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Secret Shopping For Leads

Name: Secret Shopping For Leads
Uploaded: 2025-05-31T23:30:12+00:00
Duration: 31 s
Channel: Shanli Liu, CPA, CTP
Description: In this short video, Shanli Liu, CPA, CTP explains a practical quality‑control tactic for lead‑generation firms. She suggests deliberately inserting a…

31 May 2025 · 1 min

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In this short video, Shanli Liu, CPA, CTP explains a practical quality‑control tactic for lead‑generation firms. She suggests deliberately inserting a dummy lead among the first ten leads delivered to a client. By doing so, the firm can monitor how quickly and thoroughly the client’s team works the lead, record the scripting they use, and assess overall performance. She also notes that informing the client in advance that one of the initial leads will be a test lead sets clear expectations that the client must actively engage with the leads to achieve results.

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So I was talking to a lead gen business a few weeks back. They were having this issue where the clients they were bringing on weren't working the leads well. I said, well, one of the easiest things you can do is simply add dummy leads to the leads that you give them, and then you can measure how frequently, how quickly, and actually listen and record the scripting that they say with you or your team. And if you tell them upfront, by the way, in the first 10 leads, we're going to give you one of our own dummy leads, it sets an expectation that they actually have to do work in order to get the result.