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A potential client declined
A potential client declined to sign with me because they have to pay their ad spend. They currently use a service called Rocket Leads and only pay for leads. The client says all their leads are high quality and they dont want to pay for bad leads. Obviously we cant prevent bad leads but we can motigate them. I have seen another company like this rocket lead, how do you sell someone that gets leads with no upfront investment?
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1 Reply
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[deleted]
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If it’s for real estate contact me. I’m interested in your service.
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Buying from aggregators those good leads are also getting sold to their competitors. I personally don’t like when people sell me leads I could get on my own while they shop them out to the market.
Happy to explain more or create a POV you can share about aggregators vist first party direct response.
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> The client says all their leads are high quality and they dont want to pay for bad leads.
This potential client sounds like a nightmare with that rationale. Lead scoring is one of the most subjective activities in business, and a “good” lead to you might be a garbage lead to them. Having a sound targeting and audience filtering strategy is the beginning and the end of lead gen campaigns, but there’s no way to totally eliminate poor-quality leads altogether from advertising campaigns.
If Rocket Leads is like Home Advisor, Thumbtack, etc., then they should stick with those types of services if that’s what they want, but those aren’t advertising services so much as they are listing sites that share leads with businesses. All those sites do the heavy lifting to get people to look for services on their site, and then businesses pay for the opportunity to talk to interested people.
>have seen another company like this rocket lead, how do you sell someone that gets leads with no upfront investment?
In my opinion, the question should be whether or not they actually want to grow their business outside of those types of lead-gen services. Right now, they’re at the mercy of what those sites/services can provide them, but there are millions of people who *don’t* use those sites. Quality leads are probably more expensive to come by, but you have to spend money to make money if you want to grow your business. And if they don’t really need advertising services, then that’s fine, too.
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If it’s a better deal for them to stay put, so be it. Do you want to really take on a client who will be in your ear every day about this?
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The advantage to selling leads is the agency gets full control of the lead gen user experience. Since they don’t have to meet any silly client demands that harm conversion rate, they can often generate leads more efficiently. They might also use lead scoring or call center agents to qualify leads before selling them.
There are costs and benefits. If a client just wants to buy leads, that’s probably what they should do
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You should dig in more around close rates. I have a client doing both 3P lead gen like rocket leads (but not them) and also doing other channels like PPC. From our perspective it seems like search generated leads close better than services like these.
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Let these people go. They are not ready for real advertising. It’s that simple.
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OP the short version is that you learned a lesson in sales. If they aren’t bleeding they aren’t buying. No problem then no motivation to do something new.
If there’s no problem there’s no motivation to find budget and align the timing and people power needs to go with your solution. Keep at it
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They make money with no upfront because they will sell that lead to multiple people at the same time and the clause is first come first serve but you still all pay the same amount.
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