Discover more than 40 lead-gen ideas proven to work for your media company.

1. Lead-Gen Webinar Series:
43 Lead-Gen Ideas in
30 Minutes

2. Welcome!
Liz Huff
Director of Customer Success
lhuff@uplandsoftware.com
Julie Foley
Sr. Customer Success Manager
jfoley@uplandsoftware.com

3. Chat NOW with
Success!
lab.secondstreet.com
10am - 4pm CT,
Monday-Friday

4. Do you have
questions?
Ask in the GoToWebinar
Panel during the webinar,
and we will answer them at
the end!

5. Understand the Seller's
Guide...and USE IT!

6. Seller’s Guide
secondstreet.com/sellers-guide

7. CNA Questions
secondstreet.com/sellers-guide

8. Promotions to Run
secondstreet.com/sellers-guide

9. Prizes to Offer
secondstreet.com/sellers-guide

10. Lead-Gen Questions
secondstreet.com/sellers-guide

11. All for the top 50 advertiser categories!
secondstreet.com/sellers-guide

12. Home Services

13. Home Services
Who fits in this category?
• Deck
• Garage & Driveway
• Lawn
• Pool
• Roof
• Flooring
• HVAC
• Kitchen & Bath
• Window & Door
• Painting

14. Home Services:
What are their goals?
• Branding/Awareness
• Educate Potential Customers
• Data to Qualify Leads
• Buying Intent
• Investment Level
• Timeline for needing services

15. Home Services
Show Us Your Ugly
Furnace Photo Contest
WBYT-FM
Spring Home & Garden
Showcase
Post Register
Bathroom Remodel
Sweepstakes
WISC-TV

16. Home Services
What’s Your Dream
Home Style? Quiz
KBBK-FM
The Great Garage
Giveaway Sweepstakes
The Daily Herald
Save My Shower
Photo Contest
KSTP-TV

17. JF Miller Heating & Air AC
Unit Sweepstakes
• 115 photo submissions of users their
ugly AC unit
• 75 opt-ins for sponsor
• Thank You Email with 20% off
coupon for AC repair
• 38% open rate
• This campaign secured an annual
radio campaign totaling $25,000
WBYR-FM, Fort Wayne, IN

18. Toilet Topper Giveaway
• Sponsored by Noble Custom Woodshop
• 256 entries
• 111 opt-ins for sponsor
• Great lead-gen questions
• He was able to line up numerous jobs and
has a waitlist of over a few months
• This contest helped secure an annual
contract for both digital and TV for
$30,000
WKBT-TV, La Crosse, WI

19. Financial

20. Financial:
Who fits in this category?
• Banks
• National
• Regional
• Local
• Credit Unions
• Investment Advisors/Brokers
• Wealth Management/ Financial Planners
• Tax Advisors / Preparers

21. Financial:
What are their goals?
• Database growth
• Adults 25-54 (planning for college savings, retirement,
new babies)
• Adults 50+ with disposable income
• First time home buyers or current homeowners
(mortgage and home equity loans)
• Leads
• Community presence
• Life changing events

22. Insurance
Test Your Medicare
Knowledge
Palm Beach Post
Sing & Clean
Video Contest
KQTV-TV
Country Gives Back
Photo Contest
WKLB-FM

23. Banks/Credit Unions
Don’t Drink and
Drive Quiz
Lubbock Avalanche-Journal
Hometown Holiday
Helpers Sweepstakes
WDBJ-TV
Financial Terms
Quiz
Northwest Herald

24. Wealth Management
Are You a Whiz at
Income Taxes? Quiz
West Kentucky Star
Can You Weather a
Financial Crisis? Quiz
The Republican-Herald
Capital Financial Road to
Retirement Sweepstakes
WRAL-TV

25. Gary & Nelson’s $15,000
Year End Bonus
• Sponsored by Liberty First Credit Union
• 8,000 entries
• 2,000+ NEW opt-ins for the KFGE database
• 1,500 opt-ins for the Credit Union’s database
• Generated leads for Credit Union:
• 408 people said they would like to purchase a
new car in 6 months
• $15,000 revenue
KFGE-FM, Lincoln, NE
c

26. Chime in for Changemakers
• 1,083 nominations
• 668 opt-ins for Chime
• Lead-gen for Chime:
• Do you currently bank with Chime?
• What type of bank do you use today?
• What would motivate you to change banks?
• When COVID hit, campaign shifted from
product focused to community focused
• Huge branding campaign for Chime that also
resulted in key data capture about what motivates
someone to change banks
• $100,000 revenue
Gannett, McLean, VA

27. Real Estate

28. Real Estate:
Who fits in this category?
• Agents
• Real Estate Companies
• Mortgage Brokers
• Builders
• Apartment & Condo Complexes

29. Real Estate:
What are their goals?
• Leads (Buyers, Sellers)
• Leads (Renters)
• Branding Awareness
• Community affiliation
• Buying Intent and other qualifying data

30. Real Estate
How Well Do You Know
KU’s Best Big Men? Quiz
Lawrence Journal-World
Home Free $15,000
National Sweepstakes
The Wilson Times
RE/MAX Properties
Scavenger Hunt Quiz
Tyler Morning Telegraph

31. Are You Ready to Sell
Your Home? Quiz
• 634 quiz submissions
• Great lead-gen question:
• “Are you planning on selling your home
in the next 12 months?”
• 39 people said YES
Erie Times-News, Erie, PA

32. Healthcare

33. Healthcare:
Who fits in this category?
• Hospitals
• Specialists
• Dentists
• Orthodontists
• Hearing Centers
• Lasik
• Cosmetic Surgeons
• Clinics
• Urgent Care Facilities

34. Healthcare:
What are their goals?
• Drive leads for new patients
• Retain existing patients
• Capture email address
• Demographic information
• Positive experience
• Branding/Community presence

35. Healthcare
Smiles Matter
Photo Contest
WDEF-TV
Are You a Heart
Health Expert? Quiz
Santa Barbara Independent
Teton Therapy Occupational
Therapy Quiz
KLQQ-FM

36. Healthcare
Healthcare Heroes
Photo Contest
KAVU-TV
New Hartford Eye
Health Quiz
Observer Dispatch
Better Hearing
Sweepstakes
WKBT-TV

37. Educator of the Month
• Sponsored by Spooner Health
• Great community tie-in & great
use of lead-gen questions
• Hundreds of votes each month
• $11,200 revenue
Spooner Advocate, Spooner, WI

38. Automotive

39. Automotive:
Who fits in this category?
• Aftermarket
• Auto Body Painting
• Window Replacement
• Oil Change Shops
• Car Wash
• Dealerships
• Repair & Service

40. Automotive:
What are their goals?
• Qualified leads/capture email addresses
• Drive traffic to dealership
• Demographic information
• Coupon redemption
• Positive experience
• Branding/Community presence

41. Auto Dealer
Kia Cutest Pet
Photo Contest
Northwest Herald
Nissan Storm Tracker
Extreme Weather Quiz
WRAL-TV
Honda Teacher
of the Month
Gainesville Times

42. Auto Aftermarket
Guess the First
Snowfall Sweepstakes
KTUU-TV
Are You A Car
Buff? Quiz
Idaho State Journal
Car Wash Giveaway
for a Year
Times Herald

43. Great Auto Sweepstakes
• Sponsored by Keystone Auto
Sales – great lead-gen for
sponsor
• 1,150+ entries
• 85 new opt-ins
• 119 said YES to “Are you currently
in the market for a vehicle?”
• $3,000 revenue
Pocono Record, Stroudsburg, PA

44. Revive My Ride
Photo Contest
• Sponsored by Randy Marion
Collision Center
• 108 photo entries
• 2,948 votes
• 113 opt-ins for collision center -
AND used hot leads!
• $8,000 revenue
Hickory Daily Record, Hickory, NC

45. Grocery

46. Grocery:
Who fits in this category?
• Grocery stores
• Farmer’s markets
• Specialty food stores
• Meat markets
• Delis
• Bakeries

47. Grocery:
What are their goals?
• Drive traffic in store
• Capture email addresses
• Demographic information
• Weekly/Monthly spend
• Coupon redemption
• Positive experience
• Branding/Community presence
• Incentives for store placement/displays
• Promote food holidays

48. Grocery
Honey Baked Ham
Dinner Sweepstakes
Wilmington Star News
Hannaford
Recipe Ballot
Keene Sentinel
Patriotic Pet
Photo Contest
WWL-TV

49. Skinner’s Hometown Heroes
• Sponsored by Skinner’s Grocery
• Prize: $250 Skinner’s gift card to
winning hometown hero each
month
• Different lead-gen questions each
month
• $1,500 Revenue each month
• $18,000 Revenue
Longview News-Journal, Longview, TX

50. Education

51. Education:
Who fits in this category?
• Higher Education
• Trade Schools
• Technical and Community Colleges
• Tutoring Centers
• Private Schools
• Daycare
• Summer Camp

52. Education:
What are their goals?
• Highly qualified valuable leads
• Drive foot traffic to open house events
• Leads that align with their calendar
• Timing is everything
• Feel good community tie-in

53. Education
What College Program
is Right for You?
Avenue Calgary
Bethel University Adult &
Graduate Studies Sweepstakes
WBYT-FM
Rock Valley
College Quiz
WTVO-TV

54. $500 College Textbook
Sweepstakes
• Sponsored by NC Assist Loan
• Lead-gen AND Hot Leads for
sponsor!
• 1,100+ entries
• 616 opt-ins for sponsor
• $4,500 revenue
WRAL-TV, Raleigh, NC

55. Resources

56. lab.secondstreet.com

57. Chat NOW with
Success!
lab.secondstreet.com
10am - 4pm CT,
Monday-Friday

58. secondstreet.com/sellers-guide

59. secondstreet.com/sales-one-sheets

60. secondstreet.com/turnkeys

61. Virtual
Summit 2021
Starting Monday, June 7th!

62. Thank You!
Liz Huff
Director of Customer Success
lhuff@uplandsoftware.com
Julie Foley
Sr. Customer Success Manager
jfoley@uplandsoftware.com