Actual Growth Hacks: 003 — Lead Hacking with LinkedIN and Hunter.io
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Ohhhh we’re going to have some fun here. How to get leads, via LinkedIn, with the help of a tool called hunter.io, then using another tool to fire off emails.
The premise here is this:
- We can leverage LinkedIn to find and then target people very specifically
- We can search for people by location, profession, job title, industry
- We can then scrape their email addresses
- With their email addresses, we can then cold email them with a drip campaign
- Only a small % will open, an even smaller % will reply
- Those that do open and reply will likely be a strong lead, especially with good copy.
Who can use this?:
- Those that are targeting Agencies
- Those that want to target certain people at certain businesses in certain industries
- Anything else you can think of? Be creative!
Example
For this example, lets pretend we’re selling a service to businesses, therefore we’re B2B. Let’s say, we’re a copywriter, or a person trying to build their copywriting agency.
We have to ask ourselves a few questions:
- What size business is most likely going to need our service?
- What Industry do I know most about and have the most samples for?
- What type of business can actually afford what I want to charge?
- Whom at the business should I be targeting?
- What is their job title most likely going to be?
So we’re not going to target businesses the size of Coca Cola or Nestle, that just doesn’t make sense. They very likely already have strong teams and even if they didn’t, you’d probably have to been inside their network to get a contract.
We’re not going to get paid a whole bunch by businesses with less than 5 employees, even startups with funding will likely hit 10 employees before being able to afford a copywriter.
Let’s look for businesses with at least 11 but no more than 50 employees.
The industries we are going to choose are Medical Supplies and BioTech. These are high margin and very reliant on our core skill, copywriting. They also have the money to pay us and likely don’t incorporate startup culture and modern copywriting practices.
Because of the size of the business, we can target both the CEO and Marketer. These seem most likely to take on your proposal. The smaller the business, the more you want to target high level executives. As businesses scale, that’s when they’re more likely to take on dedicated marketers.
Great, so we’re targeting businesses in the medical industry, with 11–50 employees and people with the title CEO or Marketer.
LinkedIn Setup
We are going to take full advantage of LinekdIn’s sales Navigator. Don’t worry, they offer a Free Trial, take full advantage of it.
https://business.linkedin.com/sales-solutions/sales-navigator
It can look a little complicated, but it’s not. Let’s get straight to the filtering.
Here we’re specifically targeting USA. As I assume a copywriter will want to copywrite in a language they know. Obviously switch this out for whatever you need.
You may also notice that we’re not searching by job title but by ‘Function’. Here you can see I guesstimated the functions at target companies. It’s not a problem if we don’t get the results we want straight away, we just change it and iterate.
Here’s an example where you can see all of the filters I used. Right of the bat I can tell that targeting CXO types and Owners might not be a good idea. They may be super busy. So i’ll just target Directors/Managers and Senior level types.
Hunter.io
This is the tool that we will use to grab all of the email addresses.
Get it, set up an account for free, then install the chrome extension.
If you’re following along, once you’ve signed up, now go back to LinkedIn. Refresh the page and take note of the orange animal head. At the top right of the screen there is an option to ‘select all’. Click that and a pop-up will appear. Simply click ‘Find email addresses & save leads’ and we’re good to go.
If for whatever reason Hunter doesn’t find the email address, well with Sales Navigator you fortunately get 20 free linkedIn premium mails. ;)
Go back to hunter.io to see all of the leads -
At this point you should be rubbing your hands together in an evil fashion.
You can even click on the profiles to find out a wealth of more information.
Success!
What now?
I would suggest you to check out tools such as ‘Gmass’ or ‘Mailshake’ and ‘Blockspring’, both of which I’ll be writing about in the coming weeks.
Just get in touch, cold-email, custom-audience, target target target!
Liked this? Then check out our previous posts:
Actual Growth Hacks: Leveraging Influencers in your Content
And the next post in the series:
Actual Growth Hacks: Lead Hacking with Google and Import.io
Written in the co-working house, Bangkok. Time to go see some Art.
The 8760 is a hyper-flexible network of high level experts that share common culture, infrastructure and experience in the TGE & Consensus space. We work on projects ushering in the fourth industrial revolution, zeroing in on their Strategy, Investment, Marketing and Creative.
