How to Import High-Quality Leads from HubSpot or GHL to Google | Lead Generation 101 Part 4

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The clients that stick with companies are not the ones

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that are generating the leads.

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It's the companies that's generating the most sales.

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Very important distinction, and that's where we like to live,

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is the sales, not the leads.

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Remember what I said earlier, sales dictates your optimizations.

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Leads do not.

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Your CPA does not dictate your organizations you're sales.

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Is remarking delivery to lower cpa?

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Sure.

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Should you crank it up?

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Well, is it actually delivering you sales?

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Yes, but actually like at like one 10th of what my other campaign is doing.

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So then your actual cost per sale is a lot higher now.

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Hey, I'm back . All right, All right, so now we're gonna be talking about after you

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have a quality lead instead of HubSpot, what do you do with it inside of Google?

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Those two things, either one, use it to your own knowledge and simply just

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make optimizations as you see fit.

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But it has largely to do with the size of the campaign or size of the

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account that you should be matching.

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So I'm gonna choose big account now.

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This works especially well with large accounts because a lot of times you're

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not having the full visibility as to the attribution model that you

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chose, for example, like what was the first click, What was the last click?

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What was the remarketing like?

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Where did that lead actually come from?

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Choose your own bidding or attribution model that makes the most amount of sense.

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Attribution model is not for Google, is for you.

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I always like to say that the attribution model to Google doesn't matter.

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It's how you set.

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That matters.

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We've been scaling this account here, as you can see, like crazy.

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been working really, really well.

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And in this last 30 days, I have 12 different campaigns, 150 k in spend.

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So this one, where did the lead come from?

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That's a hard one.

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. That one is very, very difficult, especially when the majority of

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our cost, 87,000 of that one 50.

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So a little bit more than half is coming from Performance Max.

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I have Performance Max.

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I have a dsa, I have a remarketing, I have a brand, I have a general search,

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I have a lot of different campaigns.

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I have a YouTube remarketing, all the good stuff.

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And then different types of YouTube marketing to the non

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convers to the converters.

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It's a long sales cycle.

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It's a $15,000 custom build gas grill.

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Kit essentially made specifically for a person's backyard.

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We're doing lead generation.

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that's all we're counting.

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One thing that's important is when you're counting your conversion actions

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for lead generation, make sure you're counting what you want to be counting.

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So this company here had and I won't say their name out loud, but if

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you know who LP is, you know that they have a lot of here that shows

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conversions that aren't really real.

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Like yeah.

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They spend more than three minutes and more than five minutes.

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Wow.

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Conversions.

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It's junk, we're only counting the convergence.

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That makes sense.

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Who designed their own product and then submitted that

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product requesting for a quote.

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Like, Hey, I'd like to have this built.

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How much would this cost?

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Now, they came in on the ad, that shit said that, their kits

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are starting at eight grand.

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So that's one thing that I'm doing to generate a quality lead is saying,

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Hey, hey, before you even come to our site, you know you're gonna

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click on an $8,000 product, right?

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And I'm like, Yep.

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So perfect.

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I've leaked that hurdle.

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So the ways that you're generating these leads, even if it is like an

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an eCommerce type of lead, it's a.

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Commitment.

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So make sure that you're starting off on the best possible way you can,

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and this is a side point that I'm making, but it's an important side

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point where the leads that you're generating will not be bait and switched.

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Say, Well, that happened.

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Your competitors are doing much better job at explaining prices

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up front most of the time.

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Or there's someone out there that they're gonna start down that journey first.

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And if they start down that journey with them first, you've lost.

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Doesn't matter if they come back two months later, you can't scale that

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strategy of I didn't trick ' make sure that you're least doing lead generation

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the most honest way you possibly can, that's gonna get you the highest close.

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And the highest close rate means clients stick with it.

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The client says, Stick with companies are not the ones

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that are generating the leads.

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It's the companies that's generating the most sales.

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Very important distinction, and that's where we like to live,

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is the sales, not the leads.

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The reason why I bring this up is I have to go back one week so to take

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off this last week here, so I'm just gonna do the third through the 20.

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Cool.

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you'll see here from the third to the 25th, we have 425 leads.

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I'm using data driven, so there's a little bit more leads than this, but

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then you're gonna see another type of conversion action called Quality Lead.

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Now this is an imported lead.

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This is coming from their sales tool.

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This is actually coming from Salesforce.

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They're exporting all the leads with G.

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And we're uploading them, and it's a manual process, so it does kind of

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stick, but this is absolutely worth it if you wanna do it on a basis,

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which means you only have to do this four times a month For $150,000.

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Yeah.

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We'll upload things four times a month.

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that's completely fine because we need to know this.

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But what is this?

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So this is a person that says, I like what you have proposed.

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Let's move forward.

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Let's get started.

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Here's, a down payment, and now let's go through the build out process.

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This is a lead that's gonna close.

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It's gonna take longer than 90 days to actually make this sale.

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Google will only go out 90 days.

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I can't import the sales.

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It's not physically possible.

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Google will only stop counting g cli after 90 days.

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So on the 95th day of like, yes, we got it and we made 15 grand.

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And I try to import that as is up that least too old and

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it's just not gonna count it.

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So I can't see visibility.

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So we have to pick a timeline within whatever the attribution window.

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Preferably 90 days if we're gonna count it post lead generation.

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What do I mean by that?

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So by generate a lead and.

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I need to pick within 30, 60, or 90 days, whatever your conversion

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window is of that, imported leads, whatever that conversion window

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you set, that's your time limit.

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That's it.

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Go as far as you can, which is 90 days.

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If it's past 90 days, you have to point, pick a different point in time

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that is going to show an indication of quality Before you can import that.

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that's the timeline.

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So our best bet was, well, this person already is working

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through the sales process.

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They're going to close, We're building it now.

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We'll count that as a sale.

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We don't know how much the final is.

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we can't get that because there's gonna be little points of what kind of countertops

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and do you want this trim and what color?

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All this stuff's gonna be found out later on.

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quality lead is what we're.

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This is not a glitch.

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I'm interrupting the video you're watching because I need to remind

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you that I'm always looking for people to join our team.

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So if you're passionate about Google Ads and you wanna work with the best

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Google Ads agency on the planet, please go to so late.com/apply.

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Speaking of working with the best Google Ads agency on the planet, if you're having

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trouble with Google Ads and you want professional help, that's what we do.

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You can go to so lake.com, that's s o l eight.com to apply for your

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free, no obligation action plan.

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And if I've.

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Any level of value at all, maybe think about giving me a thumbs

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up and subscribe your channel.

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That's how we juice the YouTube algorithm so they actually know

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that I know what I'm talking about.

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If you have questions, comments, concerns, or confessions,

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hit me below in the comments.

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And now back to your regularly scheduled program.

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And the way that we do this is in tools and settings in the conversions area.

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On the left hand side, you're gonna see an area called uploads.

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What we're actually taking, the leads that are being generated in an

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Excel spreadsheet and capturing g.

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What's the conversion action that we made new, The new one called Quality Lead.

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it's not a conversion action that's being counted through TAG or through analytics.

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It's, it's literally just an import through clicks conversion action.

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And then we're just sticking a time on there that this was essentially happened.

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It just has to be after the click.

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It doesn't matter what time it actually happens, it just

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has to be after the click.

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That's all that Google's.

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Gonna need for verification.

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this is simple.

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These are three fields.

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we can make this field up.

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This is what we made.

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The client just needs to have G cli, That's all they need.

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They just need to have the G cli.

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And with that G cli, when we upload 'em we'll populate their attribution

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model where that lead came from, and it'll go right back and say, Hey,

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that quality lead came from this.

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It's perfect.

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it's amazing.

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instead of the conversion action settings here, instead of Google, you can

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actually go and look at the templates.

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And if you look at the template from like, let's just say conversion

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from clicks, which is what we're using, they'll give you Google

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sheet and now you gotta clone this.

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But it's just like, hey, as long as you have a click id, and then what

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you named it and when it happened, You can leave these blank or just take 'em

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out, but you really just need this.

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So they just need pull GDS here and send it to you.

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That's all this takes.

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it's not a difficult, it's time consuming.

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It kind of stinks because you have to do it manually.

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But there is ways to do this automatically.

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It's a little bit more Advanced, you have to have either an SFTP connection or an

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HTTPS connection, and you have to pull from a source that's much more difficult

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than a client just sending you Ted g lids a a But I can see here, what's nice about

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this is I know that I'm trending up.

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We have 58, 48 67.

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I went for 89.

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Then we had one little bit of a dip.

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This is the 4th of July weekend.

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That makes sense.

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70 75.

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The latest one was 76.

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These two are higher because this is actually longer than a one week

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period, but the last one week period between the 22nd and 30 showed 76.

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I already know my account collectively is delivering myself, my client.

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More quality leads.

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Great indication of success.

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Happy client.

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Now, what do we do with it?

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We look at different things so far from the third to the 25th out

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of 425 leads that were generated.

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82 essentially sales.

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Now was this, tell me, Well, at an average of $15,000 per sale, let's pull

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on our handy dandy calculator here.

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Yeah, that worked.

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82 times 15,000, 1.2 million.

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Cool.

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What I spend to get that six nine.

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Very, very happy.

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See why we're scaling . That's some of the reasons why we now 10 x this campaign.

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and just to give you all an understanding the previous year

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when they're running with Google ads with the, with the other agency

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collectively, we have 565 more leads.

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That's why we're scaling is because we can see what's actually happening.

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Now let's, look at some other things.

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Here's a really, really, really, really, really crazy thing that happens

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is your CPA is not indicative of the optimizations you're going to make.

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Remember what I said earlier, sales dictates your optimizations.

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Leads Do not.

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What does that mean?

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My cost per conversion is $162 in performance Max.

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But I have, And who could do quick math in their head?

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I'm, contrary to Popular probably.

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Opinion or belief.

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I'm bad at math.

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82 out of four.

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424.

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What is that?

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A 20%.

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Yep.

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Okay.

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Thank you.

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On car , my human calculator.

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Appreciate that.

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, 20% close rate.

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That's good.

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Now what's a 20% close rate?

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Well, it means that you take your CPA multiply by five.

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That's your cost per close deal.

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Makes sense?

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But a hundred and $62 lead.

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Your discovery remarketing was 1 56.

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That's a bad example.

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Let me go back in time because I've actually started to reduce

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that before when I had a high amount of ad spend in there.

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And I'm just gonna assume that I'm looking at a proper time range.

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So lemme just find this I saw this and stopped it.

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that's why it looks worse now.

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There it is $129 versus 170.

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So remarketing was delivering me 129 versus 176, right?

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That looks better.

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129 is lot of one 70.

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That's $50 cheaper now out of 412 that came in here.

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13 quality leads.

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Remember the other one?

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420 leads.

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There's.

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Out of 420 leads here, there's 13.

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Now we know that this is discovery remarketing.

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However, I also know that they're running a lot of different channels.

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I'm remarketing everybody.

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I'm remarketing their Facebook.

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I'm remarking their, Instagram use, I'm marketing the link

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tree, I'm marketing organic.

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they're doing $50,000 postcard delivery.

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I'm remarking everybody, And I'm using data driven attribution.

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So it should be remarketing also myself and giving me a weight.

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Well, when I started to crank up remarketing, my CPA started to increase.

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My lead quality didn't go anywhere.

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So I already know that this is not where my quality leads are coming from.

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Pax is going through my quality leads.

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out of 415 conversions, 13 of them are good.

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that's a really bad ratio when you're considering 1500 here and three.

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your CPA does not dictate your optimizations, your sales do.

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Is remarking deliver you a lower cpa?

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Sure.

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Should you crank it up?

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Well, Is it actually delivering you sales?

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Yes.

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But actually go at like one 10th of what my other campaign is doing.

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So then your actual cost per sale is a lot higher now than performance max.

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I'm taking the higher CPA to make more sales.