How to start a lead generation business
The in and outs of starting a lead generation business.
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Starting a lead generation business is tricky if you don't know where to start. But with the correct information, starting your venture can be simple.
In this guide, we have explained the things you need to consider when starting a lead generation business.
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What's in this guide?
- What skills, knowledge, or requirements do I need to start a lead generation business?
- What courses and qualifications do I need to complete?
- Equipment and software needed to start a lead generation business
- What business structures do I need to consider before starting a lead generation business?
- Do I need any legal documents written up before I start operating?
- Get access to legal templates online
- How can I build my customer base?
- How much should I charge my customers?
- Frequently asked questions
What skills, knowledge, or requirements do I need to start a lead generation business?
You need to be proficient and well informed about sales and marketing, particularly online marketing strategies and tactics. In addition to understanding buyer personas, you should have networking skills, top-notch communication skills and analytical skills.
Consider choosing a niche that needs leads and has a high demand. Then, you need to design a business plan and outline your marketing strategy. Lastly, you need to set up automation and monetise leads for businesses that pay for them.
What courses and qualifications do I need to complete?
While you don't need certification to start a lead generation business, you can take advantage of free courses like Hubspot's Lead Management course, and paid online courses on platforms like Udemy. These courses will generally teach you how you can manage sales and organise them. They will also equip you with the knowledge you need to understand how to create lead nurturing and qualification.
You will also have to register your business with the Australian Securities and Investments Commission (ASIC).
Equipment and software needed to start a lead generation business
A lead generator should consider having the following equipment and software tools:
- Laptop or desktop computer
- A quality desk and chair
- Budgeting software
- Lead generation tools like OptinMonster
- Email marketing software
- Advertising tools like Google Ads and AdEspresso
- Communication tools for websites like Intercom
- Sales tools like Salesforce
- Email address finding tools like Hunter
- Customer relationship management (CRM) software
- Prospecting and outreach tools
You should also consider setting up a search engine friendly website. This means that it should have a responsive design which is optimised for mobile users, and have content targeting valuable keywords. Before creating your website, you have to register a new domain name and find a web host service provider to publish your website so that it can be available online for your clients to find you.
What business structures do I need to consider before starting a lead generation business?
When selecting a business structure, you should consider the following factors:
- How do you plan to raise your capital?
- Do you want to partner with anyone?
Here are some of the business structures you can choose from.
- Sole trader. Choosing this structure means that you are responsible for every aspect of your lead generation business. This includes day-to-day business decisions, debts and losses. To keep track of your transaction for tax purposes, you will need an Australian Business Number (ABN).
- Partnership. In this type of business structure, two or more individuals share ownership. Each partner shares losses and profits that the business incurs. If you choose a partnership as your business structure, then you need a partnership agreement. This contract establishes the responsibilities of each partner and rules about partnership.
Do I need any legal documents written up before I start operating?
Legal documents are important for every business running in Australia. Rather than have a lawyer draft them up for you, you can make your work easier by going online and downloading legal templates. Online legal companies have experienced lawyers who are also available to advise you.
Some of the essential legal documents you may need for your lead generation business include:
Get access to legal templates online
How can I build my customer base?
One way to build your customer base is by using cold calling and email campaigns.
Paid marketing channels like YouTube, Adwords, Google and Facebook can also help you to generate leads. With Facebook, you can target specific audiences based on things such as net worth, income and the type of vehicle one is driving.
Online marketplaces give you a platform to sell your services on the internet without establishing online stores. They have a lower startup cost than setting up your online store. Upwork and Airtasker are examples of popular marketplaces.
Selling your services through multiple well-known marketplaces can expand your customer base. Websites like Airtasker have already invested heavily to promote their platforms. As such, they have a wide audience. These platforms help showcase your services to numerous potential customers. Clients sometimes prefer connecting with sellers from these marketplaces as they have developed confidence in them.
You can also ensure that potential customers find you when searching on search engines by listing your business on online business directories. Popular directories include White Pages and True Local.
How much should I charge my customers?
Lead generation pricing models differ due to various factors. Some companies charge a monthly fee that can range between $2,000 and $20,000. The pricing of appointment billing lead generating can range between $50 and $400 for every appointment. The average hourly rate earned in Australia according to Payscale ranges from $22.49 to $28. This depends on the niche you choose and the services you are offering.
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Frequently asked questions
What is lead generation?
Lead generation is the process or action of identifying and cultivating clients for a business's services or products.
Why do businesses need lead generation?
Lead generation is an important part of generating new opportunities and a way of keeping up with competitors.
Is lead generation part of marketing or sales?
Lead generation involves both marketing and sales. While leads are often generated through marketing, the purpose of generating these leads is to help drive sales.
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