Best Performance Based Lead Generation Strategies

Kasra Dash: So I am joined with James and today we are going to be talking about performance based lead generation. For anybody that has never heard of this service or who we are, first of all, who are you and what do you do?

James Dooley: Hi, I am James Dooley. I am the founder of FatRank and we supply a lead generation model that is strictly performance based. That generally means that you only pay on converted jobs. We do not charge for SEO. We do not charge you for pay per click in Google AdWords. We do not even charge you per lead. We only charge and get you to pay a finder’s fee and a commission on jobs that you have secured, won, completed and made profit on. Then we strike a deal between each other and say we think that we should get a certain amount of the profits. Many people start to ask us how much commission they need to pay on a performance based lead generation model. It is a good question to ask, but when my sales team and the account managers are speaking to business owners it is a difficult one. If you could add 20 percent on top of the job and win the job and still be competitive, that is what we would love you to do. We would sooner have 10 percent of a winning job than 20 percent of nothing. So we have to strike a deal that works for you as a company, for us as the lead generator, and is still competitive enough for the client to work with you and place the order. On our performance based lead generation model it is important that we work with companies we can trust. There is a lot of trust from our end because we take 100 percent of the risk. Some people call it zero risk lead generation or commission based lead generation. What are your thoughts on how we are set up compared to other pay per lead generation companies?

Kasra Dash: I think the biggest thing that business owners need to understand is this. I am going to assume a couple of things for the people watching this. You might have been with an SEO agency that did not get you results. You might have been with a previous lead generation agency that did not get you the best type of enquiries. You might have even done some PPC or some Facebook ads. Now you are looking at performance based lead generation, which is zero risk for the business. One thing business owners need to understand is that our performance improves based on the amount of commission we get. We reinvest the money back into the websites and generate you more enquiries. So when you are saying let us do 20 percent, or 5 percent, or 15 percent commission on every secured job, if you can pay more than that, we can build out two or three websites. We can improve the funnel. We can improve the amount of enquiries that you are getting. Because it is performance based, you might say as a business owner that for the next 25 enquiries we generate you, you will reinvest all of the profit back into us so we can build more. Then in two or three months you will get more leads from the bigger setup.

James Dooley: For sure. Another big question that always pops up is why we offer a performance based lead generation service, or why we offer a commission based lead generation service. The reason is that if we roll back 10 or 15 years, I needed inbound leads for my own business. We had to understand and we learned the hard way, building websites, doing PPC, doing Facebook ads, doing search engine optimisation strategies the wrong way many times. We followed online courses and it was tough and difficult. We spent many years trying to perfect what we now feel we are very good at. There are a lot of other SEO companies that say they are good at it, but if they were good at it, a lot of those agencies would not be doing search engine optimisation for such small fees. What we do is take all of the risk. The reason we do this is because we do not want our staff to feel like they are employed by the SEO client who demands what colour buttons they have. We do everything via data. We let conversion rate optimisation determine what colour the button is based on data that shows which performs best. With the content we want to make sure semantically that the content has the best chance of ranking mathematically with the Google algorithms, or the Bing algorithms, or the YouTube algorithms. We are doing it specifically for a reason, which is to rank higher. When we have clients demanding that they do not like a word and want us to use another word, or asking us to change content or images, the honest answer is no. Strategically we have done it this way for a reason. We want to deal with business owners who only care about one thing, which is generating good quality leads that they can turn into profit and then pay us some of that profit. We care about return on investment. We are not bothered about the volume of leads. We care about the quality of leads. We are not obsessed with how sexy the website looks. We want it to look good enough to convert, but many people become obsessed with too many images on the page. Then Google cannot properly parse what the image is and prefers content. So we are generally content heavy unless we are running PPC or other ad strategies. If you were a bricklayer you would allow the bricklayer to build the wall. We want to be the lead generation company that you allow to do what we are good at. For that reason we went down the performance based lead generation route. Then we know what you actually care about is how many leads you get, how many you convert, and how much you owe us out of your profits. Like Kasra said, our best clients by a country mile are the ones who have embraced what we do. They understand that we take all of the risk and there is a lot of risk involved. That is why we do not accept everyone. That is why you have to be almost in an exclusive type of club. You have to tick all the boxes for us to say we are willing to work with you. It is not you choosing the lead generator. You could go to Clutch, Bark, Checkatrade and many other lead generation companies and every single one of them will accept you. They are guaranteed to make profit on you because they will sell leads. They might generate a lead for £5 and sell it to you for £50, so they are guaranteed to make profit and will accept everyone. We are not guaranteed to make profit. We give you the leads and you pay nothing up front. You pay zero up front. Then you pay on the conversions. When you make profit, we make profit. If you do not make profit, we do not make profit. We make nothing if you do not convert those jobs. Because of our onboarding process with who we work with, we now get a much better working relationship on performance based lead generation. It is a no brainer for business owners, so they are happy working with us. Our culture within the team is very good. It gives our team a happy working environment and they are willing to keep growing the system. It has worked well for us, but we have made a lot of mistakes over the years. Our onboarding is now a lot more rigorous. We have to make sure clients tick the boxes and are good enough at converting the jobs. That is why we do a performance based lead generation model. What do you feel some companies or some clients might be typing in or searching for when they look for what we do as a company?

Kasra Dash: No win no fee leads, success based lead generation, no upfront cost leads. There is definitely a variety of phrases. What do you think?

James Dooley: I think some people are typing in leads that convert, guaranteed ROI lead generation company, finder’s fee lead generation. Finder’s fee is a great one because we are not looking to generate you leads completely for free forever. We are giving you the leads initially on the upfront for free, but we want you to work some sort of finder’s fee or commission for us doing the hard work of finding you the client to sell your service or product to. Add that little bit of finder’s fee on for yourself. Here is actually a list. Commission only lead generation, pay for performance leads, zero upfront fee leads, revenue share leads, incentive based lead generation, kickback based lead generation, finder’s fee lead generation, referral fee lead generation, pay per referral leads, lead generation with kickbacks, pay for result referral leads, pay on conversion leads. That should be the main list. If you have any other terminology for what we are offering, drop it in the comment section.

Kasra Dash: For sure. The main ones I would use out of that list would be rev share, where we are doing a share of the revenue or profit, and kickbacks, where you are giving a finder’s fee. You are giving a kickback. You are happy because you have done a job and made a few thousand, and you give us a percentage of the profits you have made. That is why FatRank has gone down the performance based lead generation route. If you want to apply, head over to FatRank.com, go to the contact page, put your information in there and we can see where we might be able to work with you. Ideally that is in the UK and over a large area. In a perfect world you would be working nationwide within the UK. There are lots of different caveats about why we might still work with you over smaller areas. Head over to FatRank.com and fill in the form to see whether you might be eligible for performance based lead generation service. The link will also be in the description down below.