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. Using Scraping & Virtual Assistants to Create a Huge Lead Pipeline Amount of Leads! Time!
- 2. About M.E. •Former VP of Growth at Storefront Currently: Funemployed •Enterprise/SaaS Sales background •Beautiful wife ———> •While I was at Storefront…
- 3. Since Nov. 2012 Number of Merchants popping up via Storefront +1,000
- 4. $40,000,000 $20,000,000 $10,000,000 $5,000,000 $1,500,000 $40 M in Sales Pop-ups generated:
- 5. 0 8 15 23 30 Weight Gain My Weight Gained +30 lbs
- 6. Predictable Revenue •Send 50-100 emails per day ! •Repeatable & predictable •Where do I get the data?
- 7. Scraping Data Without Engineering Building Out a Research Process Scaling Up the Team Everything before Outreach
- 9. Scraping Data: Tools •Goto Import.io •Download the Data Browser •Take tutorials or my course on ellsworthy.com
- 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. 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. Building Out a Research Process!
- 13. Research Process: Find Emails •Try Rapportive, Toofr, and Stacklead •Document the research process •Use quickcast.io to create short screenshare videos
- 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. 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. Scaling up the team!
- 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. 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