OK, so you know how important it is to build a high quality, targeted lead list for your email campaigns, but is the thought of doing all that research by yourself beyond daunting? If so, there’s a simple answer: outsource the job to a web researcher! Not sure where to start? Here’s a step-by-step guide on how to identify your ideal target, hire the right professional, and start building your lead list.
Step 1: Identify who you want to target
For your campaign, you’ll want to target companies that match your Ideal Customer Profile. Don’t have one yet? Stop reading this and develop one now! Here’s a good place to start:
The narrower you can make the target list, the more specific and relevant you can be in your messaging. Of course, if you get too narrow it may get cost prohibitive to do the research, so striking a balance is key.
Step 2: Set up a Google sheet to capture the information
Google sheets are a perfect medium for collecting data from outsourced research. Just identify the information you want to collect and make columns for each. You should also consider adding a Status column to indicate any issues or questions with each row.
Step 3: Use LinkedIn’s search to find 20-40 of them
OK, I bet you’re saying “now wait a minute - I thought the outsourcer was going to do this part!” Well, before you’re ready to hire someone, you need to be able to clearly articulate what you want them to find. And as you’ll soon see, it’s very hard to anticipate all of the edge cases you’ll have to provide instructions for until you go through this exercise.
For example, if we are looking for VPs of Marketing at software companies near San Francisco, we can use the advanced search on LinkedIn
Depending on what you’re searching for, you may need to upgrade your subscription. As you contemplate LinkedIn’s pricing, you may begin to get a better understanding of why they were able to sell to Microsoft for $26.2 billion. Spring for the Sales plan and you should have everything you need.