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Hi! This is Moby.
Welcome to Hunting Leads
Over the last 30 days, I’ve managed $120,000+ in ad spend for clients.
I’m sharing the lessons I’m reminded of below:
Enjoy!
P.S. I’m sharing the 3 Ad Funnels I’ve seen generate $$$ for clients in a free workshop on Aug 20th. Don’t worry, I won’t pitch you anything. I’m a nerd about this stuff, and I’d love to show you what’s been working.
#1 Referrals Have a Ceiling
I’ve had conversations with founders from 7 different industries.
All of them share the same problem: Their leads are inconsistent, and they can’t grow (hire) based on that.
Referrals and word-of-mouth are great, but are unpredictable and eventually slow down.
It’s a reality every business will face on their path to growth.
The solution is to find a predictable & consistent system:
To get more people to a webinar
To get more people to join a newsletter
To get more people to book a call directly
It’s what I’ve seen BTS in:
A client spending $700k/year on LI ads, and that was acquired for $1.5B+
A client who made $3.3M off Meta ads alone
A client who went from $2M to $3.7M in half a year
Eventually, most companies come to paid ads.
Yes yes, I would say that because I’m a paid ads nerd.
Well, it’s true.
Paid ads is NOT the only thing, but it is a major thing all mature businesses do.
Some do it for instant lead gen, some do it to make their board members happy for brand awareness. But they all do it.
#2 Call Leads Fast (& Follow Up!)
Over the last 45 days, I've spent $5,566 for a client on LinkedIn Ads. It’s their first time running the channel.
They’ve generated $2.5M in quoted pipeline.
They've got a lot of things going on for them (offer, me, image quality) but the one thing that stands out is that their salespeople call every lead within 15 minutes.
And if the person doesn’t pick up, they get an email, voicemail, and text.
And this follow-up process continues for weeks.
That means:
I get immediate feedback on every lead’s quality
People who submit interest but get busy are reminded about the offer
They can spend more knowing that the payoff exists
Compare that to most businesses:
Leads are called once
Leads are sent two to three emails
If the lead doesn't reach back out in a week, they're written off
It’s 100% worth it to call your leads ASAP, then follow up until they politely tell you they’re not interested.
It reminds me of this story:
I recently talked to a restoration company owner. He told me he was converting 55% of his leads. Not calls. Leads.
I asked how many leads a day he gets. He said two or three.
His process: "My aunt. I pay her $60,000 a year and she has one job. The moment a lead comes in, you stop what you're doing. You stop cooking, you stop everything, and you call the lead immediately."
Three calls a day, the moment the leads come in. $60,000 a year, and it brings in millions in revenue.
I’m hosting a workshop on paid ads. It’ll show you the 3 funnels I’ve seen scale:
Book A Call / Webinar on Meta
LinkedIn Thought Leader Ads
ABM on LinkedIn Ads
I’ve seen all these funnels when I:
Scaled AI startup from $2M to $3.7M
Scaled founder-led business from $40k to $1.12M
Scaled lead-arbitrage business from $6k in revenue to $3.3M (acquired)
Reconfigured $700K/year LinkedIn ads for cybersecurity company ($1.5B acquisition)
If you’re at all interested in paid ads, you should come. We’ll all be in the same Zoom room so you can heckle me if want. See you there?
#3 Yes, You Can Make Offers to a Cold Audience
In my time at an agency, we used to wait a while before making direct offers to the audience, because we would wait for a warm audience (retargeting) to be built.
That makes sense, but I’ve noticed the value of retargeting go down over time.
Ad platforms are getting better at finding the audience for you that is most likely to convert, and that means they’re already getting back in front of people engaged with your ads.
I made a video on it here:
So now, I don’t wait for retargeting audiences to be built:
On LinkedIn, we run a Lead Gen campaign alongside Brand Awareness
On Meta, I ignore retargeting unless they have a MASSIVE audience
Hope this helps.
Life is short. Advertise more.
- Moby | Austin, TX
