Part of the guide: Blog Traffic
In 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
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.
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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.
Comments
Xiomara Vela
I’ve been following your blog for a while, and this post is really helpful! I’ve been thinking about starting a pay-per-call business, and your insights on niche research are exactly what I needed. Thanks for sharing!
Jessica
This is a very detailed and informative post. However, I’m a bit skeptical about how easy it is to generate 13 leads per day. Could you provide any evidence or examples of people who’ve done this successfully?
Mark
Great content! I have a question though. You mentioned targeting low-competition areas for niche selection, but how do you identify areas with lower competition?
Emily Anderson
This post really resonated with me! I’ve been working on my online business for a while, and the Pay Per Call model is something I’ve been considering. It’s refreshing to see someone explain the steps so clearly. Great job!
Peter Gomez
I have a hard time believing that generating 13 leads a day is as easy as you say. Can you provide any case studies or data to back this up? I would love to see more concrete evidence before diving in.
Rachel Liu
This is a brilliant post, thank you! I’m curious, though—how do you find the right balance between low competition and profitable niches? Would love to hear your thoughts on that.
Michael Johnson
While the information is useful, I feel that some aspects could have been expanded on. The section about keyword research, for instance, was a bit brief. Could you offer more insight on finding profitable keywords?
Samantha Garcia
I enjoyed this post a lot! It’s been a while since we last caught up. How have you been? Let’s grab coffee soon. Also, I think you’re spot-on with targeting local niches!
David Thompson
I’ve had a similar experience to what you describe. I started targeting local niches last year, and while the beginning was slow, it quickly picked up once I optimized my website for specific keywords. Thanks for confirming that I’m on the right track!
Olivia Martinez
I recently came across a tool called LeadFuze that automates lead generation for local businesses. It’s quite similar to what you mention in the post. I’ve found it useful in building my client list. Definitely worth checking out!
James Park
This post has been eye-opening for me. I learned so much, especially about finding the right niche for lead generation. Can’t wait to put this into practice and start seeing results!
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Fine. The opening line admits the last post’s success story was invented to make it ‘more intriguing.’ Then the very next paragraph asks me to trust a list of niches and a formula for 13 leads a day. Why would the second claim be more honest than the first one turned out to be?
The fake-friend-with-a-big-win intro isn’t new. We had a version of him in the seminar circuit long before this blog existed, different name, same vanishing act.
Gus, the fake-friend intro might be recycled, but I actually went through the niche list two years ago, roofing specifically since it’s on there. Week one was picking the county and running the keyword checks the post describes. Week two was building out the low-competition city sites. Week three is where it fell over — not the SEO, the actual client conversations once a site started ranking. Nobody on that list of thirty professions is going to hand you a lead-buying relationship just because your keyword volume checked out. That part of the process isn’t in this post at all, and it’s the part that took the longest by far.
Marla’s right about the opening trick, but it got me thinking about something else — that niche list reads like the inventory of every small shop on an Irish high street, roofer to florist to locksmith. Every single one of them needs the phone to ring. Maybe that’s the actual insight hiding under the fake friend: running a business and marketing one are different skills, and this series only teaches one of them.
What Marla’s describing already has a name in the persuasion literature — the composite success story, used before the actual instructions arrive so the reader is primed to trust what follows. It’s catalogued in enough of the older influence research that it isn’t accidental. It works on an audience regardless of whether any one reader believed ‘Bob’ was real, which is exactly why the niche list after it lands as more credible than it should.
Philip’s point about the composite story being a deliberate device is well made, and I confess it did not occur to me until he named it. At sixty-one, rebuilding rather more carefully than I once did, what I look for in a post like this is not whether Bob existed, but whether the list of professions still holds up in a market with far more competition than it once had.
Whatever anyone thinks of the fictional opening, the substance underneath is a real, usable filter: start with a niche that already buys leads, check the keyword volume against a real threshold, and don’t chase the most competitive market first. I think what’s being missed when people focus only on ‘Bob’ is that the actual method here doesn’t depend on him being real at all.
Ade’s right the method stands without Bob. Still, checking keyword volume for thirty possible niches is not a forty-five minute task, it’s a weekend.