RB2B + Clay
RB2B + Clay with Taylor Haren - Inbound-Led Outbound Live
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- Hey, I'm really pumped for this one.
Appreciate everybody who joined.
I think this is gonna be a ridiculously interesting
and valuable webinar, absolutely.
I'm joined here by Taylor Herron.
He is the founder of Sales Automation Systems.
He's been working with Adam on doing outbound 4RB2B
as well as just approving the product generally.
And the campaigns he's been running are absolutely ridiculous.
So I'm just really excited to go through
what campaigns he's been building out,
how he's been getting such ridiculous results,
combining tools like RP2B and Clay,
which is the tool I'm most familiar with.
And just generally seeing a display of his outbound wizardry.
So where he's gonna go through how he met Adam,
some of the campaigns that he's been running for them,
how those campaigns are so high impact.
And throughout the way, if you have any questions,
just feel free to throw them in the chat.
I'll be going through them and asking them throughout.
And then we'll have a little Q&A at the end of it as well.
But yeah, I'm pretty pumped about this one.
And welcome Taylor.
- Thank you, man.
So many of you probably have no idea who I am.
And so figured I would just hop into a quick little bit
of background about what we've been doing and so on.
So like Patrick said, my name's Taylor Herron.
I run Sales Automation Systems, got this thing started.
About a year ago, got yanked into the world
of a cold email, lead generation, things like that.
Long story short is that I used to work
as a full cycle account executive two years ago,
where about 35 hours of my week was spent on prospecting
and five hours of the week was actually doing
sales calls, closing, things like that.
And I hated that.
And so found Clay very early on
and learned how to completely automate my entire job.
Some of my favorite memories are,
my wife and I, we were living remote at the time.
We were in like a travel trailer, a star link,
a couple of dogs roaming around the entire west coast
of the United States and one of my favorite memories is
popping on a blazer, doing a call with a couple of people,
pop the blazer off, go mountain biking with my wife
for like two hours.
I remember like a memory, we were on top of this mountain
and I pulled out my phone 'cause I felt it vibrate
and I looked and I was like, oh,
I just booked a sales call, sick.
And then I put it back in my pocket
and then just kept writing, right?
And so figured out how to do that.
And then one day I was in a group chat with a bunch of people
and they,
the founder pops in and he's like, gosh,
I just started sending 500 emails a day on sales loft.
I think I primary domain because I have pain customers
going to my website, signing up for our SaaS product
and the emails we're sending them after they sign up
are bouncing for suspected spam, right?
And so it was pretty, hurting them considerably
and I was like, huh, you know, I think,
I think I know how to help that guy.
I figured out how to do multi domain stuff.
I was a single sales person sending like 10,000 emails a day.
Became the number one sales person in the whole company
doing that and like number two was like second place.
And so I was like, hey dude, I think I can help out
and sure enough fix his business.
And then he referred me to five more people
who referred me to five more who eventually we got to out,
I got to about 70 clients, completely solo-preneur
up until that's point.
And that's how I met Adam.
One day one of my buddies hits me up and he's like, hey dude,
there's this guy Adam.
I don't know if you've heard of him yet.
And I had it, but I had just started seeing his stuff pop up
on my LinkedIn feed and didn't realize it was him, right?
Literally saw maybe one or two posts as I was scrolling,
but it never like lodged my memory.
And he's like, this guy Adam, he's launching a new product.
This is about December of 2023.
He's launching this new product.
I think it's like one of the coolest products I've ever heard of.
He's really excited about it.
And but, you know, he has this guy Santosh on his team.
He's a COO, he's been with GONG, he's been with Apollo.
He's been with Zoom info.
But he knows that the world of cold email
has changed a lot over the last year.
And so they know what they do not know.
And so they need to help with cold email.
And I was like, okay, cool.
So I hopped on a call with Adam.
It's about like, I think it was like two days
before Christmas in December, if I remember, right?
And totally, I mean, as I'm sure everybody knows,
just really cool dude down to earth,
transparent, authentic.
It's nice 'cause he's just the same dude on camera as he is
when you're just talking with him privately,
which is just ungrateful for that, right?
And we started talking cold email infrastructure.
And halfway through, I think it was like a 45 minute call,
he was like, okay, this is great.
We want you to build this.
You can do all of the domains for us.
Here's this new product, our B2B.
Here's the idea.
And immediately I was like, dude, that's sick.
I mean, my wife runs like a holistic consulting business.
And I even told her about it.
And was like, you need to have this thing
installed in your website.
Why wouldn't you, right?
Just like I still believe to this day
for like any business in the world.
And so yeah, so then he goes, you know what?
Can you actually just do all of it for us?
And all is like, yeah, like you want the full
like lead generation, less building,
outbound, send your team the leads.
And actually we can like totally automate that whole process.
So you don't even have to reply to the people going back
'cause it's a really easy sign up process.
And he was like, okay, cool, let's send it.
And so that was very end of December.
And then they didn't launch the product until about February.
So we had about like, we were pretty much ready
for them to launch about a month after that point.
It only takes us about three weeks to get everything going.
We'd take about a week to build infrastructure
two weeks to warm up the accounts.
And then we start going to town.
And usually that three weeks is perfect enough time
for a lot of our clients to be able to ideate campaigns
and so on, right?
So anyways, that brings us to launch of our B2B
and all of that kind of stuff.
And so before I hop deeper into that,
I'll kind of finish some of our,
just some of our background, right?
And so on that, on this journey, right,
we've worked with a lot of companies,
sales, talent, Patrick, just before this,
we've worked with the Marines, helped them,
figured out how to do some of their email deliverability
in the entire district that we consulted with,
became the number one district in the entire Marines
for recruiting during the worst year
in Marine recruiting history, right?
And so they're really cool people.
Obviously we work with, we now do a retention's outbound
as well and directly leads to their team.
So we work with both of their companies.
We work with companies like Riverside, Yappo,
and tons of different companies that we work with.
So it doesn't really matter if someone can do email
and they need B2B to lead, then we can do that, right?
Super grateful for this.
Adam genuinely just left a great testimonial for us.
He's been, I mean, today he sent me another referral
for somebody, right?
He was like, "Hey dude, can you take any more clients?"
I was like, "For you, anybody."
Right?
And so when it comes to like leads delivered, right?
Services, things like that.
Like I do cold email, official at scale.
So it's like a managed service.
This isn't like just cheap inboxes from India.
We get super high quality inboxes.
We store some from the United States.
And then we maintain all the logins for it.
So that way when an account logs out,
which I think anyone using Spartan lead
knows that that happens,
we're logging back into the account via the same IP
and so on.
So that's a whole different thing.
We do a bunch of growth generation,
send it to tiny emails, do outbound LinkedIn.
We do RB2B integrations,
which I have a cool build that I'll go over with you guys
that we're doing right now.
We do some consulting work.
We have a great tech stack.
I'll make sure people actually have this link
if you need to sign up for any of these things
or whatever, you're just curious.
You've never seen some of these tools before.
So on, we're gonna be diving deep into a lot of them,
but basically, yeah, and then we do a bunch of stuff.
So anyways, don't want this to be too much.
But hopefully that gives you kind of a background
of what we are doing, Kent.
So pretty much this is everything
that this is like every single campaign we've ever done,
all combined into one single dashboard.
If you haven't seen this tool before,
it's a really cool tool.
I have it linked in that slide deck for anybody.
It's called Lead Magic.
It's created by a guy by the name of Jesse
and he has a plugin for Smart Lead
and it pulls data really, really fast.
'Cause right now there's a couple updates coming out
in like two weeks where Smart Lead will be improving
their analytics and their dashboards or whatever,
but either way, this one,
I've been using for the last few months
'cause it's really fast and snappy and things like that.
And so pretty much total leads that we've reached out to
is over 167,000 leads.
These are primarily SaaS people,
people who are using RV2B's competitors.
We'll go into like different lists and things like that,
of course, that we can look at, right?
But across every single lead,
pretty much we have about a 2% reply rate average
across the board and this is just,
these are worse campaigns where we've done testing
and just had bad ideas and our best campaigns
that convert as high as 13% signups and so on.
And we'll be going over like copy or whatever.
I'm kind of gonna do a quick overview
and then kind of just hand it to Patrick and me like,
what's the most interesting thing
that we can talk about or whatever?
And of course, open it up to questions or whatever.
I'm a pretty open book on everything that we're doing.
You can ignore, this bounce rate is absolutely atrocious.
That's just 'cause we uploaded a batch of leads
and I didn't train somebody properly.
And so they accidentally uploaded a bunch of leads
without validating.
That was literally one day and we got like 30% bounce rate
and then fixed it, but you can't get that data out of there.
So our actual bounce rate is like below 0.4%
or something like that, but totally horrible.
And so you can see here just how many emails
we've been sending for them every single month, right?
About 46,000, 51,000 in May, 52,000 in April, 62,000 in May,
or sorry, I said May back there, that's March.
And then 41,000 here, you total all these up.
This is just above a quarter million email cents
over about the last four months
when we launched campaigns in February, right?
And so, yeah, I guess before, I don't know if Patrick,
if there's anything crazy here or whatever, right?
But I can just hop right into like specific campaigns
or I guess is there any like major questions
or anything like that that are popping up?
Oh, and of course, like if you're just plugging in
any questions that pop up as I'm going over stuff,
I kind of want to view this as like,
here's a guided tour of everything that we're doing.
We can click a copy, we can do whatever,
make sure to put chats or questions in the chat below
and we're happy to dive into anything as we go
through this stuff, right?
So anything top of mind here before we dive
a little bit in depth on these campaigns, Patrick?
- Yeah, I feel like one question people might have
is you're sending a ridiculously high volume of emails
like 200, 50,000 over four months.
What the infrastructure required to do so?
And obviously, how many email accounts are you setting up?
What is your step for that?
How do you set up your accounts usually?
- Yeah, yeah, that's a good question.
Let me go over like what we do with like our cold email
infrastructure, like kind of service
'cause this kind of goes over like everything that we do, right?
And so,
then we kind of line them out and you can ignore the plans.
I don't want to sell this thing here or whatever, right?
But you ask, so we'll go kind of in depth.
And so what I like to do is I like to source 50/50
Google and Outlook accounts because smartly allows you
to ESP match.
And so you can look up if the person's on Gmail
before you send an email
and you can pick your Gmail inbox to do that.
Outlook has been super weird the last month.
And so we've recently just ditched Outlook
for a quick minute.
We transferred all of our Outlook inboxes
over to Gmail accounts.
We'll add Outlook back in it,
but like three weeks ago Outlook was,
they were,
if you bought a domain on GoDaddy
and we're sending emails via Outlook,
they just decided that your emails are gonna bounce 30%.
Had nothing to do with cold email.
It just seems like a total glitch to me in my opinion.
But we didn't wanna deal with that.
So we moved all the inboxes over to Gmail
to make that happen.
So normally we do a split, but we don't do that here.
Obviously it's basic stuff like having the proper records
in place or whatever, right?
We do two email accounts per domain.
Each domain, or sorry, each email account only sends 30 cold
and 20 AI warm up emails per day.
And we load all of those in smartly.
Smartly takes care of all of the sequencing behind all that.
They rotate through all the inboxes.
It creates a great master inbox.
Smartly, it's just, it's awesome for this stuff.
We wouldn't be able to do anything that we're doing
for that, right?
Here's some of the settings that we set up just initially.
And then we set up warm up here.
We do a ramp up warm up and after two weeks
we can start going to town.
Pretty much everyone who uses smartly knows this stuff.
Going here's kind of the stuff we do
'cause we're pretty perfectionist.
And actually before hopping on that,
there's a couple more points on like how we build this stuff
is we source accounts only on US and European IP addresses.
So no resellers in India or super cheap inboxes.
And then additionally we diversify admin panels
'cause back in February when Google did the Gmail
and Yahoo thing, they, they,
Google started tracking organization and tenant IDs
and Outlook started putting organization IDs
in the headers of all the emails.
And so reputation is starting to shift
not from primary single domains
but your entire workspace panel, right?
And so what's great about this is it's completely separate
from a primary domain.
We diversify accounts so that way
there are multiple admin panels, things like that, right?
So anyways, now the cool stuff that we do
is like on our managed tier, what we do here is
we keep all the credentials for our client.
We set up an automation in every one of our clients
smartly to count.
And every time a client, an account gets disconnected,
which happens all the time.
It could be for any reason just like you have to log
in to LinkedIn once a month or whatever
that happens here.
We have VAs that immediately log the account back in.
But here's what's interesting is that
when we do this tier, when we create the account,
we add the account to a fingerprintless browser
and we hook up a residential proxy to it.
So that way the IP looks like it's in the United States.
The hardware looks the same every time we log in,
even though I'm on a Mac book.
If my VA is on a desktop, it still looks like a Mac book.
And it saves the cookies in the browser,
which is really huge.
And so we log into the account, send a manual email,
give it a manual reply
'cause Google and Outlook track all of that stuff.
And then every time an account disconnects,
we have a notification channel, VA,
goes into that fingerprintless browser.
They load it up.
The one we use is called incogniton.
They're really great for all that.
It's kind of complicated to set up.
It took me a while, it was a learning curve for sure.
But they get a ping, they log the account back in
and it's the same hardware, same cookies,
same IP address and Google tracks, all of that stuff.
So it makes it really high level trustworthiness
'cause you look like a real person doing that.
And so that's what this service looks like.
And you could literally have a day where your account,
you could have 200 domains,
which we have about 200 domains for RB to B.
And if 25% of your inboxes get logged out
and their Gmail account, that's 50 inboxes,
or sorry, that's 100 inboxes that get logged out.
And you need to have 100 different phone numbers
to log those in.
And if you log them in on the same browser,
Google goes, hey, they just logged in this other account
on this browser and then they just logged in
a different account again, right?
So all this stuff prevents that.
And we just very much look at this stuff
like this is way more than what most people do, right?
And big reason for that is that I just wanna do everything
as perfectly as possible to make it
so that deliverability just isn't a part of the conversation.
Like nothing's worse than you start a campaign
and you're like, is deliverability an issue here?
Well, if you're doing everything as perfectly as possible
and it's standardized across everybody,
you can look at every single campaign and be like,
nope, our offer just sucks.
Our copy sucks, our call to action actually sucks,
which is great because then you can actually improve
the process, right?
The last thing we do for all of our like
lead generation clients and all that is we double
how much infrastructure we build for them
'cause we rotate them monthly.
And this is really huge because it makes,
like we just don't burn domains when we do this.
Each month they switch spots,
you have half the infrastructure during campaigns,
you have half the infrastructure doing outbound,
or sorry, just doing pure warm up.
And so they're healing up and you just make them flip
every single month.
And the other thing that's nice is that
if something weird happens with a domain, right?
So like three weeks ago, Outlook gets weird,
half our infrastructures on Gmail,
half our infrastructures on Outlook,
but we also doubled it.
And so immediately all of our clients
who had enterprise tier, we were able to go,
cool, shut off your Outlooks,
activate your backup Gmail accounts,
you're at 100% capacity.
We're replacing all those accounts,
that'll take two weeks to warm up
and they're instantly, or two weeks later,
you have your backup sets ready to go.
So it makes you significantly more nimble
to be able to like, if you have a deliverability issue
that suddenly happens today, you can immediately react to it
and your campaigns don't have to slow down, right?
It's huge, huge value add.
And then we're also looking at like adding like placement tests
into all this kind of stuff and so on, right?
But that's really what we're doing.
And so for like, for RB to B's accounts, right?
We have, oh, actually we have,
this number is actually 250.
We're reconfiguring some of the accounts
with the Outlook thing right now.
And so they're being reloaded back into this one.
I forgot about that.
But that's pretty much everything.
Any major questions there?
Anything I could go deeper on?
I think I saw a couple.
- The only thing I think is worth noting is like,
obviously it's obvious why deliverability is so important,
but the peace of mind having accounts
that just consistently have great open rates is so great
because after that, it's quite literally just a copy game
and a targeting game, which is far more controllable
than, or at least feels far more controllable.
Like in the beginning of my agency,
when I was first, when I first did not know how to set up
even accounts correctly, it was so upsetting.
'Cause I'd be like, I can't even test
whether this is working or not.
So I'm a huge person.
- Yeah, exactly.
Exactly, right?
Like I remember talking with this guy a few weeks ago
and he still isn't inquiring about our services,
but he was like, oh dude, I think our messaging just sucks.
And I was like, okay, tell me what that is.
And he's like, well, we only got like a 10% reply rate
and only like 0.2% of people replied.
And I'm like, bro, you have to try to do that.
Like Apple automatically opens 40% of your emails anyways.
So like anything beneath that,
and it's like you're really suffering with deliverability.
How's that even possible?
Right?
And then even then it was like, dude, like it's not your copy.
Like that's, you can't even think that it's your copy
unless deliverability is solved.
Right?
Which yeah, obviously you totally get.
- Yeah, I mean, copy isn't even being read at that rate.
Like, yeah.
- Yeah, and the hard part too is that it's getting harder
and harder.
Like I started a lot of this work by like consulting companies
on how to do cold email infrastructure,
like at scale and integrate with their sales teams
and all of that kind of stuff.
And I would just teach them,
I would install the system and then I'd leave, right?
Then they would give me referrals.
It would be great.
But then they'd call me up like two months later
and be like, hey, what do we do now
that Google's doing this thing?
And I'm like, oh yeah, that sucks.
So the game's always changing.
And eventually they like 90% of them came back to me
and like, dude, can you just manage this stuff?
This sucks.
I'm tired of SMS tokens.
I'm tired of trying to log into these things.
Then we started learning IP matter.
And we learned admin panels happen.
And like to do, like imagine that like five months ago
when we learned admin panels matter,
it's like, oh, okay, well, I have an admin panel
that has 500 domains on it.
Now what do I do?
It's like, we're the ones who go
and like completely reconfigure the whole thing.
It's a total headache.
I kind of wish I wasn't in the business
because of how much of a headache it is.
But we're good at it.
And we help a lot of people like pay their bills
and make their businesses grow.
So it's worth it, you know?
- Absolutely.
Absolutely.
Yeah, I totally agree.
But yes, sweet.
I think we should transition.
'Cause I think the reason a lot of people are on here,
at least I think one of the most enticing
parts of what you've been doing with RB2B
is frankly the results.
Like you have been running campaigns
that have pretty obscenely high reply rates
and positive reply rates.
I think it'd be awesome to kind of walk through
just a general overview of what those are.
And then I can ask a couple questions afterwards
as to what like actually causes such incredible reply rates.
'Cause something I think that is misconstrued a lot
is that tools like RB2B and Clay
are just like a magic potion
that immediately gets you positive replies.
But like I think that data is pretty useless
unless you're actually using it correctly.
Like setting up the right campaigns,
right in the right copy.
And so I'd love to go a little more in depth after that.
But at first I'd like to just,
I think it'd be great to just see
the results of these campaigns
so people understand how insane the results are.
And then we can kind of go into the more nitty-gritty.
- Yep, sounds good.
Well hop right into that.
Let me, we have like 70 campaigns
and smart leads reconfiguring their servers.
So they're taking a minute to load.
So let me just add a couple filters
so we can more quickly kind of go into the segments.
So give me just a few moments
to pop these ones in here.
As I'm doing this, are there any questions in the chat
that you think are relevant before we hop in?
- Yeah, so there was one question
and I can kind of help answer this as you're doing this.
But also better to establish comms via LinkedIn
before emailing.
I mean, the short answer for that is yes,
but it's a little bit more complicated than that
because obviously establishing comms via LinkedIn is great.
Like it's multi-channel
and you're reaching out to somebody more than once.
But at a high volume, it's a lot harder to do that.
Like LinkedIn throttles the amount of people
you can reach out to and connect with on the platform.
So when you're doing 250,000 emails over four months,
LinkedIn is not gonna allow you to reach out to them
and people on their platform.
So in short, yes, if you can do it at a low volume,
especially if like, let's say RB to B's
giving you 10 people that are qualified per day,
totally do it, reach out to them on LinkedIn.
But if you're running really high-scale campaigns,
I would recommend probably just sticking to email
or at least prioritizing your leads.
So the high priority leads are being reached out
to via LinkedIn because again,
your throttle pretty heavily on LinkedIn compared to email.
Just do it in the platform.
- Yeah, yeah, exactly.
I couldn't agree more.
And that's why I'm excited a little bit about platforms
like HayReach is that it's also like an economics thing
where it's like, dude, like how much does it cost per account?
Like some of these platforms,
you have to pay like $90 per LinkedIn account to automate it.
And it's like, dude, how do I even scale that, right?
- Exactly.
- And so platforms like HayReach
are making that a little bit more approachable.
But I also just kind of view it as like,
it's not a matter of like, what's better than what?
Like if you're brand new, like, yeah, do one,
get really good at it and then add the second one.
But like if you're looking at a company,
just in general, it's like do all of them, right?
Like I heard something really great a month ago
and it's that, you know, average person in order to buy
need seven hours of content, 11 touch points,
which people hear that second one and they're like,
"Cool, I need to send an 11 part email sequence," right?
Which is totally not true.
- That's not the answer.
- No, seven hours of content,
11 touch points across four channels, right?
It's that simple.
And so if you can do multiple channels, great, right?
Like and we even use email, like we don't need,
like here's what's crazy, we just launched a client
like two weeks ago, sorry, three weeks ago
and launched their campaigns three weeks ago.
And they were like, hey, like none of your call to action
say are like asking for a meeting.
And I was like, hey, I'm happy to add that call to action,
but we've tested it a lot.
Like no one, no one says yes to it, right?
And he's like, yeah, but you also have another call
to action that says, would you like me
to send more information, no need to meet?
Like how's that supposed to get us meetings?
And I was like, just trust me,
we're gonna put it in there.
We're gonna let it run on big on data.
So you could be right, like let's ask for a meeting
just in case.
And of course we run the campaign,
not a single positive reply from somebody asking meetings,
50% of all the positive replies were the one that said,
no need to meet.
And 75% of those were people asking for a meeting themselves
and sent their calendar link.
(laughs)
- Yeah, I mean, what does love, low friction
and not being pressured and cold email?
So I completely agree with that, with that general thesis,
which is like, here's data, I'm not asking for anything.
Here's something that's valuable,
here's something that's relevant.
And then usually in reply,
you'll get somebody asking for a meeting
just simply 'cause it's enticing
and you're not pressuring them super heavily to do so.
- Yeah, yeah, exactly.
It's just like have a good offer,
have chill copy, be a normal human,
don't get too marketing with it, right?
Like just be very direct in what you're doing
and try to know them better than anybody else.
And if you need to add more data points
because the person's a little more analytical
to is like Clay, how if you do,
really cool stuff like that.
But like what's cool about like these campaigns
is that like we're doing nothing fancy with these ones.
So I grabbed pretty much the best examples
of our core campaigns that we've been running for them
and we can hop in a copy, we can do whatever, right?
Which I'll be happy to hop in a copy
for each of these for sure.
But what's interesting about these is that like,
we haven't done any AI personalization yet.
'Cause also like how could we?
Like RB2B could help you like what?
You know?
- Identify a website business.
- Like it identifies people.
Yeah, it identifies individuals on your website
and sends a notification to Slack for free.
Like what else do you need to say?
Like if you sign up right now, like we'll buy you a cookie,
like I don't even know man,
it just doesn't work like that, right?
So anyways, so here are some of the core campaigns
that we've done.
We did their waitlist campaign for them.
And so we didn't count,
we don't really count these as stats or anything like that,
right?
But you can see just how engaged their waitlist was, right?
There were only three people that were like F off,
no thank you anymore, right?
And everyone else was really stoked about this, right?
We haven't ran that one since like March,
we've, you know, waitlist has already passed.
Like this thing's cranking now,
they just passed over a million in ARR yesterday.
And so RB2B's hitting it, which is really cool.
And I got the thumbs up from Adam today
that we can start like really hitting it with cold email.
Cause like I said, the last month he was like,
Hey, can we chill?
I need to figure out my price.
And I was like, okay, dude, no problem, you know?
But anyway, so like we can go to that,
but I thought I should bring it up
cause that was a campaign that we did run for them.
The one that you might be most interested in
is like our 13% conversion on this.
And what's really interesting about this too,
is that only 51 people replied,
but as of yesterday, 104 people had signed up,
which is something that's not necessarily tracked here.
I can't pull that data up cause I can't share like
who's signed up on the platform or whatever, obviously.
But like the numbers for signups are higher
than the reply rates as well.
Because what most people do is they just take the link
of the email that sent them, they put it in the browser,
all of our infrastructure redirects them to the main domain,
and then they're ready to go, right?
And so what are we saying to these people?
We'll hop into that.
So here if we go into copy,
there's two main parts is that we have
this sub-sequencing, okay, it's there.
So once again, it's pretty straightforward.
We're using some spin-tax to change the greeting.
So and smartly does some cool stuff in here,
so you could just say the time of the day.
So it looks a little bit more organic,
looks a bit a little bit more human, right?
But it's just like, hey,
and right now they say we have launched a tool.
We've launched a B2B tool that one,
identifies the anonymous people on your website,
and sends their LinkedIn profile
and email to your Slack channel in real time.
It's completely free.
Respond back with a yes,
if you'd like me to send you an invite for the wait list,
PS, no, I'm not kidding, it's an exact match
to the individual that hit your site,
not just stick company name,
and we will not charge you a dime, right?
Inserts Adam's signature,
because these all come from Adam inboxes, right?
They have his name on it,
which has a side note,
if you are doing any sort of content on LinkedIn
and you're regularly trying to make that happen
or whatever, or like, you know,
we have some clients hiring us for like ghost writing now
on some of their accounts,
we can develop more leads just through that way, right?
I think it's worth it,
if you're putting any sort of investment into LinkedIn
to make your, as long as you don't have an offer
that people don't, you know,
if you have a bad offer, then maybe you don't do this.
But if you have a really good offer,
and you're trying to build a LinkedIn presence,
I very much suggest having your brand
and your name on these email accounts.
So all of these have Adams,
and what's really significant about this,
I wish I had specific data,
but it's really hard to measure this.
This is just anecdotal through like managing the master inbox
and looking through this,
which I still do that myself.
I do it once a week and I come through
and make sure things are accurate myself.
About 30%, I would say 20 to 30% of all the replies
are like, dude, Adam, I've been following you on LinkedIn.
This is really exciting.
Thanks.
And so what's crazy is that you can have a,
you can have an immediate uplift on your outbound,
but, and this is just gonna capitalize again
on that idea of like 7.11.4.
Is that like doing multiple stuff,
they all compound on each other
to make everything that you're doing better, right?
And if you can learn how to automate a lot of this stuff,
then you can do it significantly, you know,
you have all these things just,
just multiplying on themselves, right?
So anyways, we also say if this isn't relevant to you,
just reply back with no.
So something that we do, which is really huge,
is we do not track open rates.
And you especially don't wanna be doing that
over the last month.
Another issue with Outlook is that people
who had links inside of their emails,
they were starting to bounce 100% of their emails.
And here's why, Outlook and Gmail,
they really aren't trying to like,
stop people from cold emailing.
The problem is that fishers do a lot of the tactics
that cold emailers do, right?
'Cause both groups are very driven by profit.
And so the thing is, is that if you have a link
inside of an email, no matter what it is,
you can get fished.
Where if you send a plain text email,
which smart lead allows you to do that,
this optimize email deliverability,
don't track open, don't track clicks.
We don't do unsubscribe links,
we just have the opt out no message.
And the thing about that is that your emails get delivered.
Why?
'Cause it is literally impossible
for us to fish these people, right?
There's no link.
It's literally a plain text, there's no code,
there's no masking, you can't create a hyperlink
so that somebody accidentally clicks it.
So the things get delivered,
which is just a huge feature that we take advantage of
when it comes to this.
And then the AI automatically categorizes
every single response.
And if they get categorized as interested,
we send them to a sub sequence.
And this one triggers,
the second somebody's categorized as interested,
which AI's categorizing it for us.
And it's like 95% accurate.
And is there somebody who, you know, every now and then,
they were like F off and the AI's like,
I actually think they're really like into us, of course, right?
But like, you'd rather have like somebody manually
scraping through a quarter million emails
to like figure that out for like a 1% use case
because you're super perfectionist.
Like that's just not me, right?
And so we just set the AI do it.
And, you know, from, this is anecdotal,
but like 99% of the time it's correct.
You know, 1% of the time it's annoying
and it doesn't get it right.
And so this one, I'll show you guys a better one.
Here we were saying this is one before we launch stuff.
Okay, you guys updated copy,
but basically now it's like a big thing that says like,
okay, this is what we're doing right now, right?
I just selected the ones that first loaded
'cause like I said, we have like 50 in here in it.
Even just loading these five, it's taking a second.
You know, once again, they're upgrading their servers
after the 30th smart leads are gonna be super fast again,
which is gonna be great.
But these three, basically what we did is when we first
started and we've been doing this ever since,
we haven't really expanded into other verticals yet
'cause Adam wanted us to wait until pricing was fixed.
And now we're exploring other verticals.
And so what we did is we did competitors
and then we also did SaaS and across those,
we did sales and marketing.
So anybody in sales and marketing role,
anybody with growth as the title
and then founders of those companies, right?
You can see growth in founders, 2X results
and they're twice as more positively responsive as well.
And so sales and marketing, which is most of our volume
brings our averages significantly down,
to which even a 2% reply rate
across every single campaign that we run is still phenomenal,
especially since we're only doing single-part emails.
'Cause obviously if you do a four-part email
and somebody replies, it boosts up your reply rate
by like 1.5% every single time you send an email.
And so those are a couple of other things to keep in mind
that are a little bit anecdotal, right?
Now, I can hop into the visitors campaign.
Before I do that, are there any major questions
or anything that you think I'm out of Mr. Patrick
or something I should go deeper into on these ones?
- No, we don't have any questions in the Q&A section.
The one thing that I would say that I think is just maybe,
I would say insightful or maybe just like a girl thing
to think about is so obviously all these campaigns
have some difference, I'm assuming, in terms of copy.
Like there's gotta be some variable difference
in the segments I would assume.
- Sure, yeah.
- Yeah, so my main question is out of all of them,
like of course they're all ridiculously high
positive response rate.
What do you think some of the main components
of causing that positive response rate are?
Besides, of course, the obvious thing is like,
A, the product is insanely good
and you have good deliverability.
Do you think they're like, what are some of the main,
I'd say points of copy?
Like what are the main elements of the copy
that are causing that success to happen?
- I have an awesome copywriter
and something I've learned from her,
her name's Katie Thies.
She's not taking any clients, so don't bug her,
but she's awesome.
- She's a client as well that we got her before she shut out,
before she shut off.
- Did you, dude, she's phenomenal.
- Insanely good.
- Yeah.
- And something she says over and over
is just short and punchy.
It's kind of like this, right?
I remember seeing, I think it was a meme,
or maybe it was just a picture of this idea.
And it was like the difference between sales and marketing.
Marketing is like, hey Joe, we have this amazing dinner
tonight, we're gonna have these special guests that come in
and you're gonna have one of the best nights
of your entire life and yada, yada, yada.
And then the sales one goes, hey, what's up Joe?
We, there's gonna be a really good pizza tonight
and I'll be happy to buy you a beer.
Do you wanna come?
- Yeah.
- Right?
And I think that's very much what works better
for a lot of this stuff.
And something about Katie is that she's so good
at doing outbound copy.
She really understands that idea.
She does not do marketing fluff.
And so the thing about these emails,
and this is what we try to apply to like every client,
is like, just be super forward on what you're doing,
what your value is.
And for me, it was very obvious what the value proposition is
and what we need to say.
We didn't need to make it too complicated.
But for other clients, like we test everything.
We do AB testing where we run a campaign for two weeks
and we're literally just testing the call to action.
We do the next round and we're only testing
the different industries that we're going after,
the different personas that we're going after.
We do the same thing and we're only testing the features.
This is one is really important in SAS, I think,
is that you have like 20 features.
But if you put all of them in there,
like it's just way too much.
And so just pick one of them.
And of course, if there's like one feature A
and feature B and they're super similar,
sure, maybe you can put two in there.
But like, just do each feature separately,
test those at scale and see which one people
actually care about most.
Because they'll figure out the rest of your features
by like clicking through your website or whatever, right?
The other thing that we've been learning,
and I hinted at this with call to actions,
is that just low call to action works better.
Also combined with relevance.
And so this is a little bit more,
we don't do this with RB to be,
'cause once again, we just don't have to.
The core offer is so good.
But we have an actual reason to reach out, right?
And you can use AI to do this now.
You can use Clagint inside a clay to look at websites
and be like, hey, so like for example, like we have a client,
it's Adam's brother's company named ShipScience.
And they help logistics companies lower their spend.
Like they worked with Bed Bath and Beyond,
and lowered their logistics spend by like 1.4 million,
or something like that, like a month, right?
And so like one, we add lines like that,
we tested lines where we're like,
hey, if we drop that stat that we did for Bed Bath and Beyond,
does that convert better?
Another thing we did is we used Clagint and we said like,
hey, visit the Target Companies website,
find their shipping policy,
and tell us if they use UPS or FedEx.
And so what's great about that is that the first line is like,
hey Joe, we saw that you use UPS as part of your website.
We went to your website, found your shipping policy,
and it looks like you use UPS.
And then they go into their offer.
And the thing is when you say that as a first line,
which you could do at scale in high quality
for hundreds of thousands of leads at a time with clay,
it makes it really, really relevant.
And so adding a simple line like that,
saying here's exactly what we do in a single line
on your best feature.
And I suggest doing that very much by segmenting and testing.
And then maybe testing if what case studies or what names you can drop
if you have those,
and then having a super simple call to action.
Like the fact that all these people had to do was type three letters
on their keyboard if they wanted us to send the link
or two letters on their keyboard,
if they never wanted to hear from us again,
made it super, super simple for people to be like,
sure, send it over to me, right?
So those are a couple of just immediate things that popped in mind
that I really think about nowadays that make us work better versus not.
But I think there's also like a meta theme there that like,
I don't believe I know everything.
I know for a fact, I don't.
And so I test everything for every single client
that I possibly can as well.
And then the data and the marketplace are going to give me way
better feedback than I could ever invent myself in my brain.
So yeah, absolutely agree.
I mean, at the end of the day,
anybody who tells you that they know exactly what copy to write
for you right now is lying, like testing way to achieve that.
Yeah, yeah, exactly.
I love that louder.
So yeah, like I was visiting with this large company
and they have like, they have like 300 SDRs, right?
And they were like, well, we want to see if you if you can do this AI model
like get skillful.
And they were like, cool, can you send us a super detailed proposal
about exactly what you would do?
And I was like, bro, like this tech came out like five months ago,
like I have no idea what we're going to do, right?
And, you know, that didn't quite fit their appetite, which I'm cool with.
We need open-minded people to be able to go back and forth
and figure stuff out with.
But it's just super interesting that you have to have that kind of,
that kind of paradigm to understand this stuff, you know?
Yeah, it's funny.
Like proposals a lot of the time, at least with like ArcLiance,
it'll just be like a set up tech stack and then like be test a lot.
Like that's like really what it is.
Yeah, yeah, you just have to be too new.
Nobody knows, right?
Just like you said, it's super funny because I was visiting,
we have a champion at this company.
And so she was like, yeah, I was kind of frustrated with that because,
because it's like, so what, you just wanted Taylor to just lie and just be like
oh, we know exactly what we're going to do.
It's like he's authentic.
So like, why wouldn't we go with him?
So she was annoyed because like her bosses were very like college level,
like where's your slide deck time people or whatever, right?
Which nothing against those.
I get it, but like, I don't know.
Yeah, I mean, yeah, literally anybody who tells you a what copy is going to
work
100% or be how many positive replies they're going to get you guaranteed.
And like a certain period of time, I'm usually just like, unless they have
insane volume
and unless those estimates are really low, I, you know, it's directly.
Anybody else will tell you they're just going to test and they're right.
Yeah.
That's the right answer.
So yeah, that's great.
Sweet.
So I figured we could just go into some of the copy now.
And you already already did one campaign, obviously, but kind of.
Yeah, for sure.
At the end of the day.
Yeah.
Yeah.
Yeah, for sure.
So here is what we did for auto responding after the waitlist period was done,
right?
This is obviously a denser thing, but it's also like, here's, here's what to
sign up, right?
And the other thing too about sub sequences is that you can change it.
So that way you don't need to do plain text anymore, which is really nice.
So now we can deliver links and because we already inboxed and it's going to be
going back,
we're totally good, which is really nice.
And so I'm not going to bother reading all this.
You can, well, I don't take a screenshot maybe.
And if you want to read it later, go for it.
I'll leave it up for like 10 seconds.
So you can do that if you're watching this on YouTube afterwards and obviously
you can pause.
But basically it's just like, hey, here's all the things that you can do.
Here's the link to sign up.
Couple quick notes on how it works.
And actually, we need to update the tents of this.
I was just talking to my team today.
We need to update the tents of this a little bit because our B2B is more mature
than when we last did this.
But then we very specifically go like if your team requires a demo, please
reply with, I would like a meeting.
If you have any questions, please reach out to support, right?
And then we have an AI reading it.
And if they ask for a meeting request, then automatically pings.
Actually, it goes through a check to see if the company is big enough to
justify a meeting
and then it pings the sales guy to do that.
Yeah, this one's this one's pretty straightforward, but it's great because it
all happens automatically.
I don't have to manage an inbox or anything like that because we're just doing
a very simple like signup process.
And in these links work because it's just automatically going through.
And so let's see.
OK, we'll give that a second.
And so the last campaign that we can hop into for copy is this website visitor
copy.
OK, and here's what's really interesting is that we've been experimenting a lot
with clients.
We've been actually working with a lot of clients to help them deploy our B2B
at scale.
Actually, I wanted to show this because I think this is super cool.
It's it'll probably be one of my next.
One of my next posts is that we're working with a company and I changed their
name
because they're larger and all that.
But basically, this is a company, their marketing organization, marketing
education company.
They have 15 different communities, 15 different websites, 15 different brands.
And we signed up our B2B on seven of their accounts,
signed them up for annual plans and so on, right?
And each brand has approximately nine different personas that we can send
emails to, right?
And so we're working together and building these massive, very detailed layered
clay tables
where it's like, hey, if the person is what they call a delegate, then and we
have like
what makes that person that thing down there.
If the person's a delegate, then they're going to get this message.
If they're a delegate who also visited a ticket page where our B2B sends that
data,
then it's going to do that.
If they, you know, are a part of a sponsored ticket page, then they go to this.
And then if they visit a certification, remember a team and then generic or
whatever, right?
And so they have high value, medium value, and then we're prioritizing those.
And once again, we're doing this nine different verticals for about seven
different brands.
So it's like nine or sorry, it's like 65 plus different
campaigns that we're like having to build and layer and clay makes it super
easy.
In fact, in fact, Patrick, they're going to be going to clay very soon for like
a full
enterprise plan to make this stuff happen, which will be great.
Right.
You get that referral bonus.
That is always exciting.
But yeah, that's also it is.
It is nice, but it's like I would do it.
I mean, I don't even know how much unattributed revenue I have.
Cause even before I became a clay expert, I sent you guys so much business and
never
even knew I could take advantage of it.
You know, so I just, I love the tool.
It's like a perfect clay use case to just like so many, totally.
It's so many different sub.
Yeah.
Yeah, there's even one.
They're like, how do we, like it's kind of nuanced.
How do we decide if this person is this or that?
And I'm like, just have AI analyze their LinkedIn profile.
Yeah.
And we're like, Oh my gosh, what?
We can do that.
And I'm like, yeah.
And it'll cost you like zero point zero zero five cents.
Yeah.
They were like, what the heck, man?
So it's a, it's pretty cool for that.
So anyways, so like, um, wanted to show that cause this is probably like the
most
complex like RB to be built, uh, that we've done.
And I've even seen anybody even talking about hinting at this stuff, uh, that,
that
this is possible with it, right?
Um, and so that's super cool.
It's really fun.
So anyways, so what are we doing when those people hit the website?
So what we're doing here and something that I really suggest a lot of companies
do.
And this is what we do with a lot of our clients is we need to have a real time
signup list.
If it's like a SaaS or in this case, a community or, uh, like, like, uh, in
their
thing, like they use HubSpot.
And so like we have, uh, we're using a tool called outbound sync, uh, from a
guy
by the name of Harris Kenny, where he fully integrates smart lead and, um, uh,
Hubspot.
And so in real time, we can add people who are signing up to their page.
Cause the last time we want to do someone visits the page and they do sign up
and
then we're sending them an email, right?
And so we make it as real time as possible that our do not contact list is
being
synchronized in real time with people who are visiting the website and end up
do signups so we don't hit them twice.
Right.
And there's a little bit of delay going on with smart lead.
So we, I don't think we've had a single time where somebody's like, Hey,
dude, I already signed up, right?
Um, which is really cool.
The other thing is that as we were experimenting and deploying this to clients
over the last two months, is that, uh, we were like, how do we make this not
weird?
Right?
Like, do we just, oh, it's just a total coincidence that you were on the
website
or whatever, right?
Um, and so we were like, okay, like, do we use, Hey, reach and we trigger like
LinkedIn profile visit or like, what do we do?
Right.
And, um, I was talking to John Barrows a few weeks ago.
Um, I was on a call with him and Adam and we were just ended up just like
shooting
the shit.
It was super fun.
Um, but something that he said is like, dude, like we just say, uh, we just say
Hey, we saw you were on the website via RB to B.
And then they just go into their offer.
And so they go, let's, we take the weirdness away from us.
So it isn't weird because it wasn't us.
It was this tool we used, which by the way, you can go get the tool tool as
well.
It's free.
Go get it.
And we just go, Hey, we saw you're on the website via RB to B.
And I was like, why didn't why the hell did I think of that?
And then we've been doing that.
And immediately, like no one, no one bats an eye.
No one thinks it's weird.
Um, nothing like that.
Right.
And so, um, maybe I think I can pull up this table.
Gotta make sure I'm going to click the right one that's an obvious fix to that
problem.
I can't believe I didn't think of that either.
I mean, literally just say the tool that you use.
Yeah.
So then it's not, yeah, it's just like, yeah, it's like, duh, like why not?
You know, and I do suggest AB tested.
We haven't totally tested different personas with that.
So maybe D2C type people, a consumer B to B, maybe they're a little bit
different.
So I would still AB test it.
It's really easy to do.
You just have version A version B, but, um, but we've been doing it the last
two months for everybody and we've had zero issues with it.
And I thought it was genius.
So yeah, good.
Good plug for John there.
By the way, Travis asked, is there a corollary sinking software for instantly?
I think he was referring to the, how about software that you're using?
It doesn't work with instant.
Yeah, that's a great question.
I was talking to Harris the other day and he wants to set up a, um, and
instantly
integration, but for right now, it's only smart lead, uh, cause smart lead, um,
they
have a little bit better of it.
Like a, this is a objective, I guess, but they have a little bit more, uh,
better of
an API at scaling, things like that.
So he's perfecting it there.
And then he does plan on rolling it out to instantly though, which will be
great.
Um, and so we can see the copy here, right?
Um, but we are, we are using some AI for this particular one.
Uh, it's the only one that we're doing AI with, right?
And so we go, Hey, saw you were on the website.
So you probably already know how X and I'll show you guys what that means when
put some data about their website visitors, you know where to find us.
But, uh, would you like me to send you a link to sign up for free?
Just reply with yes.
P s, if you have any questions about the platform, feel free to ask here.
Right.
And so what's great about this is it's just super, super straightforward.
And we monitor this one.
This one doesn't have an auto responder on it just in case they ask us
questions about the platform.
And so what's going on behind the scenes is that in clay, in clay, right?
Um, every time somebody visits the website, we have one clay table that's, uh,
doing
that and then that clay table is sending the data here because we're also
sending
that data to other spots like updating their CRM, things like that.
And so here we're using AI to analyze is the person, um, I think it's like, are
they director level above or something like that?
Um, yeah, are they director level and above, right?
Um, or if the title contains growth or demand, uh, and then so on.
So we're filtering out these ones.
Then we're a point in the person's, uh, uh, uh, LinkedIn profile.
So then so we can further personalize stuff.
We're pulling in the company name, uh, the company LinkedIn.
We're pulling in, uh, the company LinkedIn data about their page.
Um, then we're evaluating their company description to evaluate if they are
assas or not.
And then, um, if they meet all of those criteria, uh, then we move them on to
the next
step.
One note on this is that, um, that I think this is really cool to note.
Um, I don't know where it is, but the email that RB to be sends you, I cannot
make
that better.
And I know how to do that almost better than anybody, right?
And, uh, we, we, I've tried every single waterfall under the sun.
And another thing to, uh, notice is that sometimes RB to be, will send you a
personal email like at Gmail.
And, um, that's because the waterfall check couldn't find a valid email that is
business.
So that's something else I've learned.
And so I don't bother water falling.
Um, we look up how much traffic they have on their website.
And so that visitors variable is just saying something like, and with X
visitors
with, uh, hitting your website, imagine being able to identify, um, and engage
nonprofit organizations, government agencies and first responders in real time.
So another thing that we're doing with AI here is, uh, we have a, uh, company
description line here where, uh, actually we're visiting, uh, their website.
And I think we're injecting the description of the company.
Yeah.
So we're in disc, uh, putting in the description of the company from LinkedIn.
We're having it visit their website and we're saying, who do these people sell
to, right?
And so it's taking that line and combining their website traffic to write this
custom line, right?
That says you have X visitors and imagine be able to identify with those, those
and those customers, right?
Uh, the business email, um, like I said, we couldn't make it any better.
You'll notice every empty line here is an empty line on the other side.
So we can't make it any better.
Uh, we then, um, have a real time synchronization with, uh, their signup list.
So if somebody signs up, if it finds it, then it's not going to push them
through,
uh, on the campaign, right?
And then the last thing that we do is we, um, uh, we use AI to visit the
website
and look at the company description and write a sentence to them that tells
them
how RB to be could be used to do blah, blah, blah.
Right.
So for these people, RB to be can help you identify high and Tetley.
It's among sectors like defense, youth development, public safety, optimizing
sales strategy and cycle time, right?
And so those things are being put in here.
So saw you on the website.
So you probably already know how RB to be could help you sell to blah, blah,
blah,
or whatever it says.
Uh, it also looks like you have X amount of website visitors.
Uh, and so imagine being able to identify and convert.
XYZ persona into a leader, whatever, right?
You know, where to find us.
If you'd like to sign up, blah, blah, blah, right?
Those things all get pushed into a smart lead if they're not on the do not
contact list, if they haven't already signed up.
And once again, that's why it's super important that we just have as real time
possible data on who the signups are.
So we don't email them accidentally.
Um, but then that shoots out and that campaign converts for them, um, for sign
ups.
Um, when I checked yesterday, it was 104 and like 770 or something like that.
Um, converts 13% of all those leads.
So it's something like for every, something like for every eight or seven
emails
we send right now, uh, we signed somebody up to the tool that this is also, I,
never realized this until now that didn't sign up.
They visited the website and didn't sign up.
And then because they get the email, then they sign up.
I never put that together until now, but, um, that's, that's pretty much
everything
that we're doing for them right now.
We're very much doing some, uh, very creative stuff, Q three's around the
corner.
And so, uh, we're doing a lot of other campaigns that we're looking at.
Um, I played on just like Adam in the spirit of Adam is like being
transparent about what we're doing.
And so if you, you know, if you haven't followed me on LinkedIn or anything
like
that, of course, feel free to do that.
I'll post that slide deck link as well.
Just in case, um, I know we sprinkled in some questions as we go.
So I hope, uh, you weren't mad if you were hoping for 30 minutes of Q and A,
but I think we did a good balance there.
We still have eight minutes though.
So we can go into any questions that maybe popped up or anything like that.
But once again, uh, you can find my LinkedIn profile, um, uh, uh, uh, through
that
slide deck.
And then of course, if you have any questions or anything like that, if you're
a good company that has a good offer and, um, you have the spend to be able to
do
full growth generation, then we'd be happy to help you out, especially if you
have a cool product like RB to be.
They're certainly most fun for me.
I love new cutting edge tech more than anything.
Um, uh, but we're getting super busy.
So I'm having to be very selective with like, I used to have a wait list, but
then
I hired a couple of people just a couple of weeks ago.
So I'm like, okay, now I can expand it, but we're just, we're just super
slammed with everything that we're doing.
Okay.
So, um, seven minutes left, anything else we can, uh, we can hop into, man.
Yeah.
Sweet.
Well, that was killer.
Much appreciated.
We have one question that you and I, right now that I'll ask and I just pre-
read it.
So I can kind of help with it as well.
Um, cause it's kind of like a like question too.
So one problem we're facing, I'm just going to, I'm going to shorten it.
It's a long question.
Pretty much he's asking, how do you find the emails of small business owners?
Like local lead emails.
Um, I know I've been using Clasient to do so.
Um, like just scraping their website and then finding a list of emails that
are mentioned on the website and then using AI again, to find the best email
on that website.
If we're reaching out to just want to, like the company one time.
So yeah.
Yeah.
Yeah.
Yeah. Exactly.
Something that's really nice that you guys did, um, however many months ago is
that it used to be like, if you had like a result with like 20 different
results,
you used to have to like do these crazy formulas to like pull out each
result and then analyze it or whatever.
Now you can literally just, there's one that just says inject all or whatever
it is or insert all.
And so you could literally just have, you could run a thing.
It gives you a list and you can just have AI very quickly analyze the whole
list and pick whatever you need from it, which is really nice.
Right.
Um, but yeah, I, I have the same tactics.
It's like, do normal waterfall.
If I can't find it, um, I like scraping, uh, their website.
And then I like scraping, uh, their Google business page, if they are, um,
and there's a really good, I wish I could remember it's either rapid API or it
's apify, but they have a really good, uh, one that I, that I spent, it's like 30
bucks or something like that.
And you can do Google scraping and it's really accurate.
If you give it a company name for finding their Google business page and
usually
most businesses, they have an email on there and usually it goes right to the
founder, especially if they're small.
So yeah, for sure.
That's what I really think like, although the barrier to entry for small
business campaigns is a little higher because it's harder to find their
contact information.
They're so good.
If you can actually be an effective one, like, cause they,
I'm not more heavily and diligently than decision makers of big companies that
are used to cold email campaigns hitting them every day.
Yeah.
Yeah.
Exactly.
And on a note with small business in particular, there's a guide named
Will McCartney on LinkedIn.
I think he's absolutely the best dude I know when it comes to small business
scraping targeting campaigns for those.
He's also been doing stuff lately where he's doing direct mail to like local
businesses and he's been doing like really, really good lately.
I bring him up because I think he's, he's genuinely the best guy in the space
when it comes to, comes to that right now.
Yeah, sure.
Awesome.
Um, another question I'm seeing in the chat is our clay emails reliable.
I've gotten a lot of bad info from them.
Makes me nervous about spending with them.
Um, I'm obviously biased in this answer.
Sure.
Because I work partially for clay and run a clay agency.
So a lot of my, you know, I'd say a lot of my time is invested in the tool.
However, I will say they have a validation providers, like several of them.
Yeah, you have to validate.
That's the, yeah.
So you have to just, if you validate them, it's kind of hard to get bad.
And you know, even, even zoom info, if you don't validate, has a 30% bounce
rate
and zoom info is the best.
Right.
And so you have to validate.
Um, I don't know if you have any preferences, but the best one that I've
been finding lately is, uh, is lead magics, um, validation, um, which I have,
I have them linked in that slide deck too.
Um, and they recently added a catch all validator inside of it.
And we still have less than 5% or 0.5% bounce rates using his catch all valid
ator
and it's instant.
It's not like scrubby where it takes a few days.
Although scrubby is like razor sharp and accurate.
I'll give them that for sure.
And I like that tool a lot, but lead magic has been really clutch late, uh,
formulately on validation.
Yeah, I agree.
Very good tool.
Um, and I think clay is a native integration.
I know clay has a native integration with them now, which is exciting.
Um, but.
Yeah, you see a product provider.
You'll be good then, um, have the same within Richmond data as well.
They pull from LinkedIn, but the info is wrong when I clicked on the, click on
the
LinkedIn list.
Okay.
So clays LinkedIn data used to be pretty iffy.
I would say not even iffy as in terms of inaccurate, but it would be incomplete
So like, for example, if you were scraping a list of the people that worked
at a company, you might get like 50% of them.
However, they just recently came out with a new like update to their LinkedIn
data that is like it's one for one as good as Apollo in a lot of pieces.
Yeah.
Correct.
I would agree with that exact thing is that it used to not be super accurate,
but you guys just updated it and it's way accurate.
And then the other thing I'll say on that to bring up lead magic again is that
whenever clay can't find a profile, if I load it into lead magic, so I do like
waterfall LinkedIn search with that that this one's not native.
You have to use their API to do it.
The HTTP requests, but, um, all waterfall and whatever clay can't find lead
magic
finds.
Yeah.
Yeah.
Lead magic is good.
Like very good.
Um, and that's a Jesse.
He made a sick, uh, was it?
Was it?
Yeah.
You met it.
Yeah.
I thought it was.
Um, yeah.
Yeah.
Yeah.
Jesse's.
Yeah.
He's one of my favorite dudes.
Yeah.
This is great guy.
Also just killer quote email.
Okay.
Um, so we'll say about how a lot of this could be considered overkill, but you
like to be thorough.
What are the bare bones things you would recommend people to do with regards
to email deliverability.
And some examples you put were rotating inboxes one month, one month first, one
month sending email limits per day, et cetera.
So like one of the most bare bones things you need to at least get
decent deliverability started.
Yeah.
Um, I'll say it this way, right?
If I was brand new, right?
I wouldn't worry about a ton of this stuff.
If you're only doing it for you and you have like 10 domains, you don't
need to worry about a lot of this stuff, right?
But like we have clients that have like 600 domains, right?
And the thing with that is that if you don't do it perfectly, like what, what
are you going to do tomorrow if you're supplying a service for a client for 20
grand a month?
And 600 of your domains go down tomorrow.
Like you're just totally apt, right?
And so like we're just like super high quality when it comes to that stuff.
But like, dude, like you just get in your business started and you just want
10 domains or whatever to be able to send like five, 600 emails a day.
Freaking go for it.
Don't do all this extra crap.
Just get, get a bunch of Gmail inboxes for right now, load it up in your
sequencer and like do your thing.
It's also like if you can maintain all the logins and like all the logging
and logging out stuff as a single person, then great.
Keep doing that.
But like ours got to the point where it's like, hey, dude, we had a, we had
500 inboxes log out today.
What are we going to do about that?
No, it was a profit scale.
Also, it's just idea.
Five years here when you're sending copy that much copy out into the world.
The ads are getting blacklisted or higher too.
So yeah, yeah, exactly.
Like I ran the math the other day.
I had no idea we were at this number.
I didn't even know I broke a million, but we ran the math the other day.
And we're sending like three million emails a month.
And I was like, okay, like I'm really glad we're doing.
All of this perfectionist type stuff.
And I'm totally not a perfectionist, but like deliverability.
Once again, it's just like, I just don't want to deal with it.
Cause it's such a headache.
So I just want to make sure it's as perfect as possible.
So I just don't have to think about it.
And I could just work on copy and campaign and stuff.
Yeah, absolutely.
I totally agree.
Um, all right.
Well, but yeah, that was incredibly valuable.
Um, I believe we'll be sending out, um, the recording to this after the,
after it's, you know, done processing.
Um, so you can, you know, watch it, rewatch it by the part you like.
Um, but yeah, I would highly recommend check.
Yow Taylor.
He's ridiculously good.
Like he's one of the best with regards to call email as a whole.
And clay, which I think is, you know, kind of the future of up in general as
well.
So anyway, thanks, man.
Greatly appreciate it.
It's cool to be on here.
And, uh, you know, I've just had, I've had so many people in my life.
Teach me stuff free of charge.
Just be good people, good clients, Adam's a great client, man.
Just good people.
And, uh, and so I'm really just grateful for everybody.
That's, that's all these communities and all that.
And everyone on LinkedIn has been a pretty, pretty damn cool as well.
So thanks for having me and, uh, great job with questions, man.
I thought a lot of the stuff that you were great at picking up the right
questions
that, uh, at the right time that we're super insightful and expansive on this.
So thank you everybody for your time.
Have a great day.
Yep.
Have a good one.
Bye.
Bye.
You