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The Pay Per Call Business Model – Niche Research

local niche researchIn my last post I talked about my imaginary friend Bob (he doesn’t really exist – it just made the post more intriguing). The truth is Bob is a respected online marketer who made 7 figures last year with the pay per call business model.

While ‘Bob’ made a very significant amount of money with the pay per call model, hundreds of other ‘normal’ people are making 5, even 6+ figures with the model too.

I gave you a brief explanation of the business model in the introduction, this post is going to cover the exact steps you need to take to build an extremely profitable pay per call business model.

The overview is:

Find a niche > keyword research > build sites > SEO > find clients.

Step One: Find A Niche

The first step towards building a pay per call business is deciding on a local niche. The local niche is the profession you want to target. This can be anything from plumbing to dentistry to sky-diving. While you can choose any niche as all businesses truthfully need & want leads, you should start with niches that are known for buying leads.

Real estate, dentistry, law, anything medical. Going with a niche that is known for buying leads is a sure-fire way to sell them, but it means more competition. I know people who’ve worked with all of the below niches with a lot of success.

  • Travel Agency
  • Lawyer
  • Dry Cleaner
  • Carpet Cleaner
  • Dentist
  • Pediatrician
  • Doctor
  • Eye Doctor
  • Auto Mechanic
  • Martial Arts
  • Real Estate Agent
  • Wedding Planner
  • Limousine
  • Florist
  • Hair Salon
  • Spa
  • Car Wash
  • Roofing
  • Plumber
  • Contractors
  • Electricians
  • Jewelers
  • Photographers
  • Bakery
  • DJ
  • Nail Salon
  • Locksmith
  • advertising and printing
  • finance and insurance
  • interior design and decor
  • office design and remodeling
  • assorted business services
  • engineering and manufacture
  • architectural design

All of those niches have thousands of businesses in every country globally literally desperate for high quality leads. Traditional online marketers take the complex route. They contact businesses and try sell them web design, SEO, social media, almost anything they’re willing to buy.

The only thing businesses ultimately want is more leads, potential customers/clients calling them. At a profitable price, every business is willing to buy leads. To start it’s a good idea to target low competition niches or more specifically; areas. No specific offline niche is less or more competitive or even profitable than another. The competition varies from county to county, city to city.

A Dallas roofing website might generate $30,000/year while a San Francisco roofing site might barely reach 4 figures.

A good resource for finding offline niches is Dex Knows, check it out. The only important factor to note is price per lead. The price per lead businesses are willing to pay will greatly vary from niche to niche. A locksmith might pay $10 per lead with a $50 average gross profit per client.

A plumber might pay $20, and a lawyer might pay $200 to $500. It all depends on how much a company earns per client/customer. If a business is making $100 per client, they’ll most likely spend up to $30 per lead. You can push lead prices to their limits (more on that later), but as long as you average $15-20 per lead – you can quite easily build a 6 figure pay per lead business in a year or less.

It’s only 5000 leads a year, or a mere 13 leads per day. How difficult do you think it can be to generate 13 leads per day? It’s the same as generating 13 new subscribers per day, just driving 13 phone calls. Anyway…

Starting out you should choose a low to mid range profession, like roofing. Roofers are happy to pay $20 or more per qualified lead.

The next step is to choose a state, then a county.

At the very most, a single roofing company will cover an entire county. For example, the county of Los Angeles.

When you choose the county, immediately go to the Google Keyword Tool and check these variations of the county keywords:

  • Los Angeles Roofer
  • Roofer Los Angeles
  • Los Angeles Roofers
  • Roofers Los Angeles
  • Los Angeles Roofing
  • Roofers In Los Angeles
  • Roofing Los Angeles
You can also look up the shorter names for counties like “LA Roofers” etc. Another popular term would be “contractors”. Those are the main local keywords you will see in every state/county/city. After searching the above terms in the Google Keyword Tool, this is what came up:
pay-per-lead-business

The keywords don’t have that many searches for a county, but for a county with a population of near 10 million; I wouldn’t worry about it. Most PPL marketers target anywhere with a population over 100,000.

The surrounding cities will have a lot of searches. First look for main county keywords with 400+ searches/month. You’ll find many with 1000, 2000, 3000 or even 5000+ searches/month in some professions.

All this is doing is verifying that it’s is a profitable niche. Between the main keywords, I’m sure there are more like 2000 searches/month in Los Angeles for the roofing niche. If you turn just 10% of those searches into calls; that could be 200 x $20/lead = $4000/month from one site. (unlikely but you can see the massive potential)

So find a county with preferably keywords with 400+ searches a month. If you find a niche like Los Angeles roofers where you know the county has a million+ population; don’t worry if the keywords only have 200ish searches.

If it has a lot more searches (1000+), have no fear of competition as choosing the county is just one part of the overall strategy.

2. Keyword Research

Once you’ve decided on a niche and a county; it’s time to delve into the world of keyword research. Some marketers are really vague when it comes to keyword research, they just tell you to pick a keyword and maybe give you a few ideas of what to look for.

The reality is when it comes to SEO; keyword research will either make or break you. If I was to spend 10 minutes doing keyword research, I might find a few decent keywords (5k+ searches/month) that’ll take me 3-6 months to rank for. But given enough time, maybe hours; I might find a keyword with 10,000 searches/month that I could rank for overnight.

So how do you do keyword research for the PPL business model?

First, take the county you’ve selected and put it into Google. In this case I’d search “los angeles county”, you want to click on the Wikipedia result. What you want to do is get a list of the most populated cities in the county. Once you get a list of the cities, you can run them through the Google Keyword tool to get an idea of how many niche related searches there are in the cities.

This is why the level of competition for the main county keywords doesn’t matter; you’re going to target the cities as well.

==>> Click here to go to part 3: local keyword research.

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