UK Lead Generation Podcast

James Dooley: In-market lead generation—today I'm joined by Kasra Dash. So, what are your thoughts on in-market lead generation?

Kasra Dash: In-market lead generation is great because it's a lot easier to close that person compared to out-of-market lead generation. For anyone who doesn’t know the difference: in-market means somebody has gone out of their way to search for your product or service on Google, Facebook, or elsewhere. They’re actively in-market to purchase the product you provide. With out-of-market, you need to catch them on the side with more awareness-style ads and introduce them to your business first.

Kasra Dash: With in-market, you've done a lot yourself. What do you think about converting in-market traffic into paying customers?

James Dooley: In-market lead generation is the Holy Grail in my opinion. Inbound leads are what you want—they’re the high-quality leads that normally convert. Outbound leads can still convert, but at much lower percentages, and require far more nurturing, funneling, and education.

When someone is in-market and they’ve sought out your product or service, they’re basically telling you: “I’m almost ready to buy. I understand the service. This is what I want, and here’s my inquiry.” So from a conversion standpoint, in-market leads are much higher quality than out-of-market leads.

James Dooley: Over at FatRank.com, the majority of what we do is in-market lead generation. We understand business owners need ROI, so most leads we generate are in-market. We do have some out-of-market nurturing flows, but by the time they inquire, they’re generally in-market.

If you're looking for in-market leads, head over to FatRank.com, go to the Contact Us page, inquire, and see whether you qualify for our in-market lead generation service.