what's going on, how it works how it happens and how quickly we can get started. 
And the segmentation is key. So we told the client that, okay if you go through our survey, you'll see that some leads aren't gonna be a good fit for you.

Other lead agents will pass that lead on to you and they're gonna be crap and they're not gonna convert but we're going to actually sell them to someone else. Okay? And what happens then is they start saying that their funnel you've built for them is branded. It's good to go. It looks better than it probably would have.

You've done it in a few hours. So they know you're super interested and you're hungry to make it work for them. You're gonna be an ally to their business. And usually, like maybe 50% of the time, this is enough to kind of get them going. Okay? So it's quite a powerful little tactic. And some of you might be thinking, well, no, it's gonna take so much time to build that Unbounce funnel or that Quick Funnels funnel and build the quiz and the segmentation. Well remember that you only have to do this once because with pay per lead you go after one industry at a time, and once you do it once, it's just a simple duplication and you can just do it over and over and over again to combat these objections.

So, you know, like the taxi driver that doesn't expect you to pay 'til the end, you need to put yourself in the shoes of your clients and make it, make them very aware that they're going to get a result at the end which is good enough for them to pay up front for the leads. Okay? And by doing that you need to show them a pick. You need to show them physically so they can have a look at what you're doing and what it's gonna look like for them. And that tends to make all the difference.

So if you want to get hold of all of the templates that we have so you don't have to recreate them for yourself. These are funnels that have probably had, you know maybe nine figures of ad spend thrown at them over the years from our own agency and other people in our program. Then you can get them if you just email natalie@flexxdigital.com.

There'll be a little kind of email address. It'll pop up here. She's my right-hand girl. She's gonna help you. If you're interested in getting started in the pay per lead model and you want to fast track the way that you land big clients. Okay? So I've got a hiccup there. I hope you enjoyed this video. Please comment below if you've got any further questions or you want to get in touch with Natt. Take care.