Alex Glenn Head of Platform Ecosystem @ Rainmakers
Bio

Alex is a founder with 12 years of experience building and scaling apps, saas and marketplaces using expertise in key growth strategies, resource allocation, growth culture development and partnerships (check out partnerprograms.io). He enjoys helping founders to build intuitive marketing automation systems, execute creative growth strategies, find product-market fit, and scale processes. He has a marketplace called Automated.af which is quickly becoming the first resource for marketing and sales operators to find what's working now in workflows. His podcast is The Marketing Automation Discussion. Here are his specialties: Platform Ecosystem Design | Account-Based Marketing (ABM) | Marketing & Sales Automation | Growth Marketing | Marketplace Strategy | Email Marketing | User Acquisition | Rapid Prototyping | Determining Product-Market Fit



Recent Answers


I have a few answers on Quora that may help:

https://qr.ae/TUhb8i
https://qr.ae/TUhb8a
https://qr.ae/TUhb8e

Here are some basic tips to success with your marketplace:

*Trim the fat, Capture emails, Set up a nurture sequence and feedback loop. Then, start to scale and go get some more money :)*
One mistake most will make at this exact stage is to add features to their platform they believe their new paying customers will also enjoy using. The reason this is not always a great first response is because adding takes resources and focus away from why those customers bought in the first place.
**What should you do?**
**First. **Get rid of the fluff - pages users don’t visit, emails users don’t open or click, forms people never leave their info on… Keep the landing pages that convert, send out more of the types of emails people are clicking, and consider live chat in place of contact forms. One of the best funnels I’ve ever tested started with a simple landing page offering a brief description of the service, next to it was an email only capture form to get started, below that was a row of logos of some involved brands. That’s it. Before you consider what to add, first remove what you know is not helping.
I recommend first setting up tracking for user activity before they join (attribution analytics), and within your platform - where are they spending time before and after the goods/services exchange (event and conversion data). You probably have Google analytics added, but dig deeper into attribution using UTM parameters on all of your inbound links. If you’re using ads, make sure your pixels are set on each page of the conversion funnel.
For event attribution, check out CleverTap - Mobile App Analytics, User Engagement Platform (http://clevertap.com/) - this requires a simple SDK for mobile and script for web, but it will give you actionable data and event-based messaging (email, sms, push) capabilities to your new audience. And it’s free up to 20M events/mo I believe.

If your platform offers larger-ticket goods/services or SaaS with a longer sales cycle than simple ecommerce, I recommend setting up AgrileCRM - CRM Software, Sales and Marketing Automation (http://agilecrm.com/) - this CRM is cheap, and will allow you to track users as they engage with content in emails or on your site in real time. And set up triggered messaging sequences to get them through your funnels at a higher conversion rate.
**Second.** Make sure you are capturing emails quickly and efficiently. Your offering has traction, but you aren’t sure about retention yet. You may start to see high drop-off (or low percentages of repeat purchase) and quickly realize the value proposition proposed in site copy does not match what’s delivered. In that case, you may decide to tone down sales copy and focus the landing pages on building lists of interested potential users while you better the platform or service.
**Third.** Get a great nurturing sequence (https://vwo.com/blog/8-effective-best-practices-for-saas-lead-nurturing-campaigns/) into an email drip for those who do leave an email, but do not buy/convert right then. Remember, you have caught these people at some point, but that point may not be the best time for them. They may be a customer soon, but not right now. So you want to have a few-week-long nurturing sequence setup to make sure they remember you when that real need surfaces. The AgileCRM or CleverTap products mentioned above both offer a triggered drip option.
**Forth.** Set up a feedback loop. (https://conversionxl.com/generate-customer-feedback-loops-scale/) You want to know why those initial customers bought and hopefully glean some evidence from those who did not. Feedback loops can be crucial at this point to ensure you do not spend resources on activities that do not better your platform for users now (not to imply your changes or additions do not better the platform, only that they are not a priority).
**Fifth.** Now that you have a well-greased conversion machine, you can pour some gas on your fire, scale your user-base a few X’s, and prove your revenue model outright. Get positive unit economics flowing prove those first users can be replicated with paid traffic that pays for itself.
**Sixth.** Finally, go get some more money. Although bootstrapping is possible and noble, there are 100 more entrepreneurs like you (some with deeper pockets) just waiting for you to show them it’s possible.
I hope this helped.


Quora to show subject matter expertise and 'nurture' your relationship with cold leads to generate more educated and eager signups.

We did an episode on Quora marketing:
(https://anchor.fm/marketing-automation/episodes/A-Quick-Intro-To-Quora-Marketing---General-Strategy-e1vlpr/a-a4noru)

https://youtu.be/X9Akg7Z-KPI?rel=0

In fact, Quora is getting pretty busy due to the fact people like me have gotten very good at marketing on Quora. The ‘white hat’ version of this is below. I consult with founders and marketers to help them execute on this very strategy to help grow their personal brands which inevitably grows their business.

The name of the game for marketing on Quora is showing

THOUGHT LEADERSHIP (https://right2revenue.com/managed-thought-leader-creation-program/). This will result in:

1. More credibility to whatever you promote anywhere.
2. Recognition of your brand (it shows up next to your name if you edit your tagline correctly).
3. Targeted and educated traffic to your landing pages.
Here are the steps in this thought leadership strategy:
**Step 1 = Choose a topic**
* Strategy: I start with the focus keyword for your product/service. For an example, I am about to focus my attention on the keyword “thought leadership” because I want to find those most-interested in building their personal brand recognition and credibility in a field (i.e. a Quora topic). For a founder of a SaaS tool, this would probably be the pain point your tool solves - the search term that you want to get traffic from.

**Step 2 = Create a sheet with question links, total answers, views of the top answer, average views per answer (if you have time), and followers.**

* Strategy: You need a formatted database of the potential for your content on quora so you can prioritize your time.
* How data-miner, but I employ a team of data specialists trained in grabbing the right content from the right places on Quora (https://right2revenue.com/product-category/data-enrichment/), and then going about enriching that data to grab linkedin profiles and email addresses.

**Step 3 = Answer them in a google doc**

* Strategy: This is so you can make copies of the content and turn it into multiple types - i.e. a linkedin article, an article for your blog, a number of tweets… Also, if you have collaborators (editors), you can simply give them access to this doc.
* How: Simply create the doc and share it. One doc per question.

**Step 4 = Edit and publish related answers as an article on your blog**

* Strategy: You want to have it on your blog and indexed first so you have attribution and the chance to outrank the quora question with the same headline, or at least be close to it.
* How: Add the version of your answer to your blog.

**Step 5 = Submit that article URL to google to be indexed using your webmaster tools (search console)**
* Strategy: As mentioned, you want google to crawl/index your answer on your site before they index the same text on quora.
* How: Head to your webmaster tools (https://www.google.com/webmasters/tools/)

**Step 6 = Bring your friends and colleagues into a Quora ‘Pod’**

* Strategy: You need initial engagement to ensure exposure of your answers. The first 24 hours are key, so find a group of people who also publish on Quora and create your own pod.
* How: Reach out to colleagues, ask if they answer questions on Quora. If so, start a WhatsApp or Telegram group and invite them. Post links and share there.
**Step 7 = Publish the answers to Quora**
* Strategy: Now that the answer is on your blog, go ahead and format it for Quora. A video is ideal, but at least add some images.
* How: Head to http://Quora.com (http://quora.com/)

**Step 8 = Share the links to the answers with your friends and colleagues.**

* Strategy: This is where you post to your pod or email/message friends to engage immediately after posting.
* How: Any way you prefer.
Or... hire me to do it all for you :)

~~<>~~


https://www.youtube.com/watch?v=1NDJDUKtZbE
Watch that ^

I’ve written this out as a step-by-step guide for hiring teams in the below scenarios… But… If you are on a marketing/growth team, you will see very quickly how valuable it can be when applied to any prospecting activity.

Here is process one person can execute this week to build a backlog of targeted talent and convert them to applications for one or multiple positions you need to fill immediately.

Here are the typical scenarios a hiring/recruiting pro would find this strategy extremely useful prior to:

A mass exodus of a specialized team - find/hire 15-30 people in two months.
Just closed a new round of funding - need to create brand impressions of employment-related content (i.e. careers page or what it’s like to work here videos/content).
Finding a hyper-specific skill type - like a 'SAP' developer - company requires specific development knowledge of an SAP module, and that person can work virtually but must be U.S.-based.
Automation Stack Recommended

Google Custom Search Tool
LinkedHub
Linked Helper
Scrapely
Snov
Agile CRM

Step 1 - First Impressions

Start an automated messaging sequence to engage your potential recruits from the moment you start your search on Linkedin.

Tool needed - LinkedHub.io

The Process

Create a LinkedHub account and install their Chrome extension.
You may need to get on their mid-level plan as you won’t be able to do much on the free version.
Create a new sequence for one of your candidate roles.
Head to LinkedIn network > people search and type in the parameters you will use to scrape throughout this process for this particular role (i.e. "SAP BODS").
Copy this URL while on page 1 and paste it into the new LinkedHub sequence search URL field.
Go back to the LinkedIn tab and do this once more with another variation of the search until you’re confident you have everyone in the niche covered in those searches.
Create your first ‘on connection’ message in the LinkedHub sequence. This should be very short and non-intrusive (i.e. “It’d be great to connect {{first_name}}”)
Create a second message for if/when they accept your connection request - time it to be 5min after they accept so it looks natural. This should be curtailed to their profession (i.e. “It’s great to connect with someone who has experience with SAP development {{First_Name}}!”).
Create the 3rd message in this sequence timed about 30min after the last with your ask/URL (i.e. “Also, I am actively recruiting for this role you may be a fit for. The salary is highly-competitive. Check out the description and details here: ____”).
Save, set the total per day to 100, then click Start.
Step 2 - Gathering Lists

Scrape a list of candidates LinkedIn profiles by profession, job title, availability “Open to new opportunities” (and other keywords in their profile).

Tool needed - Scrapely + Snov.io

The Process

Install Scrapely and Snov.io.
Create a new Google sheet titled “Scrapes”.
Create a new tab for what you want your first scrape to be (i.e. “{{group_name}} Members”)
Click the icon in your extensions list and start typing the Google sheet name - this will open a popup asking you to connect your Gmail account.
Head to the Linkedin, click on your profile, scroll to the bottom to the Interests section of your profile > See All > Groups > click on any group you are a part of you want to scrape. If the group you really want is not listed, search for it, request to join. If they do not allow you to join see if any friends of yours are members and send them this strategy asking them to scrape it for you ;)
When you are in the group you need to scrape, click on the all members link on the right, then click on the Scrapely icon in your extensions list.
In the Scrapely widget, select your Google sheet name then click the button that pertains to this scrape (i.e. “Members of LinkedIn Group”)
Check your Google sheet to make sure they are all in there.
Now you have the names/titles and LI URLs for everyone who’s a member of this niche group.
Now, you’ll want to grab all of their emails so delete the unnecessary columns (everything but first/last name and LI URL link).
Then upload the list of URLs to your Snov.io dashboard in this section - https://app.snov.io/emails-from-names
It will not match everyone, but export those it does and upload to your CRM. *Note, if you use an ATS software, it will not accomplish our goal of automated messaging and tracking their page views on the site. Therefore, I recommend starting a very inexpensive AgileCRM.com account and adding the tracking code to your site so it will notify when a specific candidate is browsing your site.
Step 3 - Second Impression

Auto-add and auto-profile visit candidates who match the skills and are available for opportunities:

Tool needed - Linked Helper

The Process

Install the Linked Helper Chrome extension.
Activate the $15 one-month account.
Go to your network section on Linkedin.
Structure a refined search for your ideal prospect - read this for how to define a search. (i.e. "Marketing" + "New Opportunities")
While on page one of the search, run the ‘Collect’ and ‘Connect’ options in Linked Helper widget.
Open a new tab and repeat this, but change the option to "Auto-Profile Visit" in the Linked Helper widget.
Leave these tabs running until the bot combs every page in the search (this could take a day or two).
When your search is done, export your LinkedIn connections here.
Take that list, format it to match the bulk upload .csv your CRM requires, and upload them to your CRM.
Step 4 - Tracking and Email

Now, regardless of whether you are currently using an ATS with an email option/plugin to send and track bulk-emails to these prospective candidates, I recommend you use or convert to the CRM below (or one similar). The reason ATS’s won’t do the job is because they were primarily designed for tracking and automated the middle of the recruitment funnel - post application. This leaves a huge gap in all top-of-funnel activities including - cold or warm emailing sequences, tracking and notifying you when your prospects are browsing your jobs pages, and showing you a full picture of your candidates activity including emails they’ve opened/clicked, calls you’ve made to them, pages they’ve visited on your site and social media profile links, device type, etc….

CRM recommended - AgileCRM.com

The Process

Create a “Starter” account with AgileCRM.com.
Add their tracking pixel to your website.
Export their .csv bulk sheet template (under contacts > import).
Add your new contacts to this .csv template.
Add tags to help you filter who they are (i.e. “Marketing Candidate”). You can add multiple tags separated by comma’s if needed.
Upload those sheets to Agile so you can start cookie’ing and tracking their progress through your funnel (website landing pages) immediately.
Step 5 - Cold Email Sequences

Now, you will need to build out your first email sequence. This is a nuanced process that requires some familiarity with email sequences - copywriting, delays, triggers, tags etc… And you will need a unique approach, so I won’t try to explain email writing in this tutorial. If you do need help with this or any other step, you can schedule a call me anytime.

~~<>~~

If you found this interesting, and are always looking for new growth tactics/tools/strategies, I publish a bi-monthly newsletter with some great stuff:

http://right2revenue.com/growth-tools-tactics-newsletter-optin/

All the best,

Alex


Great question!

Here is a 32-step tutorial on how to generate warm leads using a lead scrape, a couple free extensions, a CRM and a salesperson to not only generate, but properly nurture your new leads from cold to closed.

I have been asked often about my approach to LinkedIn lead generation and how it works in conjunction with digital ads and telemarketing. Here is a very quick/dirty guide that will help clarify the process, timeline and stack needed:

What you will need:
* Google Chrome Browser
* A Linkedin profile
* LinkedHelper
* LinkedHub
* A verified email list
* Cold email templates
* Tool setup for [cold] email sequences

Week 1: Start Gathering Data

You can either write a scraper (Upwork, the world's largest online workplace search for “scraper”) or use a tool (recommend https://data-miner.io/). If your list requires some serious digging let me know your criteria and I'll see if the team I use can help. If you are in need of a fast and effective You can start this step 1 week before you have an SDR trained and ready.

1. Set scraping criteria - industry, title, location, company size, Linkedin profile (Y/N?), phone number (Y/N?)

2. Create a google sheet with correct headings for your CRM - search your CRM + “bulk import .csv template”

3. Load one example of a good lead to the sheet

4. Share sheet with your scraper

5. Order

6. Verify these yourself if you did not order a pre-verified list - Use a tool like Verify Email Address Online

Week 2: Start Connecting

This is a very powerful step that requires LinkedHelper to automate the connection requests. You can upload your scraped list, as well as run the bot on any network search.

1. In your Google sheet with the scraped contacts, create a new tab for “Linkedin Profiles” - find/copy/paste the LI profile URLs to one column there.

2. Download this Chrome extension: Linked Helper - automate work with LinkedIn

3. Login to whatever Linkedin account you want to use to prospect this list.

4. Follow these instructions to load the LI profiles list to LinkedHelper: https://medium.com/linked-helper...

5. Select the options to invite/connect and view profile - This will give them two notifications (viewed your profile and requested connection)

Week 2: Auto-Messaging Sequence

Like cold emailing, you will be able to cold message connections gained in the previous step with a timed sequence using LinkedHub. This allows you to serve more messages and more impressions without much downside (like spam complaints).

1. Create a LinkedHub account - linkedhub | LinkedIn Lead Generation

2. Setup your connection sequence - use a simple one-line connect message like “It’d be great to have you in my network.”

3. Time your second and third messages appropriately - The second message should not be a sales message. You want your second message to go out 1 min after they approve the connection, and be a simple one sentence "thank you for connecting" message. Use the contact fields to personalize it.

4. The third message can be your “ask” - make it a great offer, or something unique for your LinkedIn connections otherwise it won’t get much of a response.

5. Add the URLs you used in your scrape to as the target for this sequence - Make sure to add the exact search terms which will include everyone on your list of contacts. Use title and industry search terms, and multiple URLs if you have to. Contacts not in your email list may get these messages, but this is ok, so long as the search criteria is for potential customers.

6. Start sequence

Week 3: CRM Retargeting

The main purpose of CRM retargeting is to serve brand impressions and educate your list on what exactly it is you do. The last thing you want to do is cold email or cold call prospects who have zero idea who you are and what your company does.

1. Load your lists to each platform for ad retargeting - Depending on your list size, you have Adwords (1000 minimum) Facebook (relative, but no min), Adroll (500 minimum), Linkedin (3000 minimum).

2. Facebook - Use FB to serve video ads explaining your product/service to the audience to educate using a medium they’ll engage with.

3. Adroll - Adroll you will use to serve impressions of your brand. You do not even care about the clicks.

4. Linkedin - You want to serve valuable content that shows thought leadership on Linkedin - ebooks, white papers, and webinars - collaborations with other brands is preferred.

5. Adwords - Load your videos to YouTube and serve “TrueView” ads to your retargeted list.

Week 4: Cold Emailing

Now that they have [hopefully] been served one or two impressions of your brand, it’s time to send them a cold email sequence. It’s very important you do not do this too early. You want it to be as warm as possible, which is why we serve LinkedIn profile impressions and ads to these people first. It’s also important you use a correctly timed sequence with if/then rules so that you make sure not to bother those uninterested, and you keep inboxing.

1. Load contacts to your CRM - If you used the formated bulk sheet provided by your CRM, you should be able to simply upload the contacts. If your CRM allows for tagging, tag every 200 contacts with a unique letter (A, B, C….). This allows you to easily decide who to send what/when by segmenting them by tag in your CRM.

2. Run a spam and record test - Before you send a single cold email, make sure you have the correct any record issues - verify DKIM/SPF settings with your host. Make sure email clients can verify you are permitted to send from that address by following the corrections this site gives you: Newsletters spam test by mail-tester.com

3. Use a drip sequence - Make sure unopened emails get the same email two days later with an alternative headline. And those who do open, but do not click get another option later. And if you are using a CRM, make sure sales is notified while someone is browsing the site so they can contact/close them right then. I recommend CRM Software - Customer Relationship Management - Agile CRM

4. Limit sending to 200/day - The last thing you want to do is show up on any blacklists. Too many complaints in a day will get you listed. This is why we want to throttle sends. Make adjustments to messages that are getting no clicks/replies and complaints before sending the next batch.

Week 5: Cold Calling

The process is created to make these calls much 'warmer', but you will want to make sure your SDR's or AE's understand the brand impressions each contact has been served prior to these calls - i.e. "We are connected on Linkedin..." or "I sent the details to your ___@___ email...".

1. If your CRM is giving you notifications when contacts are browsing, make sure to call those prospects immediately - CRM's like CRM Software - Customer Relationship Management - Agile CRM will allow you to install their tracking pixel on your site and setup desktop notifications for if/when contacts are on your site. Make sure your team has these on and are calling during the browse.

2. Next, call those who have opened, but not clicked - Then call those who have not opened.

3. Finally, call your Linkedin connections.

4. For these cold campaigns, one your SDR or AE's tasks should be getting them to open/reply to the email. This keeps your IP health up so you can continue cold emailing.

Week 5: Triggering Follow Up Sequences

Follow Up sequences should be ready for each type of call - no answer, not interested/ready... So you can keep these contacts in your funnel and at least offer them relative content they may be interested in. Have a few sequences ready to be deployed when the call is done.

1. As soon as the call is done, trigger the appropriate sequence.

2. At the end of every sequence should be a transfer into some sort of evergreen content drip - This last step ensures no contacts are ever left floating as they continue to get your content regardless if they are in an approaching/nurturing sequence, or not interested in the product, but have not opted out of emails.

From here you can get into content marketing and true lead nurturing techniques using whatever you have of value to display thought leadership and trust - case studies, white papers, collaborative content with known brands...
Reach out to me here if you need help.

-Alex


Great question!

Here is a 32-step tutorial on how to generate warm leads using a lead scrape, a couple free extensions, a CRM and a salesperson to not only generate, but properly nurture your new leads from cold to closed.

I have been asked often about my approach to LinkedIn lead generation and how it works in conjunction with digital ads and telemarketing. Here is a very quick/dirty guide that will help clarify the process, timeline and stack needed:

What you will need:
* Google Chrome Browser
* A Linkedin profile
* LinkedHelper
* LinkedHub
* A verified email list
* Cold email templates
* Tool setup for [cold] email sequences

Week 1: Start Gathering Data

You can either write a scraper (Upwork, the world's largest online workplace search for “scraper”) or use a tool (recommend https://data-miner.io/). If your list requires some serious digging let me know your criteria and I'll see if the team I use can help. If you are in need of a fast and effective You can start this step 1 week before you have an SDR trained and ready.

1. Set scraping criteria - industry, title, location, company size, Linkedin profile (Y/N?), phone number (Y/N?)

2. Create a google sheet with correct headings for your CRM - search your CRM + “bulk import .csv template”

3. Load one example of a good lead to the sheet

4. Share sheet with your scraper

5. Order

6. Verify these yourself if you did not order a pre-verified list - Use a tool like Verify Email Address Online

Week 2: Start Connecting

This is a very powerful step that requires LinkedHelper to automate the connection requests. You can upload your scraped list, as well as run the bot on any network search.

1. In your Google sheet with the scraped contacts, create a new tab for “Linkedin Profiles” - find/copy/paste the LI profile URLs to one column there.

2. Download this Chrome extension: Linked Helper - automate work with LinkedIn

3. Login to whatever Linkedin account you want to use to prospect this list.

4. Follow these instructions to load the LI profiles list to LinkedHelper: https://medium.com/linked-helper...

5. Select the options to invite/connect and view profile - This will give them two notifications (viewed your profile and requested connection)

Week 2: Auto-Messaging Sequence

Like cold emailing, you will be able to cold message connections gained in the previous step with a timed sequence using LinkedHub. This allows you to serve more messages and more impressions without much downside (like spam complaints).

1. Create a LinkedHub account - linkedhub | LinkedIn Lead Generation

2. Setup your connection sequence - use a simple one-line connect message like “It’d be great to have you in my network.”

3. Time your second and third messages appropriately - The second message should not be a sales message. You want your second message to go out 1 min after they approve the connection, and be a simple one sentence "thank you for connecting" message. Use the contact fields to personalize it.

4. The third message can be your “ask” - make it a great offer, or something unique for your LinkedIn connections otherwise it won’t get much of a response.

5. Add the URLs you used in your scrape to as the target for this sequence - Make sure to add the exact search terms which will include everyone on your list of contacts. Use title and industry search terms, and multiple URLs if you have to. Contacts not in your email list may get these messages, but this is ok, so long as the search criteria is for potential customers.

6. Start sequence

Week 3: CRM Retargeting

The main purpose of CRM retargeting is to serve brand impressions and educate your list on what exactly it is you do. The last thing you want to do is cold email or cold call prospects who have zero idea who you are and what your company does.

1. Load your lists to each platform for ad retargeting - Depending on your list size, you have Adwords (1000 minimum) Facebook (relative, but no min), Adroll (500 minimum), Linkedin (3000 minimum).

2. Facebook - Use FB to serve video ads explaining your product/service to the audience to educate using a medium they’ll engage with.

3. Adroll - Adroll you will use to serve impressions of your brand. You do not even care about the clicks.

4. Linkedin - You want to serve valuable content that shows thought leadership on Linkedin - ebooks, white papers, and webinars - collaborations with other brands is preferred.

5. Adwords - Load your videos to YouTube and serve “TrueView” ads to your retargeted list.

Week 4: Cold Emailing

Now that they have [hopefully] been served one or two impressions of your brand, it’s time to send them a cold email sequence. It’s very important you do not do this too early. You want it to be as warm as possible, which is why we serve LinkedIn profile impressions and ads to these people first. It’s also important you use a correctly timed sequence with if/then rules so that you make sure not to bother those uninterested, and you keep inboxing.

1. Load contacts to your CRM - If you used the formated bulk sheet provided by your CRM, you should be able to simply upload the contacts. If your CRM allows for tagging, tag every 200 contacts with a unique letter (A, B, C….). This allows you to easily decide who to send what/when by segmenting them by tag in your CRM.

2. Run a spam and record test - Before you send a single cold email, make sure you have the correct any record issues - verify DKIM/SPF settings with your host. Make sure email clients can verify you are permitted to send from that address by following the corrections this site gives you: Newsletters spam test by mail-tester.com

3. Use a drip sequence - Make sure unopened emails get the same email two days later with an alternative headline. And those who do open, but do not click get another option later. And if you are using a CRM, make sure sales is notified while someone is browsing the site so they can contact/close them right then. I recommend CRM Software - Customer Relationship Management - Agile CRM

4. Limit sending to 200/day - The last thing you want to do is show up on any blacklists. Too many complaints in a day will get you listed. This is why we want to throttle sends. Make adjustments to messages that are getting no clicks/replies and complaints before sending the next batch.

Week 5: Cold Calling

The process is created to make these calls much 'warmer', but you will want to make sure your SDR's or AE's understand the brand impressions each contact has been served prior to these calls - i.e. "We are connected on Linkedin..." or "I sent the details to your ___@___ email...".

1. If your CRM is giving you notifications when contacts are browsing, make sure to call those prospects immediately - CRM's like CRM Software - Customer Relationship Management - Agile CRM will allow you to install their tracking pixel on your site and setup desktop notifications for if/when contacts are on your site. Make sure your team has these on and are calling during the browse.

2. Next, call those who have opened, but not clicked - Then call those who have not opened.

3. Finally, call your Linkedin connections.

4. For these cold campaigns, one your SDR or AE's tasks should be getting them to open/reply to the email. This keeps your IP health up so you can continue cold emailing.

Week 5: Triggering Follow Up Sequences

Follow Up sequences should be ready for each type of call - no answer, not interested/ready... So you can keep these contacts in your funnel and at least offer them relative content they may be interested in. Have a few sequences ready to be deployed when the call is done.

1. As soon as the call is done, trigger the appropriate sequence.

2. At the end of every sequence should be a transfer into some sort of evergreen content drip - This last step ensures no contacts are ever left floating as they continue to get your content regardless if they are in an approaching/nurturing sequence, or not interested in the product, but have not opted out of emails.

From here you can get into content marketing and true lead nurturing techniques using whatever you have of value to display thought leadership and trust - case studies, white papers, collaborative content with known brands...
Reach out to me here if you need help.

-Alex


Great question!

Here is a 32-step tutorial on how to generate warm leads using a lead scrape, a couple free extensions, a CRM and a salesperson to not only generate, but properly nurture your new leads from cold to closed.

I have been asked often about my approach to LinkedIn lead generation and how it works in conjunction with digital ads and telemarketing. Here is a very quick/dirty guide that will help clarify the process, timeline and stack needed:

What you will need:
* Google Chrome Browser
* A Linkedin profile
* LinkedHelper
* LinkedHub
* A verified email list
* Cold email templates
* Tool setup for [cold] email sequences

Week 1: Start Gathering Data

You can either write a scraper (Upwork, the world's largest online workplace search for “scraper”) or use a tool (recommend https://data-miner.io/). If your list requires some serious digging let me know your criteria and I'll see if the team I use can help. If you are in need of a fast and effective You can start this step 1 week before you have an SDR trained and ready.

1. Set scraping criteria - industry, title, location, company size, Linkedin profile (Y/N?), phone number (Y/N?)

2. Create a google sheet with correct headings for your CRM - search your CRM + “bulk import .csv template”

3. Load one example of a good lead to the sheet

4. Share sheet with your scraper

5. Order

6. Verify these yourself if you did not order a pre-verified list - Use a tool like Verify Email Address Online

Week 2: Start Connecting

This is a very powerful step that requires LinkedHelper to automate the connection requests. You can upload your scraped list, as well as run the bot on any network search.

1. In your Google sheet with the scraped contacts, create a new tab for “Linkedin Profiles” - find/copy/paste the LI profile URLs to one column there.

2. Download this Chrome extension: Linked Helper - automate work with LinkedIn

3. Login to whatever Linkedin account you want to use to prospect this list.

4. Follow these instructions to load the LI profiles list to LinkedHelper: https://medium.com/linked-helper...

5. Select the options to invite/connect and view profile - This will give them two notifications (viewed your profile and requested connection)

Week 2: Auto-Messaging Sequence

Like cold emailing, you will be able to cold message connections gained in the previous step with a timed sequence using LinkedHub. This allows you to serve more messages and more impressions without much downside (like spam complaints).

1. Create a LinkedHub account - linkedhub | LinkedIn Lead Generation

2. Setup your connection sequence - use a simple one-line connect message like “It’d be great to have you in my network.”

3. Time your second and third messages appropriately - The second message should not be a sales message. You want your second message to go out 1 min after they approve the connection, and be a simple one sentence "thank you for connecting" message. Use the contact fields to personalize it.

4. The third message can be your “ask” - make it a great offer, or something unique for your LinkedIn connections otherwise it won’t get much of a response.

5. Add the URLs you used in your scrape to as the target for this sequence - Make sure to add the exact search terms which will include everyone on your list of contacts. Use title and industry search terms, and multiple URLs if you have to. Contacts not in your email list may get these messages, but this is ok, so long as the search criteria is for potential customers.

6. Start sequence

Week 3: CRM Retargeting

The main purpose of CRM retargeting is to serve brand impressions and educate your list on what exactly it is you do. The last thing you want to do is cold email or cold call prospects who have zero idea who you are and what your company does.

1. Load your lists to each platform for ad retargeting - Depending on your list size, you have Adwords (1000 minimum) Facebook (relative, but no min), Adroll (500 minimum), Linkedin (3000 minimum).

2. Facebook - Use FB to serve video ads explaining your product/service to the audience to educate using a medium they’ll engage with.

3. Adroll - Adroll you will use to serve impressions of your brand. You do not even care about the clicks.

4. Linkedin - You want to serve valuable content that shows thought leadership on Linkedin - ebooks, white papers, and webinars - collaborations with other brands is preferred.

5. Adwords - Load your videos to YouTube and serve “TrueView” ads to your retargeted list.

Week 4: Cold Emailing

Now that they have [hopefully] been served one or two impressions of your brand, it’s time to send them a cold email sequence. It’s very important you do not do this too early. You want it to be as warm as possible, which is why we serve LinkedIn profile impressions and ads to these people first. It’s also important you use a correctly timed sequence with if/then rules so that you make sure not to bother those uninterested, and you keep inboxing.

1. Load contacts to your CRM - If you used the formated bulk sheet provided by your CRM, you should be able to simply upload the contacts. If your CRM allows for tagging, tag every 200 contacts with a unique letter (A, B, C….). This allows you to easily decide who to send what/when by segmenting them by tag in your CRM.

2. Run a spam and record test - Before you send a single cold email, make sure you have the correct any record issues - verify DKIM/SPF settings with your host. Make sure email clients can verify you are permitted to send from that address by following the corrections this site gives you: Newsletters spam test by mail-tester.com

3. Use a drip sequence - Make sure unopened emails get the same email two days later with an alternative headline. And those who do open, but do not click get another option later. And if you are using a CRM, make sure sales is notified while someone is browsing the site so they can contact/close them right then. I recommend CRM Software - Customer Relationship Management - Agile CRM

4. Limit sending to 200/day - The last thing you want to do is show up on any blacklists. Too many complaints in a day will get you listed. This is why we want to throttle sends. Make adjustments to messages that are getting no clicks/replies and complaints before sending the next batch.

Week 5: Cold Calling

The process is created to make these calls much 'warmer', but you will want to make sure your SDR's or AE's understand the brand impressions each contact has been served prior to these calls - i.e. "We are connected on Linkedin..." or "I sent the details to your ___@___ email...".

1. If your CRM is giving you notifications when contacts are browsing, make sure to call those prospects immediately - CRM's like CRM Software - Customer Relationship Management - Agile CRM will allow you to install their tracking pixel on your site and setup desktop notifications for if/when contacts are on your site. Make sure your team has these on and are calling during the browse.

2. Next, call those who have opened, but not clicked - Then call those who have not opened.

3. Finally, call your Linkedin connections.

4. For these cold campaigns, one your SDR or AE's tasks should be getting them to open/reply to the email. This keeps your IP health up so you can continue cold emailing.

Week 5: Triggering Follow Up Sequences

Follow Up sequences should be ready for each type of call - no answer, not interested/ready... So you can keep these contacts in your funnel and at least offer them relative content they may be interested in. Have a few sequences ready to be deployed when the call is done.

1. As soon as the call is done, trigger the appropriate sequence.

2. At the end of every sequence should be a transfer into some sort of evergreen content drip - This last step ensures no contacts are ever left floating as they continue to get your content regardless if they are in an approaching/nurturing sequence, or not interested in the product, but have not opted out of emails.

From here you can get into content marketing and true lead nurturing techniques using whatever you have of value to display thought leadership and trust - case studies, white papers, collaborative content with known brands...
Reach out to me here if you need help.
-Alex


Great question!

Here is a 32-step tutorial on how to generate warm leads using a lead scrape, a couple free extensions, a CRM and a salesperson to not only generate, but properly nurture your new leads from cold to closed.

I have been asked often about my approach to LinkedIn lead generation and how it works in conjunction with digital ads and telemarketing. Here is a very quick/dirty guide that will help clarify the process, timeline and stack needed:

What you will need:
* Google Chrome Browser
* A Linkedin profile
* LinkedHelper
* LinkedHub
* A verified email list
* Cold email templates
* Tool setup for [cold] email sequences

Week 1: Start Gathering Data

You can either write a scraper (Upwork, the world's largest online workplace search for “scraper”) or use a tool (recommend https://data-miner.io/). If your list requires some serious digging let me know your criteria and I'll see if the team I use can help. If you are in need of a fast and effective You can start this step 1 week before you have an SDR trained and ready.

1. Set scraping criteria - industry, title, location, company size, Linkedin profile (Y/N?), phone number (Y/N?)

2. Create a google sheet with correct headings for your CRM - search your CRM + “bulk import .csv template”

3. Load one example of a good lead to the sheet

4. Share sheet with your scraper

5. Order

6. Verify these yourself if you did not order a pre-verified list - Use a tool like Verify Email Address Online

Week 2: Start Connecting

This is a very powerful step that requires LinkedHelper to automate the connection requests. You can upload your scraped list, as well as run the bot on any network search.

1. In your Google sheet with the scraped contacts, create a new tab for “Linkedin Profiles” - find/copy/paste the LI profile URLs to one column there.

2. Download this Chrome extension: Linked Helper - automate work with LinkedIn

3. Login to whatever Linkedin account you want to use to prospect this list.

4. Follow these instructions to load the LI profiles list to LinkedHelper: https://medium.com/linked-helper...

5. Select the options to invite/connect and view profile - This will give them two notifications (viewed your profile and requested connection)

Week 2: Auto-Messaging Sequence

Like cold emailing, you will be able to cold message connections gained in the previous step with a timed sequence using LinkedHub. This allows you to serve more messages and more impressions without much downside (like spam complaints).

1. Create a LinkedHub account - linkedhub | LinkedIn Lead Generation

2. Setup your connection sequence - use a simple one-line connect message like “It’d be great to have you in my network.”

3. Time your second and third messages appropriately - The second message should not be a sales message. You want your second message to go out 1 min after they approve the connection, and be a simple one sentence "thank you for connecting" message. Use the contact fields to personalize it.

4. The third message can be your “ask” - make it a great offer, or something unique for your LinkedIn connections otherwise it won’t get much of a response.

5. Add the URLs you used in your scrape to as the target for this sequence - Make sure to add the exact search terms which will include everyone on your list of contacts. Use title and industry search terms, and multiple URLs if you have to. Contacts not in your email list may get these messages, but this is ok, so long as the search criteria is for potential customers.

6. Start sequence

Week 3: CRM Retargeting

The main purpose of CRM retargeting is to serve brand impressions and educate your list on what exactly it is you do. The last thing you want to do is cold email or cold call prospects who have zero idea who you are and what your company does.

1. Load your lists to each platform for ad retargeting - Depending on your list size, you have Adwords (1000 minimum) Facebook (relative, but no min), Adroll (500 minimum), Linkedin (3000 minimum).

2. Facebook - Use FB to serve video ads explaining your product/service to the audience to educate using a medium they’ll engage with.

3. Adroll - Adroll you will use to serve impressions of your brand. You do not even care about the clicks.

4. Linkedin - You want to serve valuable content that shows thought leadership on Linkedin - ebooks, white papers, and webinars - collaborations with other brands is preferred.

5. Adwords - Load your videos to YouTube and serve “TrueView” ads to your retargeted list.

Week 4: Cold Emailing

Now that they have [hopefully] been served one or two impressions of your brand, it’s time to send them a cold email sequence. It’s very important you do not do this too early. You want it to be as warm as possible, which is why we serve LinkedIn profile impressions and ads to these people first. It’s also important you use a correctly timed sequence with if/then rules so that you make sure not to bother those uninterested, and you keep inboxing.

1. Load contacts to your CRM - If you used the formated bulk sheet provided by your CRM, you should be able to simply upload the contacts. If your CRM allows for tagging, tag every 200 contacts with a unique letter (A, B, C….). This allows you to easily decide who to send what/when by segmenting them by tag in your CRM.

2. Run a spam and record test - Before you send a single cold email, make sure you have the correct any record issues - verify DKIM/SPF settings with your host. Make sure email clients can verify you are permitted to send from that address by following the corrections this site gives you: Newsletters spam test by mail-tester.com

3. Use a drip sequence - Make sure unopened emails get the same email two days later with an alternative headline. And those who do open, but do not click get another option later. And if you are using a CRM, make sure sales is notified while someone is browsing the site so they can contact/close them right then. I recommend CRM Software - Customer Relationship Management - Agile CRM

4. Limit sending to 200/day - The last thing you want to do is show up on any blacklists. Too many complaints in a day will get you listed. This is why we want to throttle sends. Make adjustments to messages that are getting no clicks/replies and complaints before sending the next batch.

Week 5: Cold Calling

The process is created to make these calls much 'warmer', but you will want to make sure your SDR's or AE's understand the brand impressions each contact has been served prior to these calls - i.e. "We are connected on Linkedin..." or "I sent the details to your ___@___ email...".

1. If your CRM is giving you notifications when contacts are browsing, make sure to call those prospects immediately - CRM's like CRM Software - Customer Relationship Management - Agile CRM will allow you to install their tracking pixel on your site and setup desktop notifications for if/when contacts are on your site. Make sure your team has these on and are calling during the browse.

2. Next, call those who have opened, but not clicked - Then call those who have not opened.

3. Finally, call your Linkedin connections.

4. For these cold campaigns, one your SDR or AE's tasks should be getting them to open/reply to the email. This keeps your IP health up so you can continue cold emailing.

Week 5: Triggering Follow Up Sequences

Follow Up sequences should be ready for each type of call - no answer, not interested/ready... So you can keep these contacts in your funnel and at least offer them relative content they may be interested in. Have a few sequences ready to be deployed when the call is done.

1. As soon as the call is done, trigger the appropriate sequence.

2. At the end of every sequence should be a transfer into some sort of evergreen content drip - This last step ensures no contacts are ever left floating as they continue to get your content regardless if they are in an approaching/nurturing sequence, or not interested in the product, but have not opted out of emails.

From here you can get into content marketing and true lead nurturing techniques using whatever you have of value to display thought leadership and trust - case studies, white papers, collaborative content with known brands...
Reach out to me here if you need help.
-Alex


Great question!

Here is a 32-step tutorial on how to generate warm leads using a lead scrape, a couple free extensions, a CRM and a salesperson to not only generate, but properly nurture your new leads from cold to closed.

I have been asked often about my approach to LinkedIn lead generation and how it works in conjunction with digital ads and telemarketing. Here is a very quick/dirty guide that will help clarify the process, timeline and stack needed:

What you will need:
* Google Chrome Browser
* A Linkedin profile
* LinkedHelper
* LinkedHub
* A verified email list
* Cold email templates
* Tool setup for [cold] email sequences

Week 1: Start Gathering Data

You can either write a scraper (Upwork, the world's largest online workplace search for “scraper”) or use a tool (recommend https://data-miner.io/). If your list requires some serious digging let me know your criteria and I'll see if the team I use can help. If you are in need of a fast and effective You can start this step 1 week before you have an SDR trained and ready.

1. Set scraping criteria - industry, title, location, company size, Linkedin profile (Y/N?), phone number (Y/N?)

2. Create a google sheet with correct headings for your CRM - search your CRM + “bulk import .csv template”

3. Load one example of a good lead to the sheet

4. Share sheet with your scraper

5. Order

6. Verify these yourself if you did not order a pre-verified list - Use a tool like Verify Email Address Online

Week 2: Start Connecting

This is a very powerful step that requires LinkedHelper to automate the connection requests. You can upload your scraped list, as well as run the bot on any network search.

1. In your Google sheet with the scraped contacts, create a new tab for “Linkedin Profiles” - find/copy/paste the LI profile URLs to one column there.

2. Download this Chrome extension: Linked Helper - automate work with LinkedIn

3. Login to whatever Linkedin account you want to use to prospect this list.

4. Follow these instructions to load the LI profiles list to LinkedHelper: https://medium.com/linked-helper...

5. Select the options to invite/connect and view profile - This will give them two notifications (viewed your profile and requested connection)

Week 2: Auto-Messaging Sequence

Like cold emailing, you will be able to cold message connections gained in the previous step with a timed sequence using LinkedHub. This allows you to serve more messages and more impressions without much downside (like spam complaints).

1. Create a LinkedHub account - linkedhub | LinkedIn Lead Generation

2. Setup your connection sequence - use a simple one-line connect message like “It’d be great to have you in my network.”

3. Time your second and third messages appropriately - The second message should not be a sales message. You want your second message to go out 1 min after they approve the connection, and be a simple one sentence "thank you for connecting" message. Use the contact fields to personalize it.

4. The third message can be your “ask” - make it a great offer, or something unique for your LinkedIn connections otherwise it won’t get much of a response.

5. Add the URLs you used in your scrape to as the target for this sequence - Make sure to add the exact search terms which will include everyone on your list of contacts. Use title and industry search terms, and multiple URLs if you have to. Contacts not in your email list may get these messages, but this is ok, so long as the search criteria is for potential customers.

6. Start sequence

Week 3: CRM Retargeting

The main purpose of CRM retargeting is to serve brand impressions and educate your list on what exactly it is you do. The last thing you want to do is cold email or cold call prospects who have zero idea who you are and what your company does.

1. Load your lists to each platform for ad retargeting - Depending on your list size, you have Adwords (1000 minimum) Facebook (relative, but no min), Adroll (500 minimum), Linkedin (3000 minimum).

2. Facebook - Use FB to serve video ads explaining your product/service to the audience to educate using a medium they’ll engage with.

3. Adroll - Adroll you will use to serve impressions of your brand. You do not even care about the clicks.

4. Linkedin - You want to serve valuable content that shows thought leadership on Linkedin - ebooks, white papers, and webinars - collaborations with other brands is preferred.

5. Adwords - Load your videos to YouTube and serve “TrueView” ads to your retargeted list.

Week 4: Cold Emailing

Now that they have [hopefully] been served one or two impressions of your brand, it’s time to send them a cold email sequence. It’s very important you do not do this too early. You want it to be as warm as possible, which is why we serve LinkedIn profile impressions and ads to these people first. It’s also important you use a correctly timed sequence with if/then rules so that you make sure not to bother those uninterested, and you keep inboxing.

1. Load contacts to your CRM - If you used the formated bulk sheet provided by your CRM, you should be able to simply upload the contacts. If your CRM allows for tagging, tag every 200 contacts with a unique letter (A, B, C….). This allows you to easily decide who to send what/when by segmenting them by tag in your CRM.

2. Run a spam and record test - Before you send a single cold email, make sure you have the correct any record issues - verify DKIM/SPF settings with your host. Make sure email clients can verify you are permitted to send from that address by following the corrections this site gives you: Newsletters spam test by mail-tester.com

3. Use a drip sequence - Make sure unopened emails get the same email two days later with an alternative headline. And those who do open, but do not click get another option later. And if you are using a CRM, make sure sales is notified while someone is browsing the site so they can contact/close them right then. I recommend CRM Software - Customer Relationship Management - Agile CRM

4. Limit sending to 200/day - The last thing you want to do is show up on any blacklists. Too many complaints in a day will get you listed. This is why we want to throttle sends. Make adjustments to messages that are getting no clicks/replies and complaints before sending the next batch.

Week 5: Cold Calling

The process is created to make these calls much 'warmer', but you will want to make sure your SDR's or AE's understand the brand impressions each contact has been served prior to these calls - i.e. "We are connected on Linkedin..." or "I sent the details to your ___@___ email...".

1. If your CRM is giving you notifications when contacts are browsing, make sure to call those prospects immediately - CRM's like CRM Software - Customer Relationship Management - Agile CRM will allow you to install their tracking pixel on your site and setup desktop notifications for if/when contacts are on your site. Make sure your team has these on and are calling during the browse.

2. Next, call those who have opened, but not clicked - Then call those who have not opened.

3. Finally, call your Linkedin connections.

4. For these cold campaigns, one your SDR or AE's tasks should be getting them to open/reply to the email. This keeps your IP health up so you can continue cold emailing.

Week 5: Triggering Follow Up Sequences

Follow Up sequences should be ready for each type of call - no answer, not interested/ready... So you can keep these contacts in your funnel and at least offer them relative content they may be interested in. Have a few sequences ready to be deployed when the call is done.

1. As soon as the call is done, trigger the appropriate sequence.

2. At the end of every sequence should be a transfer into some sort of evergreen content drip - This last step ensures no contacts are ever left floating as they continue to get your content regardless if they are in an approaching/nurturing sequence, or not interested in the product, but have not opted out of emails.

From here you can get into content marketing and true lead nurturing techniques using whatever you have of value to display thought leadership and trust - case studies, white papers, collaborative content with known brands...
Reach out to me here if you need help.
-Alex


Great question!

Here is a 32-step tutorial on how to generate warm leads using a lead scrape, a couple free extensions, a CRM and a salesperson to not only generate, but properly nurture your new leads from cold to closed.

I have been asked often about my approach to LinkedIn lead generation and how it works in conjunction with digital ads and telemarketing. Here is a very quick/dirty guide that will help clarify the process, timeline and stack needed:

What you will need:
* Google Chrome Browser
* A Linkedin profile
* LinkedHelper
* LinkedHub
* A verified email list
* Cold email templates
* Tool setup for [cold] email sequences

Week 1: Start Gathering Data

You can either write a scraper (Upwork, the world's largest online workplace search for “scraper”) or use a tool (recommend https://data-miner.io/). If your list requires some serious digging let me know your criteria and I'll see if the team I use can help. If you are in need of a fast and effective You can start this step 1 week before you have an SDR trained and ready.

1. Set scraping criteria - industry, title, location, company size, Linkedin profile (Y/N?), phone number (Y/N?)

2. Create a google sheet with correct headings for your CRM - search your CRM + “bulk import .csv template”

3. Load one example of a good lead to the sheet

4. Share sheet with your scraper

5. Order

6. Verify these yourself if you did not order a pre-verified list - Use a tool like Verify Email Address Online

Week 2: Start Connecting

This is a very powerful step that requires LinkedHelper to automate the connection requests. You can upload your scraped list, as well as run the bot on any network search.

1. In your Google sheet with the scraped contacts, create a new tab for “Linkedin Profiles” - find/copy/paste the LI profile URLs to one column there.

2. Download this Chrome extension: Linked Helper - automate work with LinkedIn

3. Login to whatever Linkedin account you want to use to prospect this list.

4. Follow these instructions to load the LI profiles list to LinkedHelper: https://medium.com/linked-helper...

5. Select the options to invite/connect and view profile - This will give them two notifications (viewed your profile and requested connection)

Week 2: Auto-Messaging Sequence

Like cold emailing, you will be able to cold message connections gained in the previous step with a timed sequence using LinkedHub. This allows you to serve more messages and more impressions without much downside (like spam complaints).

1. Create a LinkedHub account - linkedhub | LinkedIn Lead Generation

2. Setup your connection sequence - use a simple one-line connect message like “It’d be great to have you in my network.”

3. Time your second and third messages appropriately - The second message should not be a sales message. You want your second message to go out 1 min after they approve the connection, and be a simple one sentence "thank you for connecting" message. Use the contact fields to personalize it.

4. The third message can be your “ask” - make it a great offer, or something unique for your LinkedIn connections otherwise it won’t get much of a response.

5. Add the URLs you used in your scrape to as the target for this sequence - Make sure to add the exact search terms which will include everyone on your list of contacts. Use title and industry search terms, and multiple URLs if you have to. Contacts not in your email list may get these messages, but this is ok, so long as the search criteria is for potential customers.

6. Start sequence

Week 3: CRM Retargeting

The main purpose of CRM retargeting is to serve brand impressions and educate your list on what exactly it is you do. The last thing you want to do is cold email or cold call prospects who have zero idea who you are and what your company does.

1. Load your lists to each platform for ad retargeting - Depending on your list size, you have Adwords (1000 minimum) Facebook (relative, but no min), Adroll (500 minimum), Linkedin (3000 minimum).

2. Facebook - Use FB to serve video ads explaining your product/service to the audience to educate using a medium they’ll engage with.

3. Adroll - Adroll you will use to serve impressions of your brand. You do not even care about the clicks.

4. Linkedin - You want to serve valuable content that shows thought leadership on Linkedin - ebooks, white papers, and webinars - collaborations with other brands is preferred.

5. Adwords - Load your videos to YouTube and serve “TrueView” ads to your retargeted list.

Week 4: Cold Emailing

Now that they have [hopefully] been served one or two impressions of your brand, it’s time to send them a cold email sequence. It’s very important you do not do this too early. You want it to be as warm as possible, which is why we serve LinkedIn profile impressions and ads to these people first. It’s also important you use a correctly timed sequence with if/then rules so that you make sure not to bother those uninterested, and you keep inboxing.

1. Load contacts to your CRM - If you used the formated bulk sheet provided by your CRM, you should be able to simply upload the contacts. If your CRM allows for tagging, tag every 200 contacts with a unique letter (A, B, C….). This allows you to easily decide who to send what/when by segmenting them by tag in your CRM.

2. Run a spam and record test - Before you send a single cold email, make sure you have the correct any record issues - verify DKIM/SPF settings with your host. Make sure email clients can verify you are permitted to send from that address by following the corrections this site gives you: Newsletters spam test by mail-tester.com

3. Use a drip sequence - Make sure unopened emails get the same email two days later with an alternative headline. And those who do open, but do not click get another option later. And if you are using a CRM, make sure sales is notified while someone is browsing the site so they can contact/close them right then. I recommend CRM Software - Customer Relationship Management - Agile CRM

4. Limit sending to 200/day - The last thing you want to do is show up on any blacklists. Too many complaints in a day will get you listed. This is why we want to throttle sends. Make adjustments to messages that are getting no clicks/replies and complaints before sending the next batch.

Week 5: Cold Calling

The process is created to make these calls much 'warmer', but you will want to make sure your SDR's or AE's understand the brand impressions each contact has been served prior to these calls - i.e. "We are connected on Linkedin..." or "I sent the details to your ___@___ email...".

1. If your CRM is giving you notifications when contacts are browsing, make sure to call those prospects immediately - CRM's like CRM Software - Customer Relationship Management - Agile CRM will allow you to install their tracking pixel on your site and setup desktop notifications for if/when contacts are on your site. Make sure your team has these on and are calling during the browse.

2. Next, call those who have opened, but not clicked - Then call those who have not opened.

3. Finally, call your Linkedin connections.

4. For these cold campaigns, one your SDR or AE's tasks should be getting them to open/reply to the email. This keeps your IP health up so you can continue cold emailing.

Week 5: Triggering Follow Up Sequences

Follow Up sequences should be ready for each type of call - no answer, not interested/ready... So you can keep these contacts in your funnel and at least offer them relative content they may be interested in. Have a few sequences ready to be deployed when the call is done.

1. As soon as the call is done, trigger the appropriate sequence.

2. At the end of every sequence should be a transfer into some sort of evergreen content drip - This last step ensures no contacts are ever left floating as they continue to get your content regardless if they are in an approaching/nurturing sequence, or not interested in the product, but have not opted out of emails.

From here you can get into content marketing and true lead nurturing techniques using whatever you have of value to display thought leadership and trust - case studies, white papers, collaborative content with known brands...
Reach out to me here if you need help.
-Alex


Great question!

Here is a 32-step tutorial on how to generate warm leads using a lead scrape, a couple free extensions, a CRM and a salesperson to not only generate, but properly nurture your new leads from cold to closed.

I have been asked often about my approach to LinkedIn lead generation and how it works in conjunction with digital ads and telemarketing. Here is a very quick/dirty guide that will help clarify the process, timeline and stack needed:

What you will need:
* Google Chrome Browser
* A Linkedin profile
* LinkedHelper
* LinkedHub
* A verified email list
* Cold email templates
* Tool setup for [cold] email sequences

Week 1: Start Gathering Data

You can either write a scraper (Upwork, the world's largest online workplace search for “scraper”) or use a tool (recommend https://data-miner.io/). If your list requires some serious digging let me know your criteria and I'll see if the team I use can help. If you are in need of a fast and effective You can start this step 1 week before you have an SDR trained and ready.

1. Set scraping criteria - industry, title, location, company size, Linkedin profile (Y/N?), phone number (Y/N?)

2. Create a google sheet with correct headings for your CRM - search your CRM + “bulk import .csv template”

3. Load one example of a good lead to the sheet

4. Share sheet with your scraper

5. Order

6. Verify these yourself if you did not order a pre-verified list - Use a tool like Verify Email Address Online

Week 2: Start Connecting

This is a very powerful step that requires LinkedHelper to automate the connection requests. You can upload your scraped list, as well as run the bot on any network search.

1. In your Google sheet with the scraped contacts, create a new tab for “Linkedin Profiles” - find/copy/paste the LI profile URLs to one column there.

2. Download this Chrome extension: Linked Helper - automate work with LinkedIn

3. Login to whatever Linkedin account you want to use to prospect this list.

4. Follow these instructions to load the LI profiles list to LinkedHelper: https://medium.com/linked-helper...

5. Select the options to invite/connect and view profile - This will give them two notifications (viewed your profile and requested connection)

Week 2: Auto-Messaging Sequence

Like cold emailing, you will be able to cold message connections gained in the previous step with a timed sequence using LinkedHub. This allows you to serve more messages and more impressions without much downside (like spam complaints).

1. Create a LinkedHub account - linkedhub | LinkedIn Lead Generation

2. Setup your connection sequence - use a simple one-line connect message like “It’d be great to have you in my network.”

3. Time your second and third messages appropriately - The second message should not be a sales message. You want your second message to go out 1 min after they approve the connection, and be a simple one sentence "thank you for connecting" message. Use the contact fields to personalize it.

4. The third message can be your “ask” - make it a great offer, or something unique for your LinkedIn connections otherwise it won’t get much of a response.

5. Add the URLs you used in your scrape to as the target for this sequence - Make sure to add the exact search terms which will include everyone on your list of contacts. Use title and industry search terms, and multiple URLs if you have to. Contacts not in your email list may get these messages, but this is ok, so long as the search criteria is for potential customers.

6. Start sequence

Week 3: CRM Retargeting

The main purpose of CRM retargeting is to serve brand impressions and educate your list on what exactly it is you do. The last thing you want to do is cold email or cold call prospects who have zero idea who you are and what your company does.

1. Load your lists to each platform for ad retargeting - Depending on your list size, you have Adwords (1000 minimum) Facebook (relative, but no min), Adroll (500 minimum), Linkedin (3000 minimum).

2. Facebook - Use FB to serve video ads explaining your product/service to the audience to educate using a medium they’ll engage with.

3. Adroll - Adroll you will use to serve impressions of your brand. You do not even care about the clicks.

4. Linkedin - You want to serve valuable content that shows thought leadership on Linkedin - ebooks, white papers, and webinars - collaborations with other brands is preferred.

5. Adwords - Load your videos to YouTube and serve “TrueView” ads to your retargeted list.

Week 4: Cold Emailing

Now that they have [hopefully] been served one or two impressions of your brand, it’s time to send them a cold email sequence. It’s very important you do not do this too early. You want it to be as warm as possible, which is why we serve LinkedIn profile impressions and ads to these people first. It’s also important you use a correctly timed sequence with if/then rules so that you make sure not to bother those uninterested, and you keep inboxing.

1. Load contacts to your CRM - If you used the formated bulk sheet provided by your CRM, you should be able to simply upload the contacts. If your CRM allows for tagging, tag every 200 contacts with a unique letter (A, B, C….). This allows you to easily decide who to send what/when by segmenting them by tag in your CRM.

2. Run a spam and record test - Before you send a single cold email, make sure you have the correct any record issues - verify DKIM/SPF settings with your host. Make sure email clients can verify you are permitted to send from that address by following the corrections this site gives you: Newsletters spam test by mail-tester.com

3. Use a drip sequence - Make sure unopened emails get the same email two days later with an alternative headline. And those who do open, but do not click get another option later. And if you are using a CRM, make sure sales is notified while someone is browsing the site so they can contact/close them right then. I recommend CRM Software - Customer Relationship Management - Agile CRM

4. Limit sending to 200/day - The last thing you want to do is show up on any blacklists. Too many complaints in a day will get you listed. This is why we want to throttle sends. Make adjustments to messages that are getting no clicks/replies and complaints before sending the next batch.

Week 5: Cold Calling

The process is created to make these calls much 'warmer', but you will want to make sure your SDR's or AE's understand the brand impressions each contact has been served prior to these calls - i.e. "We are connected on Linkedin..." or "I sent the details to your ___@___ email...".

1. If your CRM is giving you notifications when contacts are browsing, make sure to call those prospects immediately - CRM's like CRM Software - Customer Relationship Management - Agile CRM will allow you to install their tracking pixel on your site and setup desktop notifications for if/when contacts are on your site. Make sure your team has these on and are calling during the browse.

2. Next, call those who have opened, but not clicked - Then call those who have not opened.

3. Finally, call your Linkedin connections.

4. For these cold campaigns, one your SDR or AE's tasks should be getting them to open/reply to the email. This keeps your IP health up so you can continue cold emailing.

Week 5: Triggering Follow Up Sequences

Follow Up sequences should be ready for each type of call - no answer, not interested/ready... So you can keep these contacts in your funnel and at least offer them relative content they may be interested in. Have a few sequences ready to be deployed when the call is done.

1. As soon as the call is done, trigger the appropriate sequence.

2. At the end of every sequence should be a transfer into some sort of evergreen content drip - This last step ensures no contacts are ever left floating as they continue to get your content regardless if they are in an approaching/nurturing sequence, or not interested in the product, but have not opted out of emails.

From here you can get into content marketing and true lead nurturing techniques using whatever you have of value to display thought leadership and trust - case studies, white papers, collaborative content with known brands...
Reach out to me here if you need help.
-Alex


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