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It's All About The Leads
By Jack Humphrey, Sat Dec 10th
Copyright 2005 Jack Humphrey All online businesses are nothing more than lead capturingmachines. They capture traffic from search engines and linksfrom other sources and turn that traffic into leads which turninto sales of products and services being sold on their sites. But there is another booming industry surfacing that utilizesspecific niche content to attract leads for 3rd parties toconvert into sales for banks, realtors, lawyers, and many othergroups.
And in many cases these leads sell for a lot more than you canmake from the same people clicking on your ads. A LOTmore. This is partially what is meant by going “beyond Adsense.” Youare simply getting into the lead generation business. Which isthe same as publishing, but with you are sellingyour leads for pennies instead of dollars. You can certainly create sites that sell affiliate products tothe leads they generate. Most people are operating under thisbusiness model in some fashion. But you can also capture the leads and sell them to people whoare willing to pay anywhere from $1-$25 per qualified lead. What is a “qualified” lead? This depends on the deal you set upwith the person you are collecting them for. Sometimes it meansa lead has filled out an information request form. Other timesit simply means they have signed up for an autorespondersequence that guides them to a purchase or other action. In all cases I have studied, the income per lead is far higherthan having the same traffic come through your site and clickingon pay per click links. It takes more work to find buyers and set up deals with them forthe leads you can supply them, but once it is in motion, you arepromoting your site with a greater return in mind than evenselling a product on the site can produce per 1000 visitors. How you find the niches and create the sites to attract theseleads is a topic for another day. The people doing this mostsuccessfully are groups of publishers like those at ContentDesk. http://contentdesk.com/csb But today we are talking about selling the leads generated byyour sites to people interested in paying anywhere from $3-$25per lead. To
get into the higher paying lead sales you generally have toset up deals directly with lenders, lawyers, real estatecompanies and the like. And by directly, I mean visiting officesand doing face to face meets to show what you can deliver andcome to an agreement on what that’s worth. There’s really big money being made this way. I know peoplemaking over $200,000.00 per month with this very system ofattract-capture-deliver and working deals face-to-face with thepeople willing to pay very well for the leads. One of my partners has a client who went to a local real estatecompany selling condos in a very lively, large metropolitanarea. He made a deal to get 10% of resulting condo sales inexchange for providing leads to the company. He set up a simple content site on the area, relocationinformation, and other relevant, attractive content that peoplelooking to move to the area would be interested in. He now gets$10,000.00 every time a condo is sold to one of his generatedleads. He set up the deal face-to-face and the company is happy to payhim for helping them sell out their inventory faster than justrelying on old fashioned offline lead generation. There are people in your local area, most likely, willing to dothe same kind of deal and who are totally unaware of how easy itis for us pubshers to generate leads for them. They aremystified by the web and think you are a “geek genius” who theyare happy to simply pay to do your magic! This business sure beats going to the same places and trying toteach them to do it themselves as a consultant. First of all,they don’t WANT to or they would already have started the longarduous process of learning and investing in an online presencefor this purpose. They want you to do it FOR them and will pay you to take thepressure off of them to learn how to generate e-leads. Food for thought. This industry is growing in all directions andif you know how to build content sites that rank well in theengines and get a lot of traffic, you can make a killing sellingleads instead of just peddling “clicks.” About the author:Jack Humphrey is managing partner of Content Desk wherepublishers use cutting-edge site building software and tacticsto turn content into cash. Learn the art of niche content sitepublishing here: http://contentdesk.com/csb
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