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Using Scraping and Virtual Assistants to Create Massive Lead Pipelines
1. Using Scraping & Virtual
Assistants to Create a Huge
Lead Pipeline
Amount
of
Leads!
Time!
2. About M.E.
•Former VP of Growth at
Storefront
Currently: Funemployed
•Enterprise/SaaS Sales
background
•Beautiful wife ———>
•While I was at
Storefront…
3. Since Nov. 2012 Number of Merchants popping up via Storefront
+1,000
9. Scraping Data: Tools
•Goto Import.io
•Download the Data
Browser
•Take tutorials or my
course on
ellsworthy.com
10. Scraping Data: Targeting
•Large Dataset
!
•Structured/Categorized
•Repeatable/Data
Refreshes
•Use data to personalize
the message e.g. latest
press mention on
Crunchbase
11. Scraping Data: Puzzle Pieces
•Look for name, title, and
contact information if
lucky
•These combos:
Name + Company
Name + Website
•Pattern Matching e.g.
toofr.com
13. Research Process: Find Emails
•Try Rapportive, Toofr,
and Stacklead
•Document the research
process
•Use quickcast.io to
create short screenshare
videos
14. Research Process: Hiring
•Use Attention to Detail
Tests in Job Post e.g.
“Bluh Bluh Bluh, shots
fired!”
!
•Skype interviews for
English skills & review
•Get samples of previous
work (FREE LEADS)
•$3.50 per hour
15. Research Process: Training
•Hire 3 give them all the
same data to find
!
•Test for efficiency,
communication, and
accuracy
•Look for a leader to
promote
17. Scaling the Team: Unit Costs
•In a spreadsheet track:
throughput time, leads
created per hour, and
unit costs
!
•Use this data as a
benchmark for future
hires
•Hire up to meet sales
demands
Lead Costs $$
18. Scaling the Team: Empower
•Teach the research team
how to scrape
!
•Train them on the entire
process of gathering the
data and researching
!
•Have the team send the
email templates for your
sales reps & load them
into your CRM