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It's All About The Leads: Publishing to Capture Profits
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Author: Jack Humphrey
Topic: ECommerce
Viewed: 76 time(s)
[ Not Rated Yet ]
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Copyright 2005 Jack Humphrey All online businesses are nothing
more than lead capturing machines. They capture traffic from
search engines and links from other sources and turn that
traffic into leads which turn into sales of products and
services being sold on their sites. But there is another booming
industry surfacing that utilizes specific niche content to
attract leads for 3rd parties to convert into sales for banks,
realtors, lawyers, and many other groups. And in many cases
these leads sell for a lot more than you can make from the same
people clicking on your Adsense ads. A LOT more. This is
partially what is meant by going ?beyond Adsense.? You are
simply getting into the lead generation business. Which is the
same as Adsense publishing, but with Adsense you are selling
your leads for pennies instead of dollars. You can certainly
create sites that sell affiliate products to the leads they
generate. Most people are operating under this business model in
some fashion. But you can also capture the leads and sell them
to people who are willing to pay anywhere from $1-$25 per
qualified lead. What is a ?qualified? lead? This depends on the
deal you set up with the person you are collecting them for.
Sometimes it means a lead has filled out an information request
form. Other times it simply means they have signed up for an
autoresponder sequence that guides them to a purchase or other
action. In all cases I have studied, the income per lead is far
higher than having the same traffic come through your site and
clicking on pay per click links. It takes more work to find
buyers and set up deals with them for the leads you can supply
them, but once it is in motion, you are promoting your site with
a greater return in mind than even selling a product on the site
can produce per 1000 visitors. How you find the niches and
create the sites to attract these leads is a topic for another
day. The people doing this most successfully are groups of
publishers like those at Content Desk.
http://contentdesk.com/csb But today we are talking about
selling the leads generated by your sites to people interested
in paying anywhere from $3-$25 per lead. To get into the higher
paying lead sales you generally have to set up deals directly
with lenders, lawyers, real estate companies and the like. And
by directly, I mean visiting offices and doing face to face
meets to show what you can deliver and come to an agreement on
what that?s worth. There?s really big money being made this way.
I know people making over $200,000.00 per month with this very
system of attract-capture-deliver and working deals face-to-face
with the people willing to pay very well for the leads. One of
my partners has a client who went to a local real estate company
selling condos in a very lively, large metropolitan area. He
made a deal to get 10% of resulting condo sales in exchange for
providing leads to the company. He set up a simple content site
on the area, relocation information, and other relevant,
attractive content that people looking 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 generated leads. He set up the deal
face-to-face and the company is happy to pay him for helping
them sell out their inventory faster than just relying on old
fashioned offline lead generation. There are people in your
local area, most likely, willing to do the same kind of deal and
who are totally unaware of how easy it is for us pubshers to
generate leads for them. They are mystified by the web and think
you are a ?geek genius? who they are happy to simply pay to do
your magic! This business sure beats going to the same places
and trying to teach them to do it themselves as a consultant.
First of all, they don?t WANT to or they would already have
started the long arduous process of learning and investing in an
online presence for this purpose. They want you to do it FOR
them and will pay you to take the pressure off of them to learn
how to generate e-leads. Food for thought. This industry is
growing in all directions and if you know how to build content
sites that rank well in the engines and get a lot of traffic,
you can make a killing selling leads instead of just peddling
?clicks.?
About the author:
Jack Humphrey is managing partner of Content Desk where
publishers use cutting-edge site building software and tactics
to turn content into cash. Learn the art of niche content site
publishing here: http://contentdesk.com/csb
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