Blueprint Research Method

A strategic approach to researching and building a lead generation business by studying recent successful companies in the space.

Initial Research Strategy

• Find newer lead gen companies (2-3 years old) rather than established players from the 1990s
• Make contact through one of these angles:
  • Express interest in acquiring their business
  • Request a learning call about their industry
  • Offer to feature them in an article about top companies in their space

Key Information to Extract

• Traffic acquisition methods

  • Whether they primarily use Facebook ads or Google keywords
  • Content marketing strategies
  • Landing page optimization techniques

• Business model details

  • How they qualify leads
  • Pricing structure for leads
  • Minimum lead value thresholds ($100+ seems to be the sweet spot)
  • Conversion process (email capture, qualification questions, etc.)

Implementation Framework

• Use 80/20 principle for business model
  • Copy 80% of what works from successful companies
  • Innovate on 20% through:
    • Different industry focus
    • Enhanced emphasis on specific channels (newsletters, copywriting)
    • Geographic targeting
    • Unique lead qualification process

Profitable Industry Characteristics

• High ticket price items/services

  • Senior living ($6k/month customers)
  • Pool construction ($50k+ projects)
  • Moving companies
  • Construction services

• Evaluation metrics:

  • Purchase price of product/service
  • Frequency of purchases
  • Total addressable market size
  • Competition level in lead generation space