Customer Acquisition Strategy: How to generate leads from LinkedIn, Twitter, Facebook, and Quora Profiles

PS: This is a VERY long post. I’m currently working on the video version of this tutorial.

Customer acquisition plays an intrinsic role in any business, sadly, sending cold emails also plays a big role in the customer acquisition process, especially for startups and businesses with limited funds to spend on Facebook ads and the rest.

So how do you generate cold leads… at preferably ZERO cost?

The answer to this question, starts by identifying where your prospects are and then how to get their information into your CRM or whatever tool you use to save leads.

The money is in social media
Source: Smart Insights
Source: Smart Insights

Irrespective of your business type and size, your audience are most likely on social media. On the plus side, you know where to find them, on the other hand, Social media platforms protect this information and the only way to get it is to pay for it.

I’ve never really understood the point of buying emails when you could generate yours for free in 2–3 hrs. So in this post I’ll show you how to generate emails from social media profiles, the platforms i’ll focus on are:

  1. Facebook
  2. Twitter
  3. Linkedin
  4. Quora

Although I haven’t tested my method on platforms other than the four above, i’m certain that it would still work.

What you need to get generate leads from social media

  1. A work email
  2. Google Chrome browser
  3. Excel or Google sheet
  4. Clearbit
  5. Hunter
  6. Search is Back
  7. CRM

I did not include “ Email marketing tool” on the list because if I did, you might end up mass emailing the list you’ll generate.

A semblance of trust is required in any financial transaction, and sending a non-personalized email to everyone on your list does not instill trust.

Why should I trust you with my time and money if you cannot take five minutes to tailor your email to me? As someone who receive emails that begin with “Dear Sir/Madam” “To whom it may concern“I hope this email find you in order” Please stop being lazy and at least try to relate your company to me.

A few days ago, I received a cold email from an insurance company. This is what it looked like:


Dear Sir/ Madam,

My name is xxx; Writing to you from xxxx and I kindly request for a meeting with the person who handles insurance matters in your company.

xxxx would like to present any of the following world-class insurance solutions in the following areas:

Ø Medical Insurance — for both Individuals and Groups{ SME & Corporate }

Ø Personal Accident Insurance.

Ø Group personal accident insurance.

Ø Homeowners Insurance Solution.

Ø Fire and Burglary Insurance.

Ø WIBA (Work Injury Benefit Act).

Ø Supply Of First AID Kits And First AID Trainings.

Ø Marine Cargo Insurance

This will lead to a solution development that endeavors to match our solutions to your current situation.

I am Humbled; looking forward to hearing from you on a possibility of meeting to discuss further.

I hope to be of service to your company; Adding value to your members.

Yes, everything in the email was bold and written a big font size. Now seriously, if he had done his research his email would include my name, and he would know that as a foreigner in Kenya, my options for insurance companies are limited.

He could have tapped into that and sent me a personalized email, instead of the generic email above which he no doubt sent to everyone on his list.

The point is, if you are serious about making a sale, you’ll put in the effort, instead of taking the easy way out.

*Sigh* My complaining aside, I hope you understand the point i’m trying to make. Alright let’s get started.

How to generate leads from LinkedIn

Step 1: Signup to Hunter and add the extension to your Chrome browser.

Step 2: Connect to your CRM.

To do this, From your dashboard, go to the upper right side, click on your name. In the drop down select settings.

In the setting page select applications.

My Hunter account is connected to my Zoho CRM. This means that leads are automatically saved in my CRM.

To add a CRM/tool for exporting leads, go to connect a new service

Select one of the 5 applications Hunter connects to

Follow the instructions provided, e.g to connect to Hubspot:

If you don’t use any of the 5 applications, Hunter lets you export your leads in CSV which you can then upload your CRM manually (Premium feature). If you don’t want to upgrade to a paid plan, here’s where the excel or Google spreadsheet comes in handy.

Step 3: Signup to ClearBit

Step 4: Identify keywords, phrase, work title etc. that is related and/or relevant to your ideal prospect. This is what you’ll enter into the search bar.

Let’s say I’m looking for CEO’s in Kenya who work in the Advertising and marketing industry, here’s what I’ll have.

If you have Hunter’s Chrome extension installed, underneath the “Connect” or “Send InMail” button you’ll see a checkbox. You can tick the checkbox to select the profiles you are interested in and have it search for their emails

…Sadly, it might not find all emails.

My solution, is that you visit each profile individually.

Using the example of CEO’s in Kenya who work in the advertising and marketing industry. In the previous image, Hunter couldn’t find Edward Machiri’s email.

But if I went to Edward’s profile, it says CEO eMotiz. I’ll need to visit the website then click on the Hunter extension Icon and let the magic happen…

Alternatively, you can do this directly from Hunter.

Now here’s where it gets both exciting and… not so exciting.

Looking at the emails above, one has a green circle next to it while the rest are orange, and what of the tick next to it? Let me explain:

Green means the listed email has a high confidence score, meaning that it has a high chance of being a “real” email. Orange means it has an average score.

Should you see a red circle when you do your own search, it means that email has a low confidence score and might no longer be in use, or is a dummy email.

Note that irrespective of what color the circle is, until verified, you cant be sure that the email address is “real”

So how do we verify these emails?

Click on the tick mark

The sad news is that, unless you upgrade to Hunter’s free plan you wont be able to export the deliverable email as a CSV or move to leads. This means you’ll have to add it manually to your CRM or to your spreadsheet.

You can generate leads in bulk, but the free plan would not allow you to download this emails.

Another way to use Hunter to get emails from LinkedIn is to visit the LinkedIn Profile you wish to scrape details from.

Click on “Hunter” and let the magic happen.

If the email is found, you can automatically send it to your lists in Hunter. Mine is called “My Leads”.

Step 5: Instead of using Hunter, you can do a similar search on Clearbit. From your Clearbit dashboard, select Lookup, and go to prospector.

Sometimes, you might come up with nothing …

Let’s use a different domain to test Clearbit.

Integrating Clearbit to a CRM or similar service is a bit complicated, so I tend to simply copy and paste the leads generated into a spreadsheet which i’ll upload to my CRM later.

Step 6: Repeat step 3 & 4 to generate emails of prospects.

Step 7: Upload List to CRM

Once you’ve generated “enough” leads, it’s time to upload it to your CRM. If you do not know how to do this, contact your CRM support, check knowledge boards, additionally you can search online on how to do this.

Step 8: Create cold email template

Admittedly, it can be a bit exhausting to email each lead individually. And as I mentioned earlier, sending a mass email is out of the question. To simplify the emailing process, it would be advisable to create a cold email template in your CRM. Which you would use to send individual, personalized emails.

Once again, if you are not sure how to do this, contact support or search for help online.

So there you have it! That’s how to generate leads from LinkedIn,

PS: Connect with me on LinkedIn or Schedule a meeting with me at

How to generate leads from Facebook

Getting leads from Facebook is a bit tricky but have no fear, I’ve got you covered!

Step 1: Go to Search is Back

Step 2: Fill in as much detail as you can to find people who match those specifications. Here’s an example:

I got…

Step 3: Check profiles to get company name and domain

Go through as many profiles as possible to get the company’s name and domain. This is what you’ll use in Clearbit and Hunter

Step 4: Use Clearbit or Hunter to generate leads from each domain (Remember to verify email addresses).

PS: If you want a specific email address rather than generating all email addresses in that domain.

Under Prospector (In Clearbit) enter both the domain, and the person’s name or Title

Step 5: Save leads in a spreadsheet and upload to CRM

Step 6: Do a victory dance.

No seriously, go ahead! You’ve found the secret gate almost no one uses.

So there you have it, how to generate leads from Facebook profiles.

PS: Like my Facebook Page

How to generate Leads from Twitter

If you’ve followed the instructions on how to get leads from LinkedIn and Facebook, this should be easy. I won’t spend much time as the steps are almost the same as the ones above.

Step 1: Use twitter search to find people who’s bio mentions specific words.

For example, If I’d like to find Advertising or Marketing companies in Kenya I can search the following terms on twitter individually: “Advertising Agency” “Advertising Company” “Digital Marketing Agency” Digital Marketing Company “Marketing Agency” “Marketing Company”

I can narrow down the results to those near me and then switch to “People” tab. Here’s an example of what I would get if I searched for people near me with the words marketing agency in their bio


Step 2: Use Twitter Advanced search to find prospects. You can read about it at

Here’s what Twitter advanced search looks like

If this doesn’t make you happy, I don’t know what will

To really utilize Twitter advanced search, you’ll need to use Twitter search operations. Don’t worry, Zapier’s The Ultimate Guide to Twitter Advanced Search covers that.

Step 3: Get Company name and Domain

Step 4: You know the drill…

So there you have it, how to get leads from Twitter!

PS: Follow me on Twitter

How to Generate Leads from Quora

Using Quora to find prospects works a tiny bit differently.

Step 1: Search for topic your prospects might be interested in.

There are different Methods to find prospects in a “Topic” I’ll go through each of them.

Method one: The Feeds page

Step 1: Go through the questions and answers listed in that topic feed to find interesting profiles.

Step 2: Visit profile

Once you have their website domain, you know what to do.

Step 3: Find more prospects by looking at their followers list.

Step 4: You know the drill…

Method Two: The “Most Viewed Writers” page

Step 1: Click on “Most Viewed Writers”

Step 2: Go throw the “Most Viewed Writers in Content Marketing” and “ Up and Coming” list to find prospects.

Step 3: Visit Profile

Step 4: You know the drill…

Method Three: Topic Followers

Step 1: Click on “Topic Followers”

Step 2: Go through the list of followers to find prospects

Step 3: Visit profile

Step 4:You know what to do.

This brings us to the end of this tutorial. I hope you find this post insightful.

I’m working on a List-style Customer Acquisition Strategy post, and I’m looking for sources with successful and failed customer acquisition stories. Here’s the link to the form in case you’re interested: