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In Episode #365, Eric and Neil discuss 3 creative ways to mine for leads. Sifting through your inbox for relevant leads is a real time-killer. Eric can get anywhere from 2K to 25K emails a month for his agency and, therefore, knows why it’s important to have a system in place to find those relevant leads. Tune-in to hear how Eric and Neil cut through the thousands of emails to find those key potential emails.
Time Stamped Show Notes:
- 00:27 – Today’s topic: 3 Creative Ways to Mine For Leads
- 00:37 – Eric gets 2K to 25K emails a month for the agency
- 01:36 – Neil goes to their email list to check who’s there
- 01:45 – They’ll check the emails against their LinkedIn to see which connections are ones relevant
- 01:55 – They then send an email with a small introduction to those relevant leads
- 02:18 – When you get an introduction from another organization,you will more likely close a sale
- 02:31 – You can do targeted ads on LinkedIn, find people within an organization and send out a blast making sure they’re opening up their email
- 02:48 – Use Dux-Soup combined with LinkedIn Recruiter or Sales Navigator
- 03:13 – It will allow you to scroll around different profiles
- 03:44 – Datanyze can scrape the web and search for companies within a certain category
- 04:03 – It’s the enterprise version of Built With
- 04:27 – Marketing School is giving away a free 1 year subscription to Crazy Egg which helps you increase your conversion rate
- 05:25 – Go to SingleGrain.com/giveaway for multiple entries
- 03:50 – That’s it for today’s episode!
3 Key Points:
- Leverage the tools that will help you find the relevant leads from your emails.
- LinkedIn is an excellent platform to employ targeted ads and find those relevant leads.
- Try to get referrals from organizations you already know; it’s almost a guaranteed sale.
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Full Transcript of The Episode
Eric Siu: Welcome to another episode of Marketing School. I'm Eric Siu.
Neil Patel: I'm Neil Patel.
Eric Siu: Today we're going to talk about three creative ways to mine for leads. I'll jump right into it. What we do and I think this actually goes for Neil too, we'd get a fair amount of emails each month anywhere from 2,000 to 2,500, which is not bad for an agency. For us, I mean there's often a lot of people that are opting in to our list that are from big companies. Previously before we did this, we would just go into our email service provider, Drip, and have to manually dig for these people. With the kind of rise of these email or lead enrichment tools like Clearbit, what we do is we use Clearbit enrichment and we'll use the API and then we'll plug it in with Slack for example.
Then whenever a big company comes in, they have over let's say a hundred employees or so or if they have raised X amount of capital and they're using a certain technology, it automatically will push into Slack and it'll automatically push into our Salesforce as well so our people can jump on it and start to figure out how can we creatively reach out to these people to help them more. That's one way of mining leads for us as an agency.
Neil Patel: One way that we love for mining for leads is we go to our email list and we look at whose on there, right, what types of companies, because you can see like the @Microsoft, @Google, whatever it maybe. We then go to the LinkedIn and we see who they're connected to that could be relevant for us and we shoot an email out to them and we just ask for introductions. We say like, "Hey, John. Thanks for following us on our blog. Really love having you. Let me know if you have any questions or you need any help. By the way, I see you're connected with X, Y and Z within your company organization. Anyway you can do an introduction? I would love to discuss how we can help them grow their traffic," or whatever services or products you offer.
What you'll find is when you get an introduction from another person within the organization, it's much more likely to close into a sale. If you have a big email list like Eric or I, it's really simple to do this. If you don't, it's still simple to do it because what you want to do is you can do targeted ads on LinkedIn or a whitepaper or eBook. Get people from within that organization. Send them out multiple blast. Make sure they're opening up your emails. Then once they're on there for a month or two, then ask for an introduction.
Eric Siu: Number three is using a tool called Dux-Soup. That's D-U-X-S-O-U-P. Then what you do is you combine it with LinkedIn. You do need a paid LinkedIn subscription. You can use LinkedIn Recruiter or LinkedIn Sales Navigator. Enter in your query for whatever you're looking for, maybe it's a sales executive or something like that, and then you can start to search for these people. Now alternatively, you can also use ... Anyway, I should that example first before I say alternatively. With Dux-Soup, it's going to allow you to scroll for a lot of different profiles. The idea is basically you're visiting these people's profiles.
They're visiting yours and hopefully in your profile for the short one liner that you have you talk about what you do or how you help other companies and then they'll want to connect with you, or if they visit your profile, you can connect with them. That usually can lead to conversations because they might be in the market searching for something and then you've kind of semi-automated this process. You certainly are mining for leads here. Then if you want to add another source, you could add Datanice.
Datanice basically scrapes the web and you can search for companies that are a certain size that are using certain technology and then you could automatically add all those profiles via LinkedIn and then you could have Dux-Soup kind of visit those profiles. Those are just a couple creative ways to do it.
Neil Patel: Think of Datanice as like an enterprise version of BuiltWith. BuiltWith shows you all the technology that people are using on their website. Datanice is an enterprise version for sales and marketing reps to go and try to recruit new leads and customers.
Eric Siu: Yeah. That's it for today. Today's actually our 365th episode. We've been doing this for a year already. Before we go actually, we do have a special giveaway. This is actually Neil's tool. Neil?
Neil Patel: Sure. The giveaway of the week is Crazy Egg. If you have visitors coming to your website, you want conversions and sales, right? Well, what Crazy Egg does is it shows you where people are clicking and where they're not. Shows you how far they're scrolling down your page to see if they're even seeing your call to action buttons, right? Think of it as a visual analytics tool. Google Analytics shows you data and numbers, but Crazy Egg shows you in a visual form how people are engaging with your site and what you can do or what you can change to increase your conversions.
For example, you can see mash recordings of people browsing your website and you can do more of this stuff that you like for the people who are converting and you can figure out all the people who aren't converting, what flows do they go through, adjust your site so you're pushing people towards the ideal ones that cause more conversions. Best of all, through Crazy Egg, there's a WYSIWYG Editor where you can quickly make changes to your page. Through a few clicks of a button, you can even start running A/B test to boost your conversion rates.
Eric Siu: If you want to get in on this giveaway, we're giving away one every single week. Just go to singlegrain.com/giveaway and you could actually get multiple entries. If you want more details, just go there. That's it for today. We'll see you tomorrow.
Voiceover: This session of Marketing School has come to a close. Be sure to subscribe for more daily marketing strategies and tactics to help you find the success you've always dreamed out. Don't forget to rate and review so we can continue to bring you the best daily content possible. We'll see you in class tomorrow right here on Marketing School.
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