@ hustle con - 10,000 leads in 10 minutes

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Andrew Fogg 10,000 leads in 10 minutes Friday 1 August 2014 presented by

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Import.io @ Hustle Con - 10,000 Leads In 10 minutes

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Page 1: @ Hustle Con - 10,000 Leads In 10 minutes

Andrew Fogg

10,000 leads in 10 minutesFriday 1 August 2014

presented by

Page 2: @ Hustle Con - 10,000 Leads In 10 minutes

let’s start with the basics

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what’s a lead? (we call them dog-leads in the UK)

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“a person or entity that has the interest and authority to purchase your product or service”

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the info on a business card is the perfect example of what is required

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named individual, associated company, contact details

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leads represent the first stage of the sales process

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but where do leads come from?

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where do leads come from?

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you can buy databases of telephone numbers, email addresses, mail addresses

@

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you can attend trade shows and collect business cards

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or you can stalk people on social media

in

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two things are important where leads are concerned: quantity and quality

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databases provide huge quantity but famously bad quality

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trade shows and social media give great quality but cost time and money, which limits quantity

in

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i would like to share a new approach that delivers both quantity and quality

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it is based on web data

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which is what i do

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and it is inspired by our users

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i am basically telling you one of the best ways that people have been using our product

shhh!

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it is a simple recipe

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first – where your people at? find a website where your users can be found

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build an API to that website using import.io extract as much data about each lead as you can

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pull the data down into a spreadsheet

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this will give you thousands of leads and will take you mere minutes

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use the data to create conversational, extremely-personalised message templates

Hi [first_name], I was browsing [website_name] and I came across your profile. I noticed that you

mentioned [profile_keyword] and I thought you would be interested to learn about what we do…

Page 27: @ Hustle Con - 10,000 Leads In 10 minutes

make it freaking personal

Hi [first_name], I was browsing [website_name] and I came across your profile. I noticed that you

mentioned [profile_keyword] and I thought you would be interested to learn about what we do…

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start sending out messages be creative about the channels that you use

@

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automate the messaging but don’t go too quickly you need to get the cadence right

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so as to avoid being spammy

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and because you are starting a conversation and you need to be able to respond and engage

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so how do we do this (eat-your-own-dog-food-time)

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with import.io you can turn any website into data

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without writing any code

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without writing any code

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this makes web data available to everyone

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it is also super-awesome for developers

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who used to have to write custom code to get web data

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developers are an important market segment for us

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there are lots of developers on oDesk

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13,000 of them list “scraping” as one of the services they provide

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they have the exact problem that we solve

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we used import.io to create an API to the list of sraping users

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and pulled them all down to a spreadsheet

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created a personalised message template that included a link to import.io

Hi [first_name], I was browsing [website_name] and I came across your profile. I noticed that you

mentioned [profile_keyword] and I thought you would be interested to learn about what we do…

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created link with: Google URL Builder (analytics) and Google URL Shortener (non-spammy)

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built another API to the oDesk messaging system

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it logs in to oDesk

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navigates to the individual user’s profile

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and messages them with an invitation to apply for a job (it is a real job that requires use of import.io)

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if the user follows the link we can follow them through to account creation in our analytics

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10,000 quality leads

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props to Matt Ellsworth who pioneered a lot of these techniques at The Storefront

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Matt has a Udemy course that you can follow to learn more

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