PPC Agency Tips: Proven Techniques to Turn Leads Into Customers Part 1

John: 00:00:11

Lead generation is hard.

John: 00:00:12

It's confusing.

John: 00:00:12

The people that are in charge are being fed lies from the people that

John: 00:00:15

are responsible for closing the deals.

John: 00:00:17

Lead generation is who answers first.

John: 00:00:20

Yes, the landing page is gonna help, but the most money is

John: 00:00:24

made and lost by the contact.

John: 00:00:28

This is why lead de generation is hard.

John: 00:00:30

Lead generation is very hard cause it's easy to generate the lead.

John: 00:00:32

It's hard to make 5000% return on add spend from that, from your campaign.

John: 00:00:36

The first.

John: 00:00:37

Seconds of any phone call is given.

John: 00:00:39

The most important, the first five minutes after any form fill

John: 00:00:43

is very, very, very important.

John: 00:00:50

This is why lead to generation is hard.

John: 00:00:52

Lead generation is very hard cause it's easy to generate the lead.

John: 00:00:54

It's hard to make 5000% return on Aspen from that, from your.

John: 00:00:59

So that's what I wanted to talk about.

John: 00:01:00

So what are some ways that we actually do this?

John: 00:01:01

Well, the first thing that we wanna do is look at the individual contacts

John: 00:01:04

each week, review these weekly, know these better than the sales

John: 00:01:08

team are better than the managers there, and then investigate about it.

John: 00:01:11

That's one of my meetings that I have every single week here

John: 00:01:14

is me going through, and I'm reviewing their leads in person.

John: 00:01:17

Every phone call every.

John: 00:01:19

Reform, Phil, what their sales team's doing, asking questions and then saying,

John: 00:01:23

here's what I'm doing based off of that and here's why I need more information.

John: 00:01:25

When we're talking about, for example, , they won't let us have access to c r m,

John: 00:01:29

that is, in my opinion, a non-starter.

John: 00:01:31

We are not going to be effective at our job because we're going

John: 00:01:34

to live and die on what they say is happening now, not the truth.

John: 00:01:37

I would imagine all of you here on this call has not really.

John: 00:01:41

A client that knew their merth or C their L T V.

John: 00:01:46

Better than you after you've done the work and research and found it out and

John: 00:01:49

they've been measuring it incorrectly.

John: 00:01:51

I've never met a client that measures zero metrics correctly,

John: 00:01:54

or at least you know, not.

John: 00:01:55

Or at least they've gotten pretty close, but still need some some help.

John: 00:01:58

It's no different than lead for lead generation.

John: 00:02:00

Lead generation is hard.

John: 00:02:01

It's confusing.

John: 00:02:02

The people that are in charge are being fed lies from the people that

John: 00:02:05

are responsible for closing the deals.

John: 00:02:07

Why don't you close that deal?

John: 00:02:08

Bad leads, huh?

John: 00:02:09

Solutions.

John: 00:02:10

Eight bad leads.

John: 00:02:10

What do we do?

John: 00:02:11

Well, you know, the person was out to lunch and then

John: 00:02:14

went to Disneyland for a week.

John: 00:02:15

So it was 10 leads that came and didn't really get closed.

John: 00:02:17

So those must be bad leads, right?

John: 00:02:19

No, they need to be followed up on, they need to be nurtured.

John: 00:02:21

They need to be, have high touch points for us to actually move the needle.

John: 00:02:24

So what I do I would suggest everyone does, if we have a lead

John: 00:02:27

generation client is start to invest.

John: 00:02:30

Actual behind the curtain post lead generation activity to make yourself

John: 00:02:36

smarter and to help the client close more.

John: 00:02:39

Very, very simple.

John: 00:02:40

And we actually, Costa and I built, and then we made an exit from the company.

John: 00:02:43

It wasn't a great exit , it was more of like trying to run away from the company.

John: 00:02:47

but that's besides the point is we built a company that was very, very

John: 00:02:50

profitable and worked really, really well.

John: 00:02:52

There were just this difference in agreements with us in

John: 00:02:54

theater management teams.

John: 00:02:56

But this was a company called, it was offer paid, so we were generating, , we're

John: 00:02:59

spending about half million dollars, , and generating a bunch of leads for people

John: 00:03:03

looking to sell their home quickly.

John: 00:03:05

And here's what we found, and this is true for all degeneration.

John: 00:03:08

If I go to Google and I type in, sell my home, , sell my home fast

John: 00:03:12

for cash, one of the choices that I have right here, I have four choices.

John: 00:03:16

Four choices right here.

John: 00:03:18

I have four people asking for me to contact them.

John: 00:03:22

Awesome.

John: 00:03:22

So I'm gonna take my, take my ad, , click here, and I say, awesome.

John: 00:03:26

All right.

John: 00:03:26

Pull up my phone, dial six, two, three, ring, ring, ring.

John: 00:03:30

No one answers that stinks.

John: 00:03:32

One button.

John: 00:03:33

that person now has lost that lead forever.

John: 00:03:35

It didn't answer their phone.

John: 00:03:36

I'm already talking to Doug Hopkins.

John: 00:03:38

I like Doug Doug's.

John: 00:03:40

Fills me with confidence.

John: 00:03:41

Get excited.

John: 00:03:42

I'm already sending him pictures of my house.

John: 00:03:44

While this person close, fast, get cash, is trying to contact me and hitting

John: 00:03:49

my voicemail, sending me emails, and I'm now ignoring marking as spam.

John: 00:03:52

The first five seconds of any phone call is the most important, the

John: 00:03:56

first five minutes after any form.

John: 00:03:59

Is very, very, very important because a person has their mouse in their

John: 00:04:04

hand and they're one, button click away from three of your competitors.

John: 00:04:08

If you don't answer your phone or if you don't get back to the person immediately,

John: 00:04:11

you have lost 80% higher conversion rates with a contact, , time of five minutes

John: 00:04:17

or less on forum fill and first phone call pickup in, the first two rings.

John: 00:04:21

Lead generation is completely opposite of e-commerce.

John: 00:04:24

E-commerce takes six days, come back six ways, you know, that's all good.

John: 00:04:28

, time lag.

John: 00:04:29

There's, , , I'm looking for that specific product, and you have the best price.

John: 00:04:32

Lead generation is who answers first.

John: 00:04:34

Yes, , the landing page is gonna help, but the most money is

John: 00:04:37

made and lost by the contact.

John: 00:04:41

So now we look at this and say, okay, let's look inside of this client

John: 00:04:44

here and let's look at some of the leads that have been generated.

John: 00:04:46

And this is true for , any company.

John: 00:04:47

I don't care if they spend a million dollars a day or $6 a year.

John: 00:04:50

When you look at the original source, and I'm just, this is gonna be different

John: 00:04:55

from, for each tool, but essentially they'll be pretty much about the same.

John: 00:04:58

Now I'm looking at the original source.

John: 00:05:00

I can see that these are all the paid search.

John: 00:05:02

These are the leads.

John: 00:05:03

I created one today, three y.

John: 00:05:05

Two on the eighth.

John: 00:05:06

1, 2, 3, 4, 5, 6, 6 on the seventh, and I should be able to hop.

John: 00:05:11

And see, not today, but yesterday.

John: 00:05:13

Three This three.

John: 00:05:15

These three first leads say Awesome.

John: 00:05:16

What's been the activity?

John: 00:05:17

So we had someone that has been filled out.

John: 00:05:21

They told us they're in Chino Valley.

John: 00:05:24

Name's Josh.

John: 00:05:26

He's a lead right now.

John: 00:05:27

He's in Arizona, and a good time to contact him for a quick phone

John: 00:05:30

call is between noon and five.

John: 00:05:32

Excellent.

John: 00:05:32

It's noon right now.

John: 00:05:34

Today.

John: 00:05:35

I should see before 5:00 PM today, this task be completed and an

John: 00:05:39

update in the activity and any notes about the conversation.

John: 00:05:41

If I do not, the owner hears about it.

John: 00:05:43

I, you're spending $80 a lead and your sales team is out to lunch apparent.

John: 00:05:49

And what, what's nice about this is when we're talking to the actual, , the person

John: 00:05:53

in charge of this, cuz this is the kind of conversations that we have to have too.

John: 00:05:57

Here's what we're having conversations about.

John: 00:05:59

The league came in and he says, thank you.

John: 00:06:01

These guys are gonna get peppered with tasks, whether they like it or not.

John: 00:06:03

Currently just sold the most buildings ever in a month 17.

John: 00:06:06

Big congrats and thank you for helping our campaign.

John: 00:06:08

He said, it's awesome.

John: 00:06:09

Congrats.

John: 00:06:09

, yes.

John: 00:06:10

If you're annoyed during the day as a salesperson, you're either getting

John: 00:06:12

things done when you're not working, you're unemployed, and he says, ha,

John: 00:06:15

totally stealing that statement.

John: 00:06:16

So we have a, management style with these people in here that if

John: 00:06:19

you're not contacting them, you're.

John: 00:06:20

If you're unemployed, that's it.

John: 00:06:21

You don't make any money.

John: 00:06:22

You're, you're gone.

John: 00:06:23

That's how, what's nice having worked with you to say, here's how the activities have

John: 00:06:26

to happen in this company for it to work.

John: 00:06:27

And now they've sold 17 buildings in one month.

John: 00:06:30

That's millions and we're spending six, seven grand a month on ads because we're

John: 00:06:35

going past the point of lead generation.

John: 00:06:36

A another company would say, Hey, I dropped you off 17 leads.

John: 00:06:39

What happened?

John: 00:06:39

You did.

John: 00:06:41

Hey Bob, how much do we sell?

John: 00:06:42

None.

John: 00:06:42

Oh, hey, suck you.

John: 00:06:44

Guys suck.

John: 00:06:45

Horrible, horrible needs.

John: 00:06:47

Bad, bad company solutions.

John: 00:06:48

Say bad.

John: 00:06:49

So that's the difference with lead generation though.

John: 00:06:51

E-commerce, they buy in their sleep.

John: 00:06:52

With this, it takes a human interaction.

John: 00:06:54

So when we're talking about all lead generation, it's completely different.

John: 00:06:57

Way, way, way different.

John: 00:06:59

And some of the activities are, we should need to see activity immediately.

John: 00:07:03

The leads that are coming through.

John: 00:07:04

, this field are gold.

John: 00:07:06

I cannot get a better lead than this.

John: 00:07:09

They're in Prescott, Yavapai County.

John: 00:07:11

I make them fill at the county that they're in.

John: 00:07:12

I'm getting stupid with these things.

John: 00:07:14

They're in Arizona, in Prescott, Yavapai County.

John: 00:07:16

They want a 36 foot by 56 foot RV garage, one side, 720 square

John: 00:07:20

foot apartment, one side back garage door, front eyebrow porch.

John: 00:07:24

If they don't close this, something's really wrong here

John: 00:07:27

cuz these are gold leads.

John: 00:07:29

They're dropping in their lap with, they even have the length,

John: 00:07:33

the width, and the height of the building that they wanna build.

John: 00:07:35

We made it very ridiculous for this to fail.

John: 00:07:38

Now this was on December, or sorry, this was February 9th.

John: 00:07:42

So my notes here, this is February 9th.

John: 00:07:44

This is a day old so far, and there's no notes.

John: 00:07:47

There's a task follow up and thanks for reaching out.

John: 00:07:49

I'm Steve interested in this building here.

John: 00:07:51

We have one desk just like this.

John: 00:07:53

Have we called yet today?

John: 00:07:55

No.

John: 00:07:55

I expect to see that tomorrow.

John: 00:07:56

So we see all the information that these people are sending, Hey,

John: 00:08:00

I've designed a building for you.

John: 00:08:01

This is what we need as a Google Ads agency.

John: 00:08:03

Because then I can go through and say, okay, here's how we, now we look at it,

John: 00:08:07

we know that we're dropping off leads.

John: 00:08:08

The leaf formm is quality, and your team is jumping on these things using the tool.

John: 00:08:13

And I can see exactly, I physically drove over to the location.

John: 00:08:16

I set all this up in person three years ago, and now this client is