Using Scraping and Virtual Assistants to Create Massive Lead Pipelines

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Using Scraping and Virtual Assistants to Create Massive Lead Pipelines

  1. 1. Using Scraping & Virtual Assistants to Create a Huge Lead Pipeline Amount  of  Leads! Time!
  2. 2. About M.E. •Former VP of Growth at Storefront
 Currently: Funemployed
 •Enterprise/SaaS Sales background
 •Beautiful wife ———>
 •While I was at Storefront…
  3. 3. Since Nov. 2012 Number of Merchants popping up via Storefront +1,000
  4. 4. $40,000,000 $20,000,000 $10,000,000 $5,000,000 $1,500,000 $40 M in Sales Pop-ups generated:
  5. 5. 0 8 15 23 30 Weight Gain My Weight Gained +30 lbs
  6. 6. Predictable Revenue •Send 50-100 emails per day ! •Repeatable & predictable
 •Where do I get the data?
  7. 7. Scraping Data Without Engineering Building Out a Research Process Scaling Up the Team Everything before Outreach
  8. 8. Scraping Data Without Engineering!
  9. 9. Scraping Data: Tools •Goto Import.io
 •Download the Data Browser
 •Take tutorials or my course on ellsworthy.com
  10. 10. Scraping Data: Targeting •Large Dataset ! •Structured/Categorized
 •Repeatable/Data Refreshes
 •Use data to personalize the message e.g. latest press mention on Crunchbase
  11. 11. Scraping Data: Puzzle Pieces •Look for name, title, and contact information if lucky
 •These combos:
 Name + Company
 Name + Website
 •Pattern Matching e.g. toofr.com
  12. 12. Building Out a Research Process!
  13. 13. Research Process: Find Emails •Try Rapportive, Toofr, and Stacklead
 •Document the research process
 •Use quickcast.io to create short screenshare videos
  14. 14. Research Process: Hiring •Use Attention to Detail Tests in Job Post e.g. “Bluh Bluh Bluh, shots fired!” ! •Skype interviews for English skills & review
 •Get samples of previous work (FREE LEADS)
 •$3.50 per hour
  15. 15. Research Process: Training •Hire 3 give them all the same data to find ! •Test for efficiency, communication, and accuracy
 •Look for a leader to promote
  16. 16. Scaling up the team!
  17. 17. Scaling the Team: Unit Costs •In a spreadsheet track: throughput time, leads created per hour, and unit costs ! •Use this data as a benchmark for future hires
 •Hire up to meet sales demands Lead Costs $$
  18. 18. Scaling the Team: Empower •Teach the research team how to scrape ! •Train them on the entire process of gathering the data and researching ! •Have the team send the email templates for your sales reps & load them into your CRM
  19. 19. Questions?
 @mattellsworth matt.l.ellsworth@gmail.com ellsworthy.com

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