Automated lead conversion for research and development

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hi this is George from up fish your marketing automation expert today I'm going to run you through a slightly modified outbound campaign but the real focus of this is actually on apollo.io now what I'm going to run you through here is an amazing hack for apollo.io that lets you extract leads at scale pretty easily now apolloo is is an amazing tool um what it will let you do is find any company with certain parameters certain filters as well as people attached but there is a big drawback here we've seen that I've created a very very simple filter I'm for companies in the European Union who have a keyword of Defense yeah well defense is not fun let's change this a keyword and it include something like um e-commerce okay I spelled that wrong Ecommerce embarrassing for me all right so you can see here we've got 35,000 companies I want to contact them but I can only select a page at a time or if I have a custom plan I can select 100 at a time now this is normally okay for most people you will use the internal tool that Apollo have so you'll create a campaign and it will run the emails automatically from Apollo but for people who want to keep track in a global sense so I want to know who is interacting with my LinkedIn who's interacting with my website who's been on my who's been on my pipe who's being on my website for example uh who's already in my pipe Drive is an opportunity it makes it pretty much impossible to do that unless you can extract this information externally and put it into your own air table like I have but the problem for that is then you need to come here and do 25 all the time and it's a very manual process so what I've put together is essentially a really easy way to call all of this information through an API um but with an API that is makes it really really easy to change your filters each time so every time you run a new campaign you don't have to go through it and think about what you're doing you can just come straight into the Apollo uh platform like this you make your search so for example e-commerce companies in European union and then you copy the URL that's generated use a website an amazing website called convert online.io they have something that converts a query string to a Json so it's taking this website address and it's returned it into an almost API Apollo API compatible uh request what we do next is we copy and paste everything from the bottom up up to VI find viewer ID the reason for this is these do not matter at all for the API request we're going to make so we just don't include it so we copy everything from this little curly bracket all the way up to organization locations and I add it into my um campaign tab in air table here so I have something called company search I copy and pasted in I have new code tests for the purpose of this video and in company search copy and paste it in so we can see here I'm looking organization locations in the EU I remove page one because each time we run this we wanted to do page one then page two then page three then page four um we have the organization keyword tags e-commerce and there's also organization keyword Fields tags names this is basically blank you can ignore this now we also run the same process for the profile search so once I found these companies eCommerce I might have a certain person within the companies I want to contact uh in this case I've run a very very simple one again I've made the filters there's are so many filters in apollo. which is what makes it so powerful but I don't really want to waste my time in an example showing you how that works so we have just essentially people in the European Union people who are marketing managers and management level I had owner but that seems unrealistic let's change the management level to heads okay so 470 people from these companies three 35,000 different companies obviously You'll Play Around of this for your own perfect your own perfect combination of this but the process is the same once you have the filters you copy and paste the URL you take it back to convert online paste it in and you copy everything from the botton up up to person titles so copy it P into your CRM here into the campaign file profile search contrl V so we see here we have the person titles marketing manager uh page one in this case doesn't really matter but we'll remove it anyway person locations person seniorities okay and now we have the start page is zero you always have to put this in and we Market is ready to run so what happens next is well I'll run it once and then I'll show you and explain every step along the way so the first stage is to scan for these campaigns so essentially this air table is looking for records that are ready to run and have not been completed yet so we see here there's an extract here of 329 3,529 pages and we just gone through one page we're very very far away from finishing this and you can see here you remember the start page was in R zero now it's one because we've already run one process so what happens is there's a text passer which takes this information we have here in the company search organization locations and it makes it into something that the Apollo API can actually read so the reason for this is we can see what's changed here the Apollo API doesn't use organization locations it will use organization underscore locations so we need to put that in there's another step as well where we remove the capital letters to uh minor letters which we do within the HTTP request itself so as I mentioned we need to remove the uppercase letters so we have a lower here and essentially what this does is it for Pages starting at zero then plus one so the next time it will be two the next time it'll be three the next time it's four and it completes the rest of the API call of information premere table now this is brilliant because it means you can run this process every five minutes every 10 minutes every 50 minutes every day every two days every week and it'll just keep on generating companies for you so you don't have to come back into Apollo every day change filters change all of this you can run multiple campaigns from a central air table CRM and once you've uploaded that little bit bit of API call into the company search and profile search it just run non-stop until it's ready now in terms of the results that it returns we can see here from the breadcrumbs that it's looked for Company locations in European Union which is what we wanted and people working in e-commerce which is also what we wanted there's 35,000 different companies which is what we saw here in Apollo 35,000 and we can also see here that there's 3529 Pages which is what the air table has been updated to respond with here now too and we know that we are one page into 3529 so we can keep track of all of our progress very very easily but most importantly it's return the organizations so we have the e-commerce Foundation we have DHL e-commerce we have DHL Supply train and it gives you a bunch of information about the company now the next step is essentially updating that air table of the information I outlined earlier the page number and the total amount of search as possible and it takes all of those individual companies and it runs uh essentially searching for people so we have another text passer again to do the same passing as before we have the person titles so we have a person titles this needs to be changed to person uncore titles uh so that's what that text passer does there's an example here person titles becomes person underscore titles person locations becomes person underscore locations we have essentially we're looking for two people per page now the reason for this is you don't want to be getting 100 people from a company two is enough you can change this to one four five 100 is up to you I keep it at two it also looks for people at the organization domains so for example it's looking for the marketing managers at uh the company that we were searching for DHL express.com or whatever and then the rest of it is pre-filled out so as I mentioned the person title the person locations so in terms of what it returns here is an example of one of the returns we have uh essentially somebody Christian burnhard marketing manager they're working at Cross mass and BHM G gmbh I guess this is a German company so this is one of the companies that was found on page one and it's returned us a whole bunch of information about them their title their email address whether the email is verified a bit more information about the company um basically their Department that they're in the sub departments the functions seniority and it'll return two people from each company which is exactly what we want to happen and then once we have those people it's pretty easy to check for existing contacts in our CRM do they already exist do these brand new people if they are brand new you can enroll them into reply.io campaign So within your campaign I don't have a setup for this one but you can see in others we have uh campaigns we can set up from reply.io we take the number of the campaign we add it here then they'll be automatically enrolled put them into a LinkedIn matched audience either for for a personal or a LinkedIn match audience for a company and then update the air table with that information so this is essentially identical to my other outbound automation um that you can see the only difference here I've realized that some people found it very very very tricky to actually complete these API calls for multiple different campaigns that we're having to figure out all right what job titles do I need type it all out where are they based and they didn't uh the Apollo API documentation doesn't tell you for example the industry codes it doesn't tell you um it doesn't give you a list of all of the different filters you can use so this little workaround by using a text passer and the convert.io it has the big benefit that it means that you can create campaigns really really really quickly within the apollo.io interface so you can select different Industries for example and then well you can see have selected Airline Aviation we copy and paste this back in and the big Advantage here again organization industry ID tag there there is no list of these ID tags you can't say I want Aviation therefore I need 5567 eo2 it's very difficult well this lets you do is just copy and paste in the details from a search take that Json up to up to the viewer finer ID pop it into the air table and then everything runs as normal and then you can keep on going and going and going so for example I can run it again as we can see here it've updated to page two and now we have an extra 8 10 an extra 20 or so contacts to add into the serum for the outband so if something like this interests you please get in contact um I will be updating my cold outbound scenario to include all of this stuff so if you want to buy that on gumroad it is available and it will be updated with this information but if you have something more complex or less complex please just get in contact like And subscribe it gives me a motivation to make more videos like this and please reach out for for anything right thank you