Selling business leads is one way of making money for the different types of businesses. Many industries rely on such leads including financial services, healthcare & medical, industrial & manufacturing, media & publishing, and marketing agencies among others.
You may get these leads because you run some other business with queries or you run a marketing company, thinking of selling them for additional revenue. You must recognize selling leads as a pretty useful skill.
Consider starting a new lead generation business where you can help other businesses get customers by selling the leads. The ability to sell leads opens new doors of opportunity across industries and lets you build a strong network for customers for many in-demand markets. Remember you can always find a lead generation business for sale so that you don’t have to start from scratch.
If you think venturing into a new business with endless possibilities is something you would like to pursue, read on. Once you start learning the tricks of the trade, slowly but surely through persistent effort, you can grow your lead generation business online.
Selecting the Right Lead Vertical
The first thing to consider when selling leads is the type of product that you want to sell online. You can choose one or more lead verticals for doing business. Make sure you understand your strengths and accordingly select the vertical that you think you can succeed in.
Know which lead vertical you want to work in, now you need to decide the lead offering. There are different packages available for you to decide from, also known as packages. Select from different given options to accordingly invoice the buyers for each lead they bought during the last week or month.
Also, choose the leads exclusively for a particular buyer or sell them to multiple buyers or both. Make a choice for the pricing structure that is acceptable to you and the buyers.
You may find it difficult to select from the different options because every lead is different. Understand the processes and techniques for different lead verticals to increase your chances of success.
- Getting Leads to Sell – The Process
Giving a structure to your lead offering business is the first step to organizing prospects. There are online courses like Modern Millionaires that can teach you how to start and grow a lead generation business. Check out this review of Modern Millionaires before joining.
There are two ways of getting leads.
Buy Leads
Some lead sellers choose to buy leads and sell them to maintain a steady flow. One benefit of buying leads from other sellers is that you put zero marketing efforts into making your sales funnel to get prospects. Instead, access your buyers’ network to find a service provider for every lead you purchase. Consider adding more value to the entire process for the buyers when you are just buying leads to sell to firms.
Generate Leads
Generating leads is the most common method of getting business and something marketing experts love to do. Digital marketing is a vast subject with various methods for generating leads. Every lead generation expert relies on their specific strengths within the digital marketing realm to generate leads. Examples of generating leads using digital marketing include search engine marketing, social media marketing, paid advertisements, and affiliates among others.
- Establish Buyers’ Network
Whether you acquire or generate leads, you need to sell them to buyers genuinely interested in them. Thus, you need to have a buyers’ network to purchase leads from you. Create demand for your leads to ensure that whatever leads you get; you can easily sell them. The long-term success of a lead generation business depends on a growing buyers’ network.
Types of Lead Buyers
Wholesale Buyers or Lead Aggregators
These are lead aggregators who buy leads to resell to their buyers’ network. They pay less because of bulk buying but can still be valuable clients for someone getting a lot of leads. You can easily find them and develop an excellent working relationship.
Retail Lead or End Service Buyers
End service providers are the best lead buyers, also known as retail buyers. These retail lead buyers pay the most amount for any lead and may put a limit on the total number of leads you can sell to them. Examples include retail lead buyers from industries like contracting, home improvement, and insurance.
- Distribution of Leads
You need to master the process of distributing the leads. Today’s distribution of leads provides you with different options for maximizing profits and improving lead flow.
First, categorize each type of buyer according to the lead they are going to accept. Next, focus on any price exceptions as per each type of buyer. This approach lets you create custom business rules which match with real-time leads as per each buyer’s specific requirements.
- Creating Lead Buying Options
If you want to sell leads, offer clients multiple buying options. Whenever a client procures a lead, how will they receive it? Does sharing the lead mean generating an automated email for the client? Where will you place the lead? Do you need to ask the client for access to their portal or CRM?
Talk to each of your clients and ask for posting specifications to automatically post leads into their portal or CRM. Identify the whole process whenever a client generates a lead.