Verifying Local Leads

This is part two of my series on local search marketing.

As I mentioned in You've Got People, getting local paid leads can be easier than you thought. You'll be surprised to find out that talking to people you already know can net you some nice cash. And we all like cash.

In the first article, I mentioned a story about a guy that is willing to pay me $200 per lead (sale, actually). So I'm going to build a website, rank for lots of local terms, and pass the leads off to him. While I can assume the guy is honest, and will pay me for each lead, how can I be sure?

Well, an easy way to be sure is to build my website in such a way that it offers a rebate to anyone who signs a contract as a result of my lead generation.

Here's the scenario:

Visitor Bill comes to my site. He sees that my site has an offer, that if he buys a swimming pool from a referral on my website, he gets $50 bucks. He fills out a "Free Swimming Pool Quote" form. Bill then gets a thank you email from my website. At the same time, Bill's information is forwarded to XYZ Swimming Pools, my 'pool guy'.

The next day, Bill gets a call from Tom, a guy who works for XYZ pools. Tom comes out to Bill's house, gives him a bid, and a contract is signed.

I just made $200 bucks. Now I have to hope XYZ Swimming Pools will pay me.

Shortly after signing the contract, Bill pulls up my email and finds a link I sent him. The link takes him to a page that lets him fill out some info, including which company he signed the contract with. Bill wants his $50 bucks, and now I know I need to verify the lead. Bill gets another email from me saying if the lead is verified, he'll have his check within 4-6 weeks.
Sure enough, a week later Tom calls me and says he's got $200 bucks for me. I get the check, send $50 of it off to Bill and pocket the rest.

The lead was generated (and verified) by the website visitor, and I have plenty of info in case my contractor doesn't pay.

There are, of course, other ways to verify the lead without "losing" money, but I've found that cold hard cash seems to generate the most return visitors. They want that "free money".

Next time we'll look at some other ways to generate local money with real estate.


Will Hanke owns Saint Louis' top independent Internet Marketing firm, Red Canoe Media. In addition to helping some of St Louis' most recognizable brands with their online marketing strategy, Will also is an Amazon bestselling author, speaker and teacher.

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