Episode 117 – Converting Leads with Low-Cost Labor featuring Justin Oglesby and Conversionly.io
In this high-impact episode of The Prospecting Show, Dr. Connor Robertson sits down with Justin Oglesby, the co-founder of Conversionly.io, a company revolutionizing how businesses turn leads into customers through efficient processes, global teams, and smart automation. Together, they dive deep into how companies can scale conversions without overspending — and why most businesses don’t have a lead generation problem, but a lead management problem.
Dr. Robertson opens the conversation with a simple truth: “Every company says they need more leads, but what they really need is more follow-up.” Justin nods in agreement. “Leads are only as good as your system,” he says. “If you’re not following up quickly, consistently, and with care, you’re burning money every single day.”
Their conversation blends operational insight with tactical execution, offering entrepreneurs a playbook to turn pipeline inefficiency into predictable revenue.
The Real Problem: Not Leads, but Leakage
Justin explains that most businesses don’t lack leads — they leak them. “If you don’t have a system for speed-to-lead, nurture, and conversion, your pipeline’s full of holes,” he says. “You could have the best marketing team in the world, but without structure, you’ll still lose deals.”
Dr. Robertson points out that attention spans are shorter than ever. “If you don’t respond within five minutes, the lead is gone,” he says. “Someone else will answer first — and that’s who they’ll trust.”
Justin adds that it’s not just about response time — it’s about relationship timing. “You have to follow up until the timing’s right for the buyer,” he says. “That’s where consistency wins.”
At Conversionly.io, his team builds follow-up frameworks powered by both automation and trained human agents. “We blend systems and people,” Justin explains. “That combination creates empathy at scale.”
Dr. Robertson notes that this hybrid model mirrors the evolution of sales in every industry. “Automation gets attention; people close deals,” he says. “That’s the balance every company needs.”
The Advantage of Low-Cost, High-Skill Labor
One of the central topics of the episode is how Conversionly.io leverages global labor markets to drive efficiency. “We’ve built an offshore model that doesn’t sacrifice quality,” Justin explains. “Our team members are highly educated, English-fluent professionals trained in customer psychology and sales frameworks.”
He adds that this allows businesses to multiply their output while cutting costs dramatically. “Most companies think they can’t afford more support,” he says. “But they can — they’re just hiring inefficiently.”
Dr. Robertson points out the growing trend toward remote work as a competitive advantage. “Global talent pools aren’t just cheaper — they’re often more reliable,” he says. “If you build a strong culture and process, location stops mattering.”
Justin agrees, emphasizing that global teams thrive when leadership provides clarity. “You can’t just outsource tasks — you have to outsource responsibility,” he says. “That means giving people authority and accountability, not just assignments.”
Dr. Robertson highlights that the best leaders don’t micromanage; they operationalize trust. “Structure lets people succeed,” he says. “And when you combine affordable labor with great systems, you create unbeatable leverage.”
Building an Engine for Conversion
Justin explains that lead conversion is a process — not an event. “You can’t close what you don’t track,” he says. “That’s why we build dashboards and workflows that show exactly where every lead stands.”
Dr. Robertson agrees that visibility creates control. “You can’t fix what you can’t see,” he says. “A good CRM isn’t just software — it’s a management philosophy.”
Justin outlines Conversionly.io’s approach to conversion architecture:
- Capture: Centralize leads from all channels.
- Classify: Tag and prioritize based on intent and source.
- Communicate: Automate initial outreach with personalized templates.
- Connect: Route live leads to trained agents for calls or demos.
- Convert: Track outcomes, record reasons for lost leads, and refine scripts.
He adds, “Every step should create data that feeds the next. That’s how you go from chaos to clarity.”
Dr. Robertson points out that this method mirrors how elite companies like Salesforce or HubSpot run their pipelines. “The difference is accessibility,” he says. “You’re making that enterprise-level system available to small and midsized businesses.”
Justin nods. “Exactly — we democratize sales operations,” he says. “Every business deserves predictable revenue, not guesswork.”
The Human Element of Conversion
While technology plays a major role, both Dr. Robertson and Justin agree that empathy remains irreplaceable. “No automation can replace tone, timing, or intuition,” Justin says. “That’s why we use trained sales professionals who can adapt in real time.”
Dr. Robertson adds that buyers crave human connection, even in digital sales. “People want to be heard before they buy,” he says. “When your system combines automation with empathy, it feels effortless — not robotic.”
Justin shares how his company trains offshore sales teams in emotional intelligence. “We teach them to listen first, then lead,” he says. “It’s not about pushing products; it’s about solving problems.”
Dr. Robertson connects this idea back to trust. “Conversion isn’t a transaction — it’s a transfer of confidence,” he says. “When you earn that, price stops mattering.”
Why Most Businesses Waste Leads
Justin highlights that lead waste is one of the most expensive inefficiencies in business. “If you spend thousands generating leads but don’t have follow-up, you’re just setting money on fire,” he says.
He shares a statistic that shocks many clients: “On average, 70% of leads never get a second touch.”
Dr. Robertson emphasizes that this is a leadership issue, not a marketing one. “Follow-up isn’t just a task — it’s a philosophy,” he says. “You have to build a culture that values persistence.”
Justin adds that persistence must be paired with personalization. “If every message sounds the same, it’s spam,” he says. “But if you reference context, it feels like care.”
At Conversionly.io, every follow-up sequence is customized by industry and tone. “That’s why our conversion rates outperform standard automation,” he says. “We use data to humanize, not dehumanize.”
Automating Follow-Up Without Losing Authenticity
Dr. Robertson asks how companies can automate without sounding robotic. Justin explains that tone scripting and message sequencing are key. “Automation works best when it feels human,” he says. “We use dynamic tokens and time-based triggers so every touchpoint feels personal.”
He recommends businesses follow what he calls “the 80/20 automation rule.” Automate 80% of routine tasks — scheduling, reminders, and tracking — but leave 20% for human engagement. “That 20% is where trust is built,” he says.
Dr. Robertson adds that small touches, like voice notes or personalized video messages, can transform a cold lead into a conversation. “People remember the extra effort,” he says. “That’s what turns automation into authenticity.”
Measuring the Right Metrics
Justin explains that most businesses track vanity metrics instead of valuable ones. “Don’t obsess over clicks and impressions,” he says. “Measure contact rates, conversion rates, and lifetime value.”
Dr. Robertson adds that decision-making should be data-informed but not data-blind. “Metrics don’t make decisions — people do,” he says. “But they guide your focus toward what matters.”
Justin shares that Conversionly.io clients often double revenue within six months of system optimization. “It’s not magic,” he says. “It’s math plus mindset.”
Dr. Robertson smiles. “That’s the formula every business needs — structure, measurement, and a little bit of soul.”
Lessons for Entrepreneurs
As the conversation wraps up, Dr. Robertson and Justin summarize the biggest takeaways for business owners:
• You don’t have a lead problem — you have a follow-up problem.
• Speed-to-lead is the most important metric in sales.
• Automation amplifies effort but doesn’t replace empathy.
• Global talent can help you scale faster and smarter.
• The system is the solution — not more ad spend.
Dr. Robertson concludes with one of his signature insights: “The future belongs to those who can blend technology and humanity.”
Justin adds, “Exactly — when you build systems that serve people, conversion becomes natural.”
Their discussion leaves entrepreneurs with a clear framework: fix your follow-up, empower your people, and scale your systems. That’s how real growth happens.
Listen and Learn More
Listen to the full episode here: Converting Leads with Low-Cost Labor featuring Justin Oglesby and Conversionly.io