The integrity of your leads is the backbone of your business, and when you suspect they’re compromised, it’s not just frustrating—it can feel like the ground beneath you is crumbling. I know this because I’ve been there. I once spent millions of dollars on leads from highly reputable sources, only to have my clients report that they were the 5th, 10th, or even 20th caller to the same lead, often just minutes after receiving it.
It was disheartening, maddening, and outright baffling. But instead of letting it destroy my business, I committed to doing whatever it took to uncover the problem. If you’re facing a similar issue, here’s what you can do to take control, root out the cause, and protect your business.
1. Investigate the Data Path
• Trace every step of your data pipeline, from the moment a lead is generated to when it’s delivered to your client.
Ask yourself:
• Who touches this data along the way?
• Are subcontractors or third parties involved who could be compromising it?
• Is there any vulnerability in the systems you use to collect, process, or deliver leads?
Action: Interrogate everyone involved in your data path, including programmers, subcontractors, and lead generators. Ensure there are no hidden backdoors in your code that might siphon off leads elsewhere.
2. Contact the Leads Directly
• Call a sample of the leads yourself to get firsthand insight.
Ask:
• How many calls they’ve received, and the numbers they were called from?
• Where they submitted their information?
• What websites they visited?
• Have them send you any emails they received with the full email headers.
• Use this information to identify patterns and trace the source of the issue.
3. Track Associated Websites
• Leads may mention specific websites they interacted with.
• Visit these sites, analyze their processes, and even seed them with test data (your own phone number and details) to track what happens.
• This can reveal if your leads are being sold to multiple buyers without your knowledge.
4. Monitor and Test Your Own Systems
• Implement lead seeding across your own marketing channels to track what happens to your data after it’s submitted.
Look for:
• Unexplained duplicate calls or emails.
• Patterns of leads being contacted before your clients have had a chance to reach them.
• Review your codebase for vulnerabilities, especially if multiple teams or subcontractors have had access to it.
5. Consult Other Lead Providers
• If your leads are mentioning other companies in conversations, call those companies directly.
• Ask them about their lead generation practices and see if they’ve noticed similar issues.
• While it may seem counterintuitive, collaborating with other lead providers can sometimes uncover shared vulnerabilities or bad actors in the ecosystem or it can expose a dishonest company or contractor.
6. Start Fresh if Necessary
• If you can’t pinpoint the issue but the problem persists, you may need to restart your marketing efforts.
• Rebuild your lead generation systems from scratch with airtight controls, including:
• Verified, exclusive lead sources.
• Contracts that guarantee lead exclusivity.
• Regular audits of all systems and partners.
7. Take Swift Action
• Fire anyone who shows negligence, dishonesty, or resistance to transparency in your investigation.
• Protect your clients and reputation by ensuring that every lead moving forward is of the highest quality.
8. Be Relentless
• The process of investigating compromised leads is exhausting, but your business depends on it.
• Track every call, every complaint, every pattern. Leave no stone unturned.
• It may require confronting uncomfortable truths, cutting ties with long-term partners, or overhauling systems entirely, but it’s worth it.
Final Thoughts
The integrity of your leads is everything. When something feels off, trust your instincts and act quickly. This isn’t just about protecting your revenue—it’s about maintaining trust with your clients and safeguarding the future of your business.
If you’re dealing with this issue and don’t know where to start, call me. I’ve been through it and will gladly help you—for free—because no one should have to fight this battle alone. Let’s figure it out together.
David
Founder, Quality Leads
