{"id":5841,"date":"2020-10-16T10:03:04","date_gmt":"2020-10-16T15:03:04","guid":{"rendered":"http:\/\/kmbrian.com\/blog\/?p=5841"},"modified":"2020-12-04T00:41:26","modified_gmt":"2020-12-04T06:41:26","slug":"generate-leads-at-scale","status":"publish","type":"post","link":"http:\/\/kmbrian.com\/blog\/generate-leads-at-scale\/","title":{"rendered":"How to Use Job Boards &#038; Review Sites with Mailshake to Generate Leads at Scale"},"content":{"rendered":"<p><a href=\"http:\/\/pearllemon.com\/\">Pearl Lemon<\/a> is an SEO &amp; lead gen agency based in London, with clients predominantly in the UK and US. They\u2019ve come up with a really simple and scalable approach to lead gen that uses Mailshake to reach leads generated on job and B2B review boards like AngelList and Clutch \u2013 and it\u2019s delivering real results, both for them and their clients.<\/p>\n<p>So how are they doing it? Their Founder &amp; CEO Deepak Shukla talks through how they use a couple different processes to find prospects, reach out to them, nurture them through the buying process and ultimately turn them into deals&#8230;<\/p>\n<h2>Process 1: Reaching Prospects at the Buying Stage via Job Boards<\/h2>\n<p>Job boards like <a href=\"http:\/\/angel.co\/\">AngelList<\/a> aren\u2019t just great platforms for tracking down vacancies at startups or investment opportunities. If you know how, they can also be a rich source of leads.<\/p>\n<p>The team at Pearl Lemon browses the startup jobs category based on pre-built criteria. Specifically, they\u2019re looking at job ads for:<\/p>\n<ul>\n<li>Sales, marketing &amp; business development roles<\/li>\n<li>Salaries of $10-200K<\/li>\n<li>Full-time or contract roles<\/li>\n<li>Profiles that have been active within the last two months<\/li>\n<li>Worldwide location<\/li>\n<li>Remote-only roles<\/li>\n<\/ul>\n<p>Why do they do this? Well, it\u2019s not because they\u2019re trying to hire a new sales rep. It\u2019s because the businesses posting those job listings are ideal prospects for Pearl Lemon \u2013 they\u2019re actively looking for people to help grow their business.<\/p>\n<p>By clicking \u201cApply,\u201d they can find out who the HR or hiring manager is for that particular role, which means the Pearl Lemon team can easily track them down on LinkedIn and use a tool like <a href=\"http:\/\/skrapp.io\/\">Skrapp<\/a> to source their email address.<\/p>\n<p>That person can now be added to their <a href=\"http:\/\/kmbrian.com\/blog\/build-list-prospects\/\">prospect list<\/a>, which is a Google Sheet that details where the prospect was found, along with their:<\/p>\n<ul>\n<li>First name<\/li>\n<li>Email<\/li>\n<li>Company name<\/li>\n<li>Job title<\/li>\n<\/ul>\n<p>They\u2019ll update this spreadsheet with a new batch of prospects at least once a day.<\/p>\n<p>Now this is where we come in. Having built up a prospect list, Pearl Lemon uploads all those potential customers to Mailshake and builds out personalized <a href=\"http:\/\/kmbrian.com\/blog\/email-sequence-driving-leads\/\" target=\"_blank\" rel=\"noopener noreferrer\">email sequences<\/a> incorporating information from the job board \u2013 things like their first name, the name of the company, and the type of role for which they&#8217;re hiring. As Deepak explains:<\/p>\n<p><em>\u201cJust using what we found on AngelList, we\u2019re able to write an email that effectively feels very timely, very personal, and doesn\u2019t feel like cold email spam. Even when people say \u2018no,\u2019 we get really positive responses.\u201d<\/em><\/p>\n<p>It\u2019s a simple process, but it\u2019s delivering real results. Why? Because it identifies companies and decision-makers at the point where they\u2019re actively seeking a solution. It\u2019s repeatable, scalable, and it works.<\/p>\n<p>In the example campaign Deepak showed us, Pearl Lemon had sent 499 first emails, generating a 64% open rate and 3% reply rate. So far, this campaign has produced 35 leads.<\/p>\n<p><img data-attachment-id=\"5843\" data-permalink=\"http:\/\/kmbrian.com\/blog\/generate-leads-at-scale\/word-image-571\/\" data-orig-file=\"http:\/\/i2.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2020\/10\/word-image-8.png?fit=1050%2C499&amp;ssl=1\" data-orig-size=\"1050,499\" data-comments-opened=\"0\" data-image-meta=\"{&quot;aperture&quot;:&quot;0&quot;,&quot;credit&quot;:&quot;&quot;,&quot;camera&quot;:&quot;&quot;,&quot;caption&quot;:&quot;&quot;,&quot;created_timestamp&quot;:&quot;0&quot;,&quot;copyright&quot;:&quot;&quot;,&quot;focal_length&quot;:&quot;0&quot;,&quot;iso&quot;:&quot;0&quot;,&quot;shutter_speed&quot;:&quot;0&quot;,&quot;title&quot;:&quot;&quot;,&quot;orientation&quot;:&quot;0&quot;}\" data-image-title=\"word-image\" data-image-description=\"\" data-medium-file=\"http:\/\/i2.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2020\/10\/word-image-8.png?fit=300%2C143&amp;ssl=1\" data-large-file=\"http:\/\/i2.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2020\/10\/word-image-8.png?fit=700%2C333&amp;ssl=1\" loading=\"lazy\" width=\"700\" height=\"333\" class=\"wp-image-5843\" src=\"http:\/\/i2.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2020\/10\/word-image-8.png?resize=700%2C333&#038;ssl=1\" srcset=\"http:\/\/i2.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2020\/10\/word-image-8.png?w=1050&amp;ssl=1 1050w, http:\/\/i2.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2020\/10\/word-image-8.png?resize=300%2C143&amp;ssl=1 300w, http:\/\/i2.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2020\/10\/word-image-8.png?resize=1024%2C487&amp;ssl=1 1024w, http:\/\/i2.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2020\/10\/word-image-8.png?resize=768%2C365&amp;ssl=1 768w\" sizes=\"(max-width: 700px) 100vw, 700px\" data-recalc-dims=\"1\" \/><\/p>\n<h2>Process 2: Striking Up a Conversation Using B2B Reviews<\/h2>\n<p>This one\u2019s a bit different.<\/p>\n<p>Whereas the job board-based process taps into timeliness \u2013 those prospects are looking for a solution <em>right now \u2013 <\/em>this approach is more about striking up a conversation by demonstrating interest in the prospect\u2019s business.<\/p>\n<p>Pearl Lemon understands that B2B sellers \u2013 marketing agencies, software developers, web designers \u2013 use review platforms like <a href=\"http:\/\/clutch.co\/\">Clutch<\/a> because they care about growing their business. So they\u2019ll choose an industry area (web development, for instance), choose a company within that category, and click through to their Clutch profile.<\/p>\n<p>Now, they take a look around. Specifically, they\u2019re interested in seeing the reviews that agency has received \u2013 who\u2019s leaving them and how many they\u2019ve received in total. They\u2019ll pick out one of those reviews and use it as a conversation-starter (more on this later\u2026).<\/p>\n<p>Next, they head to LinkedIn, look up the agency in question, and identify the key decision-maker. Most agencies have fewer than 20 people, so it\u2019s generally pretty simple to pick out the person who controls the purse strings. Again, they\u2019ll use a tool like Skrapp to scrape the decision-maker\u2019s contact details and add all the relevant information into a Google Sheet:<\/p>\n<ul>\n<li>First name<\/li>\n<li>Email address<\/li>\n<li>Company name<\/li>\n<li>Industry on clutch (i.e. what they do)<\/li>\n<li>Number of reviews left on Clutch<\/li>\n<li>The industry of the client that left the review<\/li>\n<li>What the testimonial says (they\u2019ll copy-paste a sentence from the review into the Google Sheet)<\/li>\n<li>The decision-maker\u2019s LinkedIn URL<\/li>\n<\/ul>\n<p>\u201cWe\u2019re not building huge lists here,\u201d Deepak explains. \u201cWe\u2019re just expanding our database by around 20 prospects a day. This way we\u2019re scaling it, but still keeping it personal.\u201d<\/p>\n<p>As with the first process, now it\u2019s time for Mailshake. Once all the prospects are uploaded, they\u2019ll add them to an <a href=\"http:\/\/kmbrian.com\/blog\/email-sequence-driving-leads\/\" target=\"_blank\" rel=\"noopener noreferrer\">email sequence<\/a> that draws the prospect in by referencing the client testimonial, before going on to explain how Pearl Lemon can help them:<\/p>\n<p><img data-attachment-id=\"5844\" data-permalink=\"http:\/\/kmbrian.com\/blog\/generate-leads-at-scale\/word-image-572\/\" data-orig-file=\"http:\/\/i2.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2020\/10\/word-image-9.png?fit=496%2C244&amp;ssl=1\" data-orig-size=\"496,244\" data-comments-opened=\"0\" data-image-meta=\"{&quot;aperture&quot;:&quot;0&quot;,&quot;credit&quot;:&quot;&quot;,&quot;camera&quot;:&quot;&quot;,&quot;caption&quot;:&quot;&quot;,&quot;created_timestamp&quot;:&quot;0&quot;,&quot;copyright&quot;:&quot;&quot;,&quot;focal_length&quot;:&quot;0&quot;,&quot;iso&quot;:&quot;0&quot;,&quot;shutter_speed&quot;:&quot;0&quot;,&quot;title&quot;:&quot;&quot;,&quot;orientation&quot;:&quot;0&quot;}\" data-image-title=\"word-image\" data-image-description=\"\" data-medium-file=\"http:\/\/i2.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2020\/10\/word-image-9.png?fit=300%2C148&amp;ssl=1\" data-large-file=\"http:\/\/i2.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2020\/10\/word-image-9.png?fit=496%2C244&amp;ssl=1\" loading=\"lazy\" width=\"496\" height=\"244\" class=\"wp-image-5844\" src=\"http:\/\/i2.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2020\/10\/word-image-9.png?resize=496%2C244&#038;ssl=1\" srcset=\"http:\/\/i2.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2020\/10\/word-image-9.png?w=496&amp;ssl=1 496w, http:\/\/i2.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2020\/10\/word-image-9.png?resize=300%2C148&amp;ssl=1 300w\" sizes=\"(max-width: 496px) 100vw, 496px\" data-recalc-dims=\"1\" \/><\/p>\n<p><img data-attachment-id=\"5845\" data-permalink=\"http:\/\/kmbrian.com\/blog\/generate-leads-at-scale\/word-image-573\/\" data-orig-file=\"http:\/\/i2.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2020\/10\/word-image-10.png?fit=494%2C378&amp;ssl=1\" data-orig-size=\"494,378\" data-comments-opened=\"0\" data-image-meta=\"{&quot;aperture&quot;:&quot;0&quot;,&quot;credit&quot;:&quot;&quot;,&quot;camera&quot;:&quot;&quot;,&quot;caption&quot;:&quot;&quot;,&quot;created_timestamp&quot;:&quot;0&quot;,&quot;copyright&quot;:&quot;&quot;,&quot;focal_length&quot;:&quot;0&quot;,&quot;iso&quot;:&quot;0&quot;,&quot;shutter_speed&quot;:&quot;0&quot;,&quot;title&quot;:&quot;&quot;,&quot;orientation&quot;:&quot;0&quot;}\" data-image-title=\"word-image\" data-image-description=\"\" data-medium-file=\"http:\/\/i2.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2020\/10\/word-image-10.png?fit=300%2C230&amp;ssl=1\" data-large-file=\"http:\/\/i2.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2020\/10\/word-image-10.png?fit=494%2C378&amp;ssl=1\" loading=\"lazy\" width=\"494\" height=\"378\" class=\"wp-image-5845\" src=\"http:\/\/i2.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2020\/10\/word-image-10.png?resize=494%2C378&#038;ssl=1\" srcset=\"http:\/\/i2.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2020\/10\/word-image-10.png?w=494&amp;ssl=1 494w, http:\/\/i2.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2020\/10\/word-image-10.png?resize=300%2C230&amp;ssl=1 300w\" sizes=\"(max-width: 494px) 100vw, 494px\" data-recalc-dims=\"1\" \/><\/p>\n<p><img data-attachment-id=\"5846\" data-permalink=\"http:\/\/kmbrian.com\/blog\/generate-leads-at-scale\/word-image-574\/\" data-orig-file=\"http:\/\/i2.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2020\/10\/word-image-11.png?fit=495%2C204&amp;ssl=1\" data-orig-size=\"495,204\" data-comments-opened=\"0\" data-image-meta=\"{&quot;aperture&quot;:&quot;0&quot;,&quot;credit&quot;:&quot;&quot;,&quot;camera&quot;:&quot;&quot;,&quot;caption&quot;:&quot;&quot;,&quot;created_timestamp&quot;:&quot;0&quot;,&quot;copyright&quot;:&quot;&quot;,&quot;focal_length&quot;:&quot;0&quot;,&quot;iso&quot;:&quot;0&quot;,&quot;shutter_speed&quot;:&quot;0&quot;,&quot;title&quot;:&quot;&quot;,&quot;orientation&quot;:&quot;0&quot;}\" data-image-title=\"word-image\" data-image-description=\"\" data-medium-file=\"http:\/\/i2.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2020\/10\/word-image-11.png?fit=300%2C124&amp;ssl=1\" data-large-file=\"http:\/\/i2.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2020\/10\/word-image-11.png?fit=495%2C204&amp;ssl=1\" loading=\"lazy\" width=\"495\" height=\"204\" class=\"wp-image-5846\" src=\"http:\/\/i2.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2020\/10\/word-image-11.png?resize=495%2C204&#038;ssl=1\" srcset=\"http:\/\/i2.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2020\/10\/word-image-11.png?w=495&amp;ssl=1 495w, http:\/\/i2.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2020\/10\/word-image-11.png?resize=300%2C124&amp;ssl=1 300w\" sizes=\"(max-width: 495px) 100vw, 495px\" data-recalc-dims=\"1\" \/><\/p>\n<p>Again, it\u2019s a simple process, but it\u2019s generating results. In the campaign Deepak showed us, a total of 420 emails were sent, producing a 72% open rate, 69 replies and 32 leads.<\/p>\n<p>What Pearl Lemon is doing doesn\u2019t require a degree in data science. It doesn\u2019t include dozens of steps and require thousands of dollars to implement.<\/p>\n<p>Yet it produces super effective, relevant, highly <a href=\"http:\/\/kmbrian.com\/masterclass\/email-personalization\/\">personalized emails<\/a> because Mailshake makes it so easy. As Deepak explains: \u201cIt\u2019s so straightforward it could be given to anybody.\u201d<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Pearl Lemon is an SEO &amp; lead gen agency based in London, with clients predominantly in the UK and US. They\u2019ve come up with a really simple and scalable approach to lead gen that uses Mailshake to reach leads generated on job and B2B review boards like AngelList and Clutch \u2013 and it\u2019s delivering real &#8230;<\/p>\n","protected":false},"author":3,"featured_media":5842,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"spay_email":""},"categories":[31],"tags":[],"jetpack_featured_media_url":"http:\/\/i0.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2020\/10\/Generate-Leads-at-Scale.jpeg?fit=1138%2C493&ssl=1","yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v15.5 - http:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\r\n<title>How to Use Job Boards &amp; Review Sites with Mailshake to Generate Leads at Scale<\/title>\r\n<meta name=\"description\" content=\"Pearl Lemon have created a scalable approach to lead generation that uses Mailshake to reach leads generated on job and B2B review boards.\" \/>\r\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\r\n<link rel=\"canonical\" href=\"http:\/\/kmbrian.com\/blog\/generate-leads-at-scale\/\" \/>\r\n<meta property=\"og:locale\" content=\"en_US\" \/>\r\n<meta property=\"og:type\" content=\"article\" \/>\r\n<meta property=\"og:title\" content=\"How to Use Job Boards &amp; 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Review Sites with Mailshake to Generate Leads at Scale\",\"datePublished\":\"2020-10-16T15:03:04+00:00\",\"dateModified\":\"2020-12-04T06:41:26+00:00\",\"mainEntityOfPage\":{\"@id\":\"http:\/\/kmbrian.com\/blog\/generate-leads-at-scale\/#webpage\"},\"publisher\":{\"@id\":\"http:\/\/kmbrian.com\/blog\/#organization\"},\"image\":{\"@id\":\"http:\/\/kmbrian.com\/blog\/generate-leads-at-scale\/#primaryimage\"},\"articleSection\":\"Success Stories\",\"inLanguage\":\"en-US\"},{\"@type\":\"Person\",\"@id\":\"http:\/\/kmbrian.com\/blog\/#\/schema\/person\/fadba0629a6997a15e7b77e335c110d8\",\"name\":\"Sujan Patel\",\"image\":{\"@type\":\"ImageObject\",\"@id\":\"http:\/\/kmbrian.com\/blog\/#personlogo\",\"inLanguage\":\"en-US\",\"url\":\"http:\/\/secure.gravatar.com\/avatar\/071c63b926025330e9468435427b9f37?s=96&d=mm&r=g\",\"caption\":\"Sujan Patel\"},\"description\":\"Sujan Patel is the founder of Mailshake, a sales engagement software used by 38,000 sales and marketing professionals. He has over 15 years of marketing experience and has led the digital marketing strategy for companies like Salesforce, Mint, Intuit and many other Fortune 500 caliber companies.\",\"sameAs\":[\"http:\/\/kmbrian.com\"]}]}<\/script>\r\n<!-- \/ Yoast SEO Premium plugin. -->","jetpack_sharing_enabled":true,"jetpack_shortlink":"http:\/\/wp.me\/p85zFH-1wd","jetpack-related-posts":[{"id":1438,"url":"http:\/\/kmbrian.com\/blog\/automate-cold-email-outreach\/","url_meta":{"origin":5841,"position":0},"title":"Step-By-Step Process to Automating Cold Email Outreach","date":"07\/06\/2018","format":false,"excerpt":"One question about cold email that I get a lot is how to automate it. You can easily spin up a cold email outreach campaign by following the three-step process outlined below. 1 Identify Lead Buckets Lead buckets are places where you can point your virtual assistant at to pull\u2026","rel":"","context":"In &quot;cold email&quot;","img":{"alt_text":"","src":"http:\/\/i0.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2018\/06\/Step-By-Step-teks.jpg?fit=1138%2C493&ssl=1&resize=350%2C200","width":350,"height":200},"classes":[]},{"id":5506,"url":"http:\/\/kmbrian.com\/blog\/agency-consultant-mailshake\/","url_meta":{"origin":5841,"position":1},"title":"How Agencies and Consultants Use Mailshake to Manage Clients","date":"08\/12\/2020","format":false,"excerpt":"Agency owners and consultants love Mailshake for two reasons: Mailshake helps them generate new leads for themselves Mailshake makes it easy to manage campaigns on behalf of their clients In this article, I\u2019ll walk through both use cases, and show that regardless of how you\u2019re using it, Mailshake can help\u2026","rel":"","context":"In &quot;pro-tips&quot;","img":{"alt_text":"","src":"http:\/\/i0.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2020\/08\/22-Sales-Prospecting-Techniques.jpg?fit=1138%2C493&ssl=1&resize=350%2C200","width":350,"height":200},"classes":[]},{"id":5769,"url":"http:\/\/kmbrian.com\/blog\/sales-automation-software\/","url_meta":{"origin":5841,"position":2},"title":"Sales Automation Software: What It Is and How to Use It","date":"10\/05\/2020","format":false,"excerpt":"What do salespeople want more than anything? The ability to read minds? A phone that always bypasses the gatekeepers and goes straight to the decision-makers? Matthew McConaughey\u2019s character in Wolf of Wall Street as a mentor? Wrong \u2013 turns out it\u2019s pretty simple. Their two biggest priorities are to: Close\u2026","rel":"","context":"In &quot;sales&quot;","img":{"alt_text":"","src":"http:\/\/i1.wp.com\/kmbrian.com\/blog\/wp-content\/uploads\/2020\/10\/Sales-Automation-Software.jpeg?fit=1138%2C493&ssl=1&resize=350%2C200","width":350,"height":200},"classes":[]},{"id":3173,"url":"http:\/\/kmbrian.com\/blog\/linkedin-lead-generation\/","url_meta":{"origin":5841,"position":3},"title":"LinkedIn Lead Generation: How to Close More Deals on LinkedIn","date":"10\/27\/2019","format":false,"excerpt":"You\u2019ve probably heard about social selling on LinkedIn, but have you tried it? LinkedIn lead generation is not only possible, it\u2019s a powerful way to find new leads for your business. 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