Clinton Rozario is a B2B List Building technology expert and architected LeadGrabber Pro, the B2B List Building Tool from eGrabber. Clinton joined eGrabber in 2003. He held key roles in R&D, developing strategic and proprietary technologies. He is now responsible for development of eGrabber's List Building and List Completion Tool Suite. He is also available on Google+ and LinkedIn.
It is quite natural for any company to think that buying/rentingB2B email lists is the easiest way to jump start email marketing campaigns. The attractive ads posted by email list vendors further tempt the companies to buy/rent readily-available email lists and eventually end up spending thousands of dollars.
However, B2B Email Marketing Experts Suggest that Building Email Lists is always a Great idea as opposed to buying or renting email lists.
Click here to Download Easy way to Build your Email List
Though renting or buying B2B email lists seems to be the easiest way, the following reasons suggest that you should always build your email lists.
A vast majority of the email lists sold by list vendors are built based on their existing databases and are not always up to date. People change jobs and so chances are high that you are spending your marketing dollars on old, outdated email lists.
You might not get a customized email list based on your preferences. You will get an email list but you can’t guarantee that all of them are your target audience.
There are chances that your competitor can also purchase the same email list and therefore you lose your exclusivity.
Despite spending a large part of the marketing budget on purchasing business email lists, a lot of sales & marketing professionals are still frustrated because they are not able to:
✔ Find targeted prospects in niche markets
✔ Build email lists of B2B decision makers from targeted companies
✔ Close more sales and improve ROI
If you are someone in a similar situation, you are not alone.
We have a solution for you.
Software to Build Email Marketing List
LeadGrabber Pro is a B2B List Building Software that addresses all the above challenges and helps you to build email marketing lists in just a few minutes.
You can build email lists by industry, job title, geography, company size and revenue, etc.
LeadGrabber Pro helps you to append verified business email addresses of your targeted audience, build business email lists and reach your prospects in no time.
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How to Update your B2B Marketing Database in no Time
A complete and up-to-date prospect / customer database is always a great asset and a goldmine for any business. It definitely helps you to grow your business without having to rely on new leads.
However, a recent study suggests that a staggering 84% of the marketing databases are barely functional. The study also suggests that 88% of the data did not have the basic information such as industry, company revenue & number of employees, and 64% of the records did not have the phone numbers.
The results clearly indicate that an incomplete B2B marketing database can severely impair your lead segmentation efforts, cause email deliverability issues and prevent you from reaching your prospects over phone. It adversely affects all your B2B marketing campaigns and you end up losing your precious time and money. This is where a B2B lead research software such as LeadResearcher Pro can be handy.
LeadResearcher helps you to update your B2B marketing database in no time by appending missing prospect / customer information in your CRM. All you need to do is just import the list into LeadResearcher and append the missing B2B marketing data that is vital for effective lead segmentation and append up-to-date business email IDs & business phone numbers of your prospects.
LeadResearcher Pro helps you save a lot of time, spend more time with your prospects, improve sales conversions and increase your revenues.
Feeding your sales engine with a steady flow of qualified B2B sales leads is one of the vital ingredients of success.
How?
Let us first look at some of the effective B2B lead generation methods that are widely used by B2B marketers – Inside sales, Telemarketing, Email marketing, Tradeshows, Conferences, Webinars, Websites, Search marketing, Social media.
Do you really need to employ all of the above methods for your business or is there a B2B lead generation formula that works like magic? The answer is a big NO. The fact is there is no “one size fits all” solution. You got to experiment and figure out what works best for your business.
Once you set the things right doesn’t mean that you can go on with it for life. What works for you today might not work after a year. So you got to continuously experiment on various things to stay afloat and move forward which eventually takes a lot of your time and resources. This is where a B2B lead generation software such as LeadGrabber can be handy.
Generate Qualified B2B Sales Leads in no time!
LeadGrabber helps you to generate qualified B2B sales leads from the Internet in no time. It helps you to build fresh B2B sales leads lists along with contact information such as name, job title, company, business email address, phone number, address, website, etc. based on the industry, domain, location, etc.
LeadGrabber Pro helps you to feed your sales engine with qualified B2B sales leads. It also helps you to append verified business email addresses and phone numbers of your contacts and find top decision makers in a company.
This is what a happy customer has to say about LeadGrabber Pro – The best B2B sales lead engine!
An IT services company wanted to build a prospect database. They had to do it manually and spent days building it. They also bought lists but that didn’t help much either as many leads had outdated contact information.
Desperate to find a solution, they chanced upon LeadGrabber Pro. After using LeadGrabber Pro, the entire situation turned around. They were able to build a trustworthy database in very less time.
LeadGrabber helped them to:
Eliminate manual list building process.
Reduce list building time by 50-60%. What took them days to complete is now done in just a few hours.
Generate more leads in a day – 400 contacts as opposed to 150.
This article is meant for Recruitment Agencies who are looking to find new clients. We focus on where you can go to build an email marketing list for outbound emailing purposes.
Read on to learn how you can build an email marketing list for your recruitment agencies.
2 Steps to build an email marketing list
Define your target persona
Search for your target persona:
A: On Job Boards – people who are hiring right now
B: On LinkedIn – people who are hiring right now
C: In Startups – they may need their first VPs
D: Finding people in groups you are not part of (LinkedIn X-Ray)
E: Finding companies by the Technology they use
F: Finding companies who are missing key players right now
G: Finding companies which are growing fast
H: Setting Email Alerts for Team Leads who move
If you are looking for the ways to build an email marketing / recruiter email list to communicate with current and potential employers who advertised on job boards, professional networks, forums etc.Try our free Email Marketing List Building Tool – Management Finder.
Step 1: Define your target persona
Take the last 10 clients you had. Visit their personal and company LinkedIn profiles, note down the following aspects of their profiles. We are going to use these aspects in searches that we will perform later on.
(the usual aspects)
current job titles they hold – yes, multiple titles
past job titles they have held – there are times when the decision maker’s early experience clearly defines what people they will hire in the future
industry of the personal profile – note this, but don’t give this too much weight; you’d be amazed how few people change their industry to keep up with their current position
company size
industry of the company profile
keywords in the Specialties section of the company profile
any unusual keywords in their personal profile
(the unusual aspects)
number of employees on LinkedIn – this is a different number than the company size parameter on LinkedIn – lots of companies grow and forget to update the Company Size field on their LinkedIn company page
which school they went to – useful while writing cold emails later on
which LinkedIn groups they are part of – remember, “A” players hang out where other “A” players are found
which skills are they recommended for – we have had amazing results from here
Write all these down in a scribble pad. Yes, use the pen and paper. It’s only 10 profiles. Its’ amazing what patterns you see when you write down stuff.
If writing does not work, use an Excel sheet. It’s useful when you repeat this exercise a few weeks or months later, if you so decide.
Step 2: Search for your target persona
In this section we are going to do actual searches with real results. Bookmark some of the links shared here and learn how to modify them for your needs. Bookmark this article too – because link formats change over time and sometimes break – if you remember this article, then you can always come back and work through the concepts again.
A: On Job Boards – people who are hiring right now
You probably know these places by now – but if you have a list of companies to capture, you should try the eGrabber Management Finder to build your list quickly.
A.1. Finding on Indeed – companies which have posted their jobs more than 90 days ago ..
And they might still need help in filing their vacancies – chances are these companies are also forgotten by other recruiters. Besides, it’s not easy finding these companies, unless you know how to hack the indeed search url.
Copy this link and paste it in your browser. This link shows you Indeed Job posts for companies hiring DEVOPS.
Or, click this link. All the results you see will be between 90 and 120 days old. You will be seeing companies who have a need for DEVOPS.
The job posting itself might say “30+ days old”, but if you know how to check the underlying HTML source code, you will be able to find the actual date of posting! It’s amazing!
Here’s the breakdown of the link, for the expert reader…
The secret is in the &fromage=120&toage=90 part of the link. This part has a hidden command to Indeed.com to give back all job postings which are from 90 to 120 days old. If you like to increase that number upwards, you can do that too. Just change the 90 or the 120 part of the link. You cannot get to this special command from the Advanced Search of Indeed.com and no other Job Board offers this way of hacking the URL to get older job postings.
The sr=directhire part of the link removes all recruiting agencies from the results, so that you only get the actual companies who have a need ( and not a competitor )
The q=DEVOPS part of the link is where you put in your specialty. So if you are not selling DEVOPS outsourcing, type in the keywords of your specialty in place of the word DEVOPS.
Edit the link – put in your specialty. The link gives you results for those hiring DEVOPS. But you can edit that and put in your own specialty. For example,
Or, click this link. Just make sure you edit the link in the browser address bar – DO NOT edit the text in the web page – if you edit the search keyword in the page instead of the browser address, then you lose the special 90-120 days power.
A.2. On LinkedIn Sales Navigator – Companies which are hiring right now – and are paying for LinkedIn Job Ads
Someone who is paying for LinkedIn Job Ads definitely has money – or the urgency. LinkedIn Sales Navigator has his hidden search function in the Accounts Search section that I am surprised to find that many people don’t know about. All the companies coming out of this search have live job ads.
When you are using the Company Search, use the “Company Specialties” that you noted down in Step 1. Also use the Company Industry, Department Headcount (we researched these as the number of employees on LinkedIn) to narrow down your searches. Once you have these, then use the check-marks next to the companies you like and then click the “View Current Employees”
You will be taken to a people search where all the companies which have been check marked are added to the search results. (phew! imagine adding all those manually). Now use the Job Titles that you researched in Step 1 to Narrow down the people you need to contact in those companies. I highly recommend you also use the skills keywords too, if you found a pattern to them – I’ve found them highly accurate in narrowing down to the right decision maker.
A.3. Filling up vacancies which are not advertised
Extending from the same example above in A.2, if you proceed to the search results, you will find a section of the results which surprisingly few people pay attention to.
That section shows you the companies which have new hires. You will also see the actual people who have been hired.
There is a hidden gold mine here, because once you look at the new hires, you immediately find the company that they left. And chances are, that old company is still looking to fill the vacant position! This makes for a great cold call email as well: “Hi , we noticed that Jane Doe recently took a new appointment, would you like help to fill her role?”
B: On LinkedIn – people who are hiring right now
Here is a LinkedIn search of typical keywords decision makers use in their LinkedIn Headlines when they are hiring right now. You can also use this link to get the search (requires LinkedIn Sales Navigator).
AngelList.co – this is our favorite site to search for startups. It’s got very good search filters and you can browse as many as you want for free. Try this AngelList search – it has the recently funded Series A and Series B companies. After the page loads, you should click on the “Joined” column header so that you get the recent-most additions first. Here are some other places where you can find a list of Startups.
from AngelList.co
AngelList also gives you the list of founders. If you need the email addresses and the phone numbers of these founders, try eMail Prospector Pro. This link gives you the trial download where you can get 50 business email addresses for free.
D: Finding people in groups you are not part of (LinkedIn X-Ray)
When you were researching your existing clients in Step 1, did you note down the LinkedIn Groups that your clients were part of? Good. We are going to use those Groups now. You might be wondering how to search those groups because you can only be a member of the group through permission. Some groups which are exclusive to decision makers will not allow a recruiter in.
LinkedIn X-Ray works here. Try this search. It yields the members of the “Silicon Valley Entrepreneur & Startup Group” on Google. Add extra keywords which you researched in Step 1 to narrow down your results. Or change the group name to your targeted group.
site:linkedin.com/in “Silicon Valley Entrepreneur & Startup Group”
E: Finding companies by the Technology they use
LinkedIn Sales Navigator has recently updated its Technology filter so that you can find companies who use a particular technology. For instance, this search gives you companies which use Salesforce and this search gives companies which use Infusionsoft. The list of technologies is not exhaustive, but there are a few niche ones in there. You should take a look at the list.
Do you have a list of companies, and you want the Decision Makers, along with business email address, phone numbers? Give eGrabber Management Finder a try. Paste the list of companies, and tell it what job titles you are looking for. It does the rest for you, finding Name of the decision maker, verified business email, phone number, and social profile links.
If you want an online demo of the Management-Finder tool, fill up this form and we will get back to you.
F: Finding companies who are missing key players right now
The key in this technique is searching for the profile of the candidates you would normally place first, and then finding those candidates who moved recently. Why? That’s because if key candidates moved, then their older company might be still looking for a replacement. In your Sales Navigator, use the second tab “Changed Job in the last 90 days” to find candidates who recently moved – then target the older company they moved from
G: Finding companies which are growing fast
Try the new “Company Headcount growth” filer in Sales Navigator. I’ve usually found good results with companies growing 10% or more. The idea is, if a company is already growing, chances are they will be stretched thin to fill up positions which are still existing, or positions which are going vacant because of the normal turnover rate. Now might be a good time to reach out, if they need some help.
H: Setting Email Alerts for Team Leads who move
A trick strategy I learned from an Expert Recruiter was to keep tabs on the Key Leaders, Top Performers and Team Leads in hot companies. Whenever the leader shifts companies, it is time to harvest :ahem: recruit-out the rest of the team.
Here is how you setup an email alert system so that you know when the leaders change jobs… this is an arduous process to setup, but once setup, you have an amazing alarm system that will go off whenever there is an opportunity. Here’s how you setup the email alert system:
Find the key players, key decision makers and top performing managers and team leads in your industry
TAG them in your LinkedIn
Once tagging is done, do a search on them so that only those people turn up in the search results.
In the search results, click the second tab “Changed Job in the last 90 days“. If you don’t have this tab in your search results, add this text to the end of the url “&spotlight=RECENT_POSITION_CHANGE” – don’t worry if no results show up
Now Save this LinkedIn search and request to be alerted by email. Set a frequent polling rate.
Now watch your Inbox for people who move.
How to setup LinkedIn Email Alerts for Team Leads Who Move – Video only no audio
What are you waiting for?
Use Management Finder to build an email marketing list for your recruiting agencies.
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As a regular user of LinkedIn Sales Navigator, many times I’ve been overwhelmed with the search results from LinkedIn. For instance, the other day I was looking for people who were responsible for marketing and revenue in my target demography; I was expecting to find CEO’s and CMO’s. However, LinkedIn also offered me Board Members, Chief Happiness Officers, and other “Chief”tains.
Not only did the wrong results clutter my search, they also distracted me. I found myself clicking to find out what the “Chief Happiness Officer” did – not exactly the right thing to do when working on a deadline!
Get to the Right people by removing the Wrong people
Part of my problem – and I’ve found this is true for a lot of people – I don’t want to lose out on anybodyin my potential market. There are times when I have found the Co-Founders to be responsible for revenue, and at other times, there are rare job titles that I want to catch, like “Chief of Revenue”, or “Chief Sales Officer”.
So I find myself using the “Seniority” filter in the LinkedIn search very often. This way, I can specify “CXO” and get a list of the top executives. I don’t lose anybody – but I also get a lot of people I don’t want to talk to.
I DON’T want to speak to Board Members, …
Introducing the “Exclude” filter of LinkedIn
Lucky for us, LinkedIn has introduced the “Exclude” filter recently. It’s a great tool so that you can zoom out to a larger audience, and then hand-pick the sub-categories you don’t want and remove them from the search results. This is a Search Expert’s dream come true. YOU DON’T LOSE ANYBODY.
LinkedIn has support for the “NOT” boolean command, but that was previously restricted to the keyword filter alone. I’ve never been happy with the results of the “NOT” keyword. You can’t use the “NOT” keyword without supporting parenthesis and the other tools of the advanced boolean searcher. But that argument is for another day.
Here’s how to use the new “Exclude” filter of LinkedIn
Here’s how I used the Exclude filter to remove the “Board members” from my search. I want to remove “Board member”, “Board advisers”, “Board Advisory”, “Board Chair”, “Board whatever“,… so I just type in “Board” first.
Step 1: Type in the title you want to remove and hit Return on your keyboard
Once you press Enter on your keyboard, the title gets added with a blue color. You will get MORE Board members on your search result… but bear with me for a moment.
Hover your mouse cursor over the blue “pill” with the word “board” inside it. It will now see a “stop” icon. CLICK THE STOP ICON.
Step 2: Hover your mouse over the word and click the STOP icon
Magic! All the Board Members Gone! in a SNAP! 😉
Moving ahead, as I went through the various pages of search results, I added in titles that I didn’t want to see. Here’s the complete list, and here is the link to the search result, in case you want to copy it and save it as a search template https://tinyurl.com/y3ew9lke
Did you find this useful? SHARE THIS ON LINKEDIN! You never know when a friend might need it!
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