The Hidden Secrets of Creating Your Own Online System: Part Two

Small Numbers, Big Profit!

Have you ever been fishing? If not, that's ok because I think you'll understand what I'm about to say. You see, lead generation is a lot like fishing. You can cast out your nets and capture anything that moves, or you can use a specific type of bait and catch that prize winning trout that you've been fishing for all along. By using the niche markets that we discussed yesterday, and the concept of small numbers, you'll be reeling in that trout in no time.

Here's an example of how "Small Numbers" can work in your favor.

Recently I did a test by bulk mailing an offer to nearly 100,000 email addresses. These addresses were generic leads that requested information regarding home improvement. My thought was that surely our client could make a few sales out of this list of 100,000 leads, but here's what actually happened.

• 100,000 leads emailed with a double opt in offer

• Less than 40 people requested more information

• only 2 people actually requested an estimate but never purchased. 

Needless to say, that was a huge waste of time, money, and energy. I then marketed another product through a targeted list of people who requested a specific type of kitchen remodeling and generated only 30 leads. Despite the small number of leads, the client closed 2 sales on a product that had a $8000 profit margin.

So which method of marketing is more effective, the mass market big number approach, or the more specific approach?

It's a no brainer. The concept of "Small Numbers" is a far more attractive method of marketing than the mass market, bulk mailing approach. When you generate your own internet leads you'll also know exactly where they came from, what they cost you to produce, and you'll never have to deal with leads that have been sold multiple times. It's also a great feeling when leads call me, rather than me calling them.

Now that's Targeted Lead Generation!

The Simple Math
The simple math will look like this. If 25 people who are interested in "kitchen remodeling" visit your "kitchen remodeling" site, they're probably looking for exactly what you have to offer. You have a matter of seconds to catch the prospects interest as they skim your web site. If your Niche Market is correct, and your web site is clear and concise, then approximately 5 to 7 prospects will opt in and become leads, or request information. This is a 20% - 30% opt in rate, and with leads targeted to your specific niche, your sure to have a very high closing ratio as well.

So regardless, when you are attempting to get internet leads, you need to be specific for each person that may land on your website. For example, if you are an HVAC contractor, don't make generalized pages on services, maintenance plans, etc. Go into specific detail, so that when someone lands there looking for a furnace repair, you will have a complete section dedicated on furnace repair; a complete section on air conditioning; a complete section on heating.... The list can go on, and on. You need to be specific on all your services, in order to capture a majority of information.

If you are NOT a Footbridge client, and want to learn how, please contact us today and speak with a marketing consultant that can help you.