John knows the secret to generating leads and turning them into customers—it goes beyond Google Ads! And in this series, he'll share his tips for success so you can do the same to your client’s campaigns.

In the first part of The Proven Techniques to Turn Leads Into Customers series, John shares:

- How to manage lead generation clients if you’re a PPC agency,

- Why lead generation is more difficult than eCommerce campaigns

- Why you should investigate the post-lead generation activity more than the lead generation process itself,

- and so much more!

PS: This video is from an internal Solutions 8 training. We’re sharing everything with you, our dear subscribers, to show our gratitude for the overwhelming support you’ve given us. We value you and your growth with Google Ads. 🖤💚🤍

0:00 Intro

0:38 PPC Agency Tips: Proven Techniques to Turn Leads Into Customers Part 1

2:27 Investigate post-lead generation activity

6:46 Work with the best Google Ads agency on the planet

Related resources:

🚀 Google Ads POWER HOUR: The Importance of a CRM Tool for Lead Generation https://www.youtube.com/live/XUhmYltB...

FREE Download: How to Run a Lead Generation Campaign in YouTube Using Google Ads https://sol8.com/download-how-to-run-...

Google Ads for Lead Generation: The Ultimate Guide https://sol8.com/download-google-ads-...

🎯 Prerequisites for Successful Lead Generation Campaigns:   

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Lead generation is hard.

It's confusing.

The people that are in charge are being fed lies from the people that

are responsible for closing the deals.

Lead generation is who answers first.

Yes, the landing page is gonna help, but the most money is

made and lost by the contact.

This is why lead de generation is hard.

Lead generation is very hard cause it's easy to generate the lead.

It's hard to make 5000% return on add spend from that, from your campaign.

The first.

Seconds of any phone call is given.

The most important, the first five minutes after any form fill

is very, very, very important.

This is why lead to generation is hard.

Lead generation is very hard cause it's easy to generate the lead.

It's hard to make 5000% return on Aspen from that, from your.

So that's what I wanted to talk about.

So what are some ways that we actually do this?

Well, the first thing that we wanna do is look at the individual contacts

each week, review these weekly, know these better than the sales

team are better than the managers there, and then investigate about it.

That's one of my meetings that I have every single week here

is me going through, and I'm reviewing their leads in person.

Every phone call every.

Reform, Phil, what their sales team's doing, asking questions and then saying,

here's what I'm doing based off of that and here's why I need more information.

When we're talking about, for example, , they won't let us have access to c r m,

that is, in my opinion, a non-starter.

We are not going to be effective at our job because we're going

to live and die on what they say is happening now, not the truth.

I would imagine all of you here on this call has not really.

A client that knew their merth or C their L T V.

Better than you after you've done the work and research and found it out and

they've been measuring it incorrectly.

I've never met a client that measures zero metrics correctly,

or at least you know, not.

Or at least they've gotten pretty close, but still need some some help.

It's no different than lead for lead generation.

Lead generation is hard.

It's confusing.

The people that are in charge are being fed lies from the people that

are responsible for closing the deals.

Why don't you close that deal?

Bad leads, huh?

Solutions.

Eight bad leads.

What do we do?

Well, you know, the person was out to lunch and then

went to Disneyland for a week.

So it was 10 leads that came and didn't really get closed.

So those must be bad leads, right?

No, they need to be followed up on, they need to be nurtured.

They need to be, have high touch points for us to actually move the needle.

So what I do I would suggest everyone does, if we have a lead

generation client is start to invest.

Actual behind the curtain post lead generation activity to make yourself

smarter and to help the client close more.

Very, very simple.

And we actually, Costa and I built, and then we made an exit from the company.

It wasn't a great exit , it was more of like trying to run away from the company.

but that's besides the point is we built a company that was very, very

profitable and worked really, really well.

There were just this difference in agreements with us in

theater management teams.

But this was a company called, it was offer paid, so we were generating, , we're

spending about half million dollars, , and generating a bunch of leads for people

looking to sell their home quickly.

And here's what we found, and this is true for all degeneration.

If I go to Google and I type in, sell my home, , sell my home fast

for cash, one of the choices that I have right here, I have four choices.

Four choices right here.

I have four people asking for me to contact them.

Awesome.

So I'm gonna take my, take my ad, , click here, and I say, awesome.

All right.

Pull up my phone, dial six, two, three, ring, ring, ring.

No one answers that stinks.

One button.

that person now has lost that lead forever.

It didn't answer their phone.

I'm already talking to Doug Hopkins.

I like Doug Doug's.

Fills me with confidence.

Get excited.

I'm already sending him pictures of my house.

While this person close, fast, get cash, is trying to contact me and hitting

my voicemail, sending me emails, and I'm now ignoring marking as spam.

The first five seconds of any phone call is the most important, the

first five minutes after any form.

Is very, very, very important because a person has their mouse in their

hand and they're one, button click away from three of your competitors.

If you don't answer your phone or if you don't get back to the person immediately,

you have lost 80% higher conversion rates with a contact, , time of five minutes

or less on forum fill and first phone call pickup in, the first two rings.

Lead generation is completely opposite of e-commerce.

E-commerce takes six days, come back six ways, you know, that's all good.

, time lag.

There's, , , I'm looking for that specific product, and you have the best price.

Lead generation is who answers first.

Yes, , the landing page is gonna help, but the most money is

made and lost by the contact.

So now we look at this and say, okay, let's look inside of this client

here and let's look at some of the leads that have been generated.

And this is true for , any company.

I don't care if they spend a million dollars a day or $6 a year.

When you look at the original source, and I'm just, this is gonna be different

from, for each tool, but essentially they'll be pretty much about the same.

Now I'm looking at the original source.

I can see that these are all the paid search.

These are the leads.

I created one today, three y.

Two on the eighth.

1, 2, 3, 4, 5, 6, 6 on the seventh, and I should be able to hop.

And see, not today, but yesterday.

Three This three.

These three first leads say Awesome.

What's been the activity?

So we had someone that has been filled out.

They told us they're in Chino Valley.

Name's Josh.

He's a lead right now.

He's in Arizona, and a good time to contact him for a quick phone

call is between noon and five.

Excellent.

It's noon right now.

Today.

I should see before 5:00 PM today, this task be completed and an

update in the activity and any notes about the conversation.

If I do not, the owner hears about it.

I, you're spending $80 a lead and your sales team is out to lunch apparent.

And what, what's nice about this is when we're talking to the actual, , the person

in charge of this, cuz this is the kind of conversations that we have to have too.

Here's what we're having conversations about.

The league came in and he says, thank you.

These guys are gonna get peppered with tasks, whether they like it or not.

Currently just sold the most buildings ever in a month 17.

Big congrats and thank you for helping our campaign.

He said, it's awesome.

Congrats.

, yes.

If you're annoyed during the day as a salesperson, you're either getting

things done when you're not working, you're unemployed, and he says, ha,

totally stealing that statement.

So we have a, management style with these people in here that if

you're not contacting them, you're.

If you're unemployed, that's it.

You don't make any money.

You're, you're gone.

That's how, what's nice having worked with you to say, here's how the activities have

to happen in this company for it to work.

And now they've sold 17 buildings in one month.

That's millions and we're spending six, seven grand a month on ads because we're

going past the point of lead generation.

A another company would say, Hey, I dropped you off 17 leads.

What happened?

You did.

Hey Bob, how much do we sell?

None.

Oh, hey, suck you.

Guys suck.

Horrible, horrible needs.

Bad, bad company solutions.

Say bad.

So that's the difference with lead generation though.

E-commerce, they buy in their sleep.

With this, it takes a human interaction.

So when we're talking about all lead generation, it's completely different.

Way, way, way different.

And some of the activities are, we should need to see activity immediately.

The leads that are coming through.

, this field are gold.

I cannot get a better lead than this.

They're in Prescott, Yavapai County.

I make them fill at the county that they're in.

I'm getting stupid with these things.

They're in Arizona, in Prescott, Yavapai County.

They want a 36 foot by 56 foot RV garage, one side, 720 square

foot apartment, one side back garage door, front eyebrow porch.

If they don't close this, something's really wrong here

cuz these are gold leads.

They're dropping in their lap with, they even have the length,

the width, and the height of the building that they wanna build.

We made it very ridiculous for this to fail.

Now this was on December, or sorry, this was February 9th.

So my notes here, this is February 9th.

This is a day old so far, and there's no notes.

There's a task follow up and thanks for reaching out.

I'm Steve interested in this building here.

We have one desk just like this.

Have we called yet today?

No.

I expect to see that tomorrow.

So we see all the information that these people are sending, Hey,

I've designed a building for you.

This is what we need as a Google Ads agency.

Because then I can go through and say, okay, here's how we, now we look at it,

we know that we're dropping off leads.

The leaf formm is quality, and your team is jumping on these things using the tool.

And I can see exactly, I physically drove over to the location.

I set all this up in person three years ago, and now this client is