Buying Internet leads is a simple way to get expert marketing on a per leads basis. You buy individual customers who have raised their hands to be contacted, short-cutting the whole recruiting and hiring nightmare. In addition, if the marketing isn’t working for your sales you can immediately cut the expense and find leads that do.
This is one of the big advantages to buying leads. You have the flexibility to immediately control the quality of the prospects flowing into your sales pipelines. Meanwhile, you are being as efficient as possible with your marketing dollars.
Unfortunately, many mortgage, debt, and insurance businesses are intimidated by the process of buying Internet leads. Let’s take away some of the mystery and give you some tips.
First Focus on Your Business
The most important part of lead buying is your business. You need to know what you need in your sales pipeline–very specifically. Take some time and profile your ideal customer. What types of products do prospects normally buy from you? Then try to identify key characteristics: location, loan amounts, policy type, debt amount. With this little bit of thought you will filter a better lead from your lead provider.
Do a Little Research
There are lots of fly-by-night lead providers out there. A little research will save you money. Check the better business bureau, do some Internet searches, and ask some friends in the business.
This small amount of research on lead buying will certainly give you some tips on what to look for in a lead provider, how to steer clear of bad lead providers, and maybe even some ideas on pricing.
Evaluate Different Leads
There are a whole range of different types of leads. Not only are there Internet leads for a variety of products, like: mortgage leads, loan modification leads, insurance leads, and debt leads. There are a variety of categories of each of these, like: long form leads, short form leads, aged leads, telemarketing leads, hot transfer leads.
Each of these various lead types has a specific fit for different organizations. You have to decide which of these leads is going to do the best in your business.
Try Some Lead Providers
All lead providers are not made in the same image. You should try a variety of them. If you have the resources I suggest at least trying one or more real-time lead provider and a reputable aged lead provider. This way you can purchase a significant amount of leads, but also manage your costs. It also gives you an opportunity to gauge quality with multiple inputs.
In certain markets you will be surprised how aged leads (at a lower price point) might actually outperform real-time leads.
Measure the Performance
In all cases, measure! You will need to track what your leads are doing and ensure your investment is worth it. If leads don’t convert–whether it is your fault or the lead providers–you are hemorrhaging marketing dollars.
If you are measuring your performance with the leads you buy you can make adjustments or share your findings with the lead provider to fix the issue. Without metrics you are flying blind and probably wasting money.
Get Consistent
Finally, you need to find a consistent process for Internet lead buying. You need to find the right kind and volume of leads. Then buy them at a steady pace. Stopping and starting lead buying is a guaranteed why to make you revenue unpredictable. Even if you buy less at a time, but have a steady order once a month you will create a nice predictable sales revenue picture.
Hopefully, these guidelines have made your lead buying a little simpler. If you have any questions–call me.
If you liked this post please sign-up for my weekly newsletter filled with sales and lead buying tips.
If you Twitter: Follow me @troywilson.
Want more information about buying aged mortgage or debt leads?
Call 949-861-3122 or visit www.nextwavemarketingstrategies.com.
