Lead generation process

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Module 6 – Lead Generation
Process

Table of ContentsTable of Contents
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© Simplilearn Solutions
1. What is Lead generation?..............................................................slide no3
2. Process of Lead generation……………………………………………………….…slide no4
3. Introduction to LinkedIn……………………………………………………………...slide no5
4. Steps for Extraction………………………………………………………………….….slide no6-15
5. Steps for Formatting……………………………………………………………….....slide no16-22
6. Steps for Creation…………………………………………………………………….….slide no23-30

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What is a Lead generation?What is a Lead generation?
Lead generation is the marketing terms. There are two ways of advertising a
product of a company :
1.Sales Marketing
2.Online Marketing
Therefore lead generation refers to the generation of prospective customer interest
or inquiry into a company’s products or services through internet.
Lead generation is the marketing terms. There are two ways of advertising a
product of a company :
1.Sales Marketing
2.Online Marketing
Therefore lead generation refers to the generation of prospective customer interest
or inquiry into a company’s products or services through internet.

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Process of Lead generationProcess of Lead generation
The steps in lead generation are:
1.Extraction – It refers to searching of prospective customers and extracting the
information from sites such as LinkedIn, Naukari or other professional sites.
2.Formatting – Once the information of the prospective customers is extracted,
arranging in a standard form and updating the data base is referred as formatting.
3.Creation - It is a process which involves the appending of email ids of the
individuals provided in the data base. The complete process involves finding the
email domain of the company, format and finding respective Google ids if available.
The steps in lead generation are:
1.Extraction – It refers to searching of prospective customers and extracting the
information from sites such as LinkedIn, Naukari or other professional sites.
2.Formatting – Once the information of the prospective customers is extracted,
arranging in a standard form and updating the data base is referred as formatting.
3.Creation - It is a process which involves the appending of email ids of the
individuals provided in the data base. The complete process involves finding the
email domain of the company, format and finding respective Google ids if available.

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Introduction to LinkedInIntroduction to LinkedIn
 LinkedIn is a business-related social networking site. It was founded in December
2002and launched in May 2003.
 There are about 150 million registered users in more than 2000 countries and
territories and the site is available in various languages.
 It is mainly used for professional networking. The members can update their
professional details, search for jobs, follow groups and can create connection with
their colleague or other professionals from their industry.
 LinkedIn is a business-related social networking site. It was founded in December
2002and launched in May 2003.
 There are about 150 million registered users in more than 2000 countries and
territories and the site is available in various languages.
 It is mainly used for professional networking. The members can update their
professional details, search for jobs, follow groups and can create connection with
their colleague or other professionals from their industry.
LinkedIn is the main source for collation of our data for lead generation or email
marketing. Therefore it is used in extraction of required data to market our
products.
LinkedIn is the main source for collation of our data for lead generation or email
marketing. Therefore it is used in extraction of required data to market our
products.

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Steps for ExtractionSteps for Extraction
Here are the steps on extraction of data from LinkedIn.
Step 1: Homepage
Here are the steps on extraction of data from LinkedIn.
Step 1: Homepage
This is LinkedIn
homepage. If you are
new user register
here.
If already a member,
login using your
existing email &
password.

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Step 2: After Login pageStep 2: After Login page
Once you login, you
will be taken to your
profile page. Click
on “Advanced” tab
to perform search

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Step 3: Steps to perform search.Step 3: Steps to perform search. 1. Insert designation
as per given list &
Select Current
3. Click on search tab
to get the result
2. Select the country
from the list.

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Step3: Cont..
Here are the points that you need to keep in mind on designation while performing
the search:
Designation will depend on products.
Each page will contain 10 contacts.
Each search will result in extraction of only 70 pages (700 contacts ).
In case the result shows more than 700 contacts, then proceed with different kind
of search such as location wise, year of experience and domain wise.
Step3: Cont..
Here are the points that you need to keep in mind on designation while performing
the search:
Designation will depend on products.
Each page will contain 10 contacts.
Each search will result in extraction of only 70 pages (700 contacts ).
In case the result shows more than 700 contacts, then proceed with different kind
of search such as location wise, year of experience and domain wise.

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Step4: Result of SearchStep4: Result of Search
Here is an example of
the results displayed
based on the search
performed.

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Step 5: Copy the dataStep 5: Copy the data
Copy the data by selecting the details
and paste it on an excel sheet. Follow
this step for all search results.
Ensure that you leave a row while
pasting the details.

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Extracting data using other search options.
1.Connection wise data extraction
Extracting data using other search options.
1.Connection wise data extraction
Select connection
under All LinkedIn
Members section to
extract connection
wise data.

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2. Year of Experience wise data extraction2. Year of Experience wise data extraction
Select the years
under All years of
experience to extract
experience wise data.

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3. Domain Wise data extraction3. Domain Wise data extraction
Select the industry
type/domain under
the All Industries
section to extract
domain wise data.

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4. Location wise data extraction4. Location wise data extraction
Select the location
under All location
section to extract
location wise data.

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Steps for FormattingSteps for Formatting
Once the extraction of data is complied on an excel sheet, the formatting process
begins.
Step 1: Apply the formula
Once the extraction of data is complied on an excel sheet, the formatting process
begins.
Step 1: Apply the formula
1.Copy the extracted data to a new
excel sheet & apply the formula
(=a1=a6 &=a3)in the columns C,D & E
2. Press ctrl+end.
3. Then select C,D, & E columns and
press ctrl+d.

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Step 2: Provide headers to the dataStep 2: Provide headers to the data
. Paste the data into new Sheet
and in the 1st
row name the
header as Full Name,
Designation & Location .

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Step3 : Delete unwanted dataStep3 : Delete unwanted data Delete unwanted data from
the location column by
applying filter. Once the
filter is applied select
custom.
a. In the custom filter, select “does
not contain” and type “-” in the
next field and click ok. Delete the
data that is filtered .
b. Apply filter once again and choose
custom. Now select “contains” and
mention connections in the next
field and click on ok. Delete the
data that is filtered.

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Step4: Sorting the dataStep4: Sorting the data
a. Cut the designation column and insert
it in column D.
b. Next separate the designation and
company from column D using (ctrl+F)
by replacing (at) with (^)symbol.
c. Next select (Alt+D+E) and select
Delimited, click next tab.
d. Choose other and enter (^) in the next
field and click finish.

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Step5: Delete unwanted data in the “company” columnStep5: Delete unwanted data in the “company” column
a. Name the separated data in
column D as Company .
b. Delete the unwanted information
such as past, more, current ,
blanks in the Company column by
using filter option.

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Step 7: Sorting the Name columnStep 7: Sorting the Name column
a. Sort the Name column by deleting
unwanted data.
b. Apply (ctrl+F) and replace
unwanted data e.g.(3rd
, 2nd
, 1st
,
save, profile, group etc) with blank.
c. Apply filter to the Name column
and delete blanks.

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Step 8: Results on sorting the dataStep 8: Results on sorting the data a.As a result of previous step, two types of data is
generated i.e., Innetwork (Includes Full Name) &
Outnetwork (without names but contains rest of
the details).
b.Separate these by applying filter and choosing
custom on the Full Name column.
c.In the custom filter, choose “Contains” and enter
“Linked” in the next field and click ok.
d.The outnetwork data is filtered, copy it and
paste it on sheet3 and name it as Designation,
Company, Location & Industry.

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Steps for CreationSteps for Creation
 Creation process will begin after extracting and formatting data from LinkedIn is
completed. Post which the data will be added into the database (MS Access).
 Domain: The domain represents the web address of website. Ex:
Simplilearn.com, ibm.com, infosys.com etc.
Email: It is electronic mail where we can send or receive information or data ex:
picture, document, reports etc. Ex: dinesh@simplilearn.com
 Google ID: It is used as search option for finding exact email id for a particular
contact name as per the given data.
Here is an example :
 Dinesh@simplilearn.com
• @simplilearn.com is the email domain
• Dinesh Is the format (first name)
 Creation process will begin after extracting and formatting data from LinkedIn is
completed. Post which the data will be added into the database (MS Access).
 Domain: The domain represents the web address of website. Ex:
Simplilearn.com, ibm.com, infosys.com etc.
Email: It is electronic mail where we can send or receive information or data ex:
picture, document, reports etc. Ex: dinesh@simplilearn.com
 Google ID: It is used as search option for finding exact email id for a particular
contact name as per the given data.
Here is an example :
 Dinesh@simplilearn.com
• @simplilearn.com is the email domain
• Dinesh Is the format (first name)

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Step 1: Find the domain of the given company.Step 1: Find the domain of the given company.
Copy the domain name from
the given database.

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Step 1: Cont..Step 1: Cont..
Paste the company name in
the Google search bar.
The obtained domain should
match the given company
name. Now copy the
domain.

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Step 2: Search for Google IDStep 2: Search for Google ID
a. To perform the search,
Prefix “@” & paste the
domain &
insert double inverted
comma (“). This will show the
exact search result.
b. Now paste the contact
name

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Step 3: After creation of the email id:
Note: if the google id is not found, find using email format.
Step 3: After creation of the email id:
Note: if the google id is not found, find using email format.
a.After getting Google email
id copy & paste
it to database Email column
directly.
b.In the validation/status
column mention “G” next to
the email.

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Step 4: Finding Email formatStep 4: Finding Email format
To perform the search using
email format, Prefix “@” & paste
the domain &
insert double inverted comma (“)
& enter the word emails in the
search bar.

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Key Points to be kept in mind while finding email format:
Some of the email formats are:
Name : Dinesh Kumar (Here Dinesh is first name & Kumar is last name)
Domain: @simplilearn.com
 There are different formats available such as;
•Dinesh@simplilearn.com (first name)
•Dinesh.kumar@simplilearn.com (firstname.lastname)
•kumar@simplilearn.com (last name)
•Dkumar@simplilearn.com ( first initial of first name & last name) etc.
In case you are not able to find the email format with the help of the above steps
then use the websites like,
• www.clusty.com
• www.dowhois.com
Finally once the format is obtained then frame the email id according to the
Obtained format.
Key Points to be kept in mind while finding email format:
Some of the email formats are:
Name : Dinesh Kumar (Here Dinesh is first name & Kumar is last name)
Domain: @simplilearn.com
 There are different formats available such as;
•Dinesh@simplilearn.com (first name)
•Dinesh.kumar@simplilearn.com (firstname.lastname)
•kumar@simplilearn.com (last name)
•Dkumar@simplilearn.com ( first initial of first name & last name) etc.
In case you are not able to find the email format with the help of the above steps
then use the websites like,
• www.clusty.com
• www.dowhois.com
Finally once the format is obtained then frame the email id according to the
Obtained format.

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Sep 5: Update the email id in the database.Sep 5: Update the email id in the database.
a. Once the email format is
found, create similar email
format as per the DB contact
name
in the Email column.
b. In the validation/status column
update the email format found.

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