Growth February 14, 2020

How can i make 20k/m become 50k/m

Lucas Pereira Bulhões @Hseijuro

I have a lead generation business, i mostly work with insurance sellers, i'm currently managing 30 clients with a 20k revenue.

My current strategy is facebook and google ads, generate leads, call those lead, show the results i'm getting with their "competitors" and try to close my services.

I charge from 500 to 800/m for a lead generating champain setup, and currently i work with 2 employees 1 handles money other handles backoffice and client support.

1 issue that i have is low client retation, only 20% of my clients stick around, many of them just keep the strategy without me since everything i do is on their ads accounts, do you guys have any toughts on client retation?

Since i have low retation i have to constantly getting more clients and not having too much time to expend my clients marketing strategy, making my service more useful

How can i make clients need me forever if he can just turn on the ads that i created and keep generation leads without me?

  1. 4

    You mention they leave because you give them all the tools they need to run it themselves. It you do a good job at getting leads so instead of getting them set up, run everything on your own account. Make a couple landing pages that you send people to and then share the lead with them.

    Another option would be to take that a bit further and just be a giant lead gen for insurance company. Then instead of doing work for any one client, you just keep getting leads and sell them to anyone that is willing to pay for them. That's what Zillow does.

    Finally, you could pivot into becoming an educational company for ads instead and sell courses, then upsell people into more advanced courses etc.

    1. 1

      Doing everything on my own account it's been something that i sometimes do, but sometimes i get my accounts banned from Facebook Ads because of the rules, apparently Facebook don't like it when you do that.

      I've tryed do sell leads for a while but this market has its final days counted since Brazilian goverment came up with a law that prohibits the selling personal data.

      Now about the courses are a great idea just need the time to create and market, but since my client base is constantly bleeding i've been a bit scared of stoping selling and have my revenue drop too much while i make the course project work.

  2. 1

    Don't sell the setup. Sell the management.

    1. 1

      What about advertising rules, i've read something about it, they tell you have to advertise on your clients account or you could get banned and i did get banned a couple of times.

      1. 1

        Where did you read that? #fakenews

  3. 1

    Record yourself doing the service, turn that into a step by step SOP, have a VA do it, fix what doesn’t work until it does and then you are removed from delivery.

    Now you can raise your prices and value, set clear expectations And spend your time on delivering value and finding dope clients.

    Then after you bring on the right amount of clients for your goals, you can remove yourself from the marketing and or sales process.


    1. 1

      Great idea on recording, i've been closing at least 10 new clients a month, but lose 7, either because they figure out they can manage ad accounts themselves or they don't have enough money to keep advertising with little results, specially when they're not great at sales.

      My goal is to have 100 clients that stick around, i've been a bit stuck in the 30-50 clients, get 10, lose 7 almost every month for diferent reasons, but specially clientes doing the management themselves or not enough capital to continue advertising while comissions are coming.

      1. 1

        100 clients is a TON of work, all your systems will likely break at that point... less is more... focus on getting ideal clients and retention, not anyone who will say yes...

        1. 1

          The thing is i mostly work with one niche so i can copy and past and get same results in every client but whenever i get a big client it's usually a TON of work, they want many different campains, diferent strategies every month, and i feel unconfortable on having most of my revenue from a hand full of clients.

          Even thou i rear many people saying working with big clients is best, i feel the complete opposite, for instance, i lose at least 5-7 clients everymonth but i don't even mind because its not a huge part of my income. or perhaps thats exacly my problem, working with little companies, not really sure, i've only have less then 2 years of opened company.

  4. 1

    There is not enough data, but from what you have written you sell an optimization service that can be used perpetually or one-time?
    If so, then introduce a "maintenance" service, where the customer pays 20% of the original price each month for maintenance, optimization, and consulting.
    I assume the majority of customers will go for it which will generate you a steady income.

    1. 1

      I accutually charge the same amount every month, between 500 to 1000, what i do is manage ad accounds Google ands Facebook with my know-how and set up a lead generation campain, but every month i lose a couple of clients that figure out how to do the management themselves or not enough capital to continue advertising while comissions are coming.

      1. 1

        Right, then I would drop the price to 50% from second month onwards. Create a "setup fee", so the customer sees value in sticking around.
        So, charge (numbers are just for example):
        $200 setup fee + maintenance free for the first month
        $100/mo maintenance fee from second month onwards

        This way customer will see value in sticking around and will be less likely to drop. They need to see that they have invested some amount (setup fee) and if they cancel and then purchase again, they will need to pay the setup fee again.

        This should reduce churn quite a lot.

        1. 2

          Great idea Bro, thank you, will look further into that.

          1. 1

            np, gl

  5. 1

    Some ideas (without knowing the specifics of your service):

    • test signing them on 2-3mo contracts so that you'll be able to show them the long-term impact of your services
    • work on the positioning of your offer - that it will have a greater impact with time (if it really does)
    • offer some add-ons
    1. 1

      I do Lead generation trough Facebook Ads and Google Ads, i setup the campain, since i work with an expecific niech (insurance sellers), i mostly copy and paste the best ads and the leads just start comming.

      Great idea on the 2-3 mo contracts, today i just hold the client for 1 month.

      Also great idea to setup the idea on the optimization long term.

      What would you say would be an good addon, today i do Logo Design, LandingPage Creation and Remarketing Videos.

      1. 1

        If you're able to offer them so many different services, why don't you just move them to a full-service plan where you handle the campaigns from start to finish? Everything from campaign and asset creation to campaign management.
        It's a large value add for them as they have one company doing everything. Then you're able to charge them a fixed monthly fee.

  6. 1

    I think in the long term you need to create some assets so that they need you -your mailing list or site that generates leads.

    1. 1

      I have an upsell for landingpage creation with Google Ads campains, but what would you say would be a good asset knowing that i generate leads through Facebook and Google LeadAds.

  7. 1

    Hire some people who do the calls for you. This way you can convert more leads in The same time

    1. 1

      Flowdee, great idea and i'm already working on hiring a sellsperson, but my main issue is that i have little client retation, i'd appreciate if you could give me some insights on that too.

  8. 1

    Maybe you can have a mailing list that they can subscribe to so they can keep up with the latest strategies in managing the ad campaigns you set up. If you are the expert then they might be willing to get tips and tricks for a low monthly fee.

    1. 1

      Great idea, i'll try to implement that.