Learn how to sell more unsold leads using buyer expansion, intelligent lead routing, quarantine release, email marketplaces and remarketing.
If you sell leads, you’ve experienced it.
The lead is genuine. The buyer simply doesn’t take it. Maybe they’ve hit their cap. Maybe it’s outside their working hours. Maybe their sales team is overloaded. Maybe their budget has been paused.
Though most lead sellers are aware, most simply discard these leads and move on. The best operators don’t. They build multiple opportunities to monetise every lead before accepting it’s unsellable.
The following 3 minute read below is to outline what the very best do, in most instances, as a bare minimum:
The biggest reason leads go unsold isn’t lead quality; it’s a lack of demand.
Too many lead sellers spend all of their time generating more leads while neglecting the demand side of the equation. The most successful businesses we see using LeadByte have a constant sales motion.
Their team is always:
Some even hire offshore VAs whose only job is finding and qualifying new buyers every day.
More buyers creates more competition. More competition increases sell rates. Higher sell rates reduce acquisition costs and increase profitability.
If you only take one thing from this article, make it this: Treat buyer acquisition with the same importance as lead generation.
Just because a lead doesn’t sell now doesn’t mean it won’t sell later - re-try matters!
Perhaps your buyers have reached today’s cap. Perhaps they’re closed for the evening. Perhaps they’re pacing spend until tomorrow morning.
Instead of discarding the lead, queue it.
In LeadByte we call this Quarantine Release. Rather than immediately rejecting an unsold lead, it can be held for a defined period before automatically being released back into your buyer panel.
Release can be controlled using:
Combined with distribution methods like Waterfall, Weighted Distribution and Ping Post, this gives every lead multiple opportunities to find a buyer.
What failed this afternoon might become tomorrow morning’s first sale.
Real-time delivery isn’t the only way to sell leads. An Email and SMS auction give you another revenue stream. Instead of discarding unsold inventory, notify interested buyers that new opportunities are available.
The buyer decides whether they want to purchase.
The lead seller generates revenue from inventory that previously produced nothing.
We’ve seen businesses generate thousands in additional revenue each month simply by creating a secondary marketplace for leads that initially failed to sell.
The important mindset shift is this:
A rejected lead isn’t necessarily a worthless lead. It may simply require a different sales channel.
Not every lead has to generate revenue immediately.
If the consumer has opted in to receive communications, continue nurturing them.
Email campaigns.
SMS campaigns.
Affiliate offers.
Alternative products.
Seasonal promotions.
A lead that couldn’t be sold today may convert weeks or months later through ongoing marketing. Remember, your database is an asset. The businesses that maximise customer lifetime value understand this.
Think of your lead monetisation as a waterfall.
Each layer increases the chance of generating revenue.
Throwing away unsold leads should be the final option - not the first.
If you’re building or scaling a pay-per-lead business, having the right software and processes in place can dramatically increase your sell rate without generating a single additional lead.
LeadByte can support your entire journey, 500+ customers using LeadByte have this as a competitive edge.