Sales Automation Sequences that Convert

When I first embarked upon creating this eBook, I’d started with something simple: a Zapier
automation taking leads from a LinkedIn Sequence campaign and putting them into a
spreadsheet.

Then I asked, “What else is possible?”

The result is the following where you’ll learn how to tie prospecting and remarketing automation
into your CRM while understanding how to better close your leads.

Let’s do this.

1. Setup Automated LinkedIn Sequences to Connect with

Prospects
Get an account on https://growthlead.io/
https://growthlead.io/..

Yes, it’s a bit expensive for a LinkedIn automation tool. However, they integrate with Zapier
(critical for this guide) and allow unique exports based on particular filters. They also have a
unique server for each account and there’s no Chrome extension. This means the chance of
getting caught is close to zero.

The first step is getting a Sales Navigator account then creating a camp
campaign.
aign. Next, uploading or
syncing a list of prospects.

In your campaign, click on “Add

“ Add members.”
 

 
 
You will have the option to sync a saved Sales Navigator search.

To sync a saved search, simply click “Import Saved Searches.”

Or, you can

can input a custom list of p
custom list pro
rosp
spe
ect you go
gott from
from a scr
scrap
ape
ed sou
sourc
rce
e or another platform
like Crunchbase. On the top right-hand of your screen in campaigns, select “Ex ort/Import”
 
 

Now you want to upload a list fo matte

matted the same column titles. Make
d like the one below with the
sure to include the “Unified Cell” co
colu
lumn
mn ti
titl
tle
e wit
with
h dat
data
a com
combi
bine
ned
d fro
from
m the
the last t ree columns.
last
You can easily do this using a = oncatenate formula

In this case, it’d be =concatenat (c2,” “,d2,” “,e2) for cell B2. Then you’d double click the bottom
ri
righ
ght-
t-ha
hand
nd co
corn
rner
er of th
that
at ce
cellll so that formula applies to all the cells below it.

From here, import this sheet. It sho

houl
uld
doonl
nly
y tak
take
e a minu
minute
te to sync
sync.. IfIf itit takes lon er, then you’re
takes
do
doin
ing
g so
someth
methin
ing
g wro
wrong
ng or just have a super slow computer.
just

2. Lock Down Filtering and Metrics

Once you
Once you input
input a list
list of
of prospects, clic
prospect click
k on the
the filt
filter
er butto
button
n on the bot
bottom
tom lef
left-h
t-ha and corner of the
campaign page. Here, you can xport port ev
ever
ery
yon
one
e you
you’v
’ve
e invi
invite
ted
d but
but who
who did n’tt accept your
didn’
connection
connection request. This is super valuable
request. This valuable for ensurin
ensuring g you hit all your prospects with sales
your prospect
sequences..

You can
You can also
also ex
expo
port
rt ever
everyone who hasn’t replied. This will include people who aven’t accepted
yone
your invitation as well.
 

 
One of my favorite pieces about ththis
is so
soft
ftw
war
are
e is th
the
e anal
analy
yti
tics
cs das
dashb
hboa
oard proviides. You can
rd itit prov
filter by campaign to get a great unde
underst
rstandi
anding
ng of how many people acceptiing and replying
people are accept
to you.

3. Hook Up LinkedIn essaging

To sync
sync Linked
LinkedIn
In messa
messaging wit your campaign, first adjust your settings:
ging
 

I recommend keeping your connection rate to 70/day and message rate to 20/day.

Then
Then  crea
create
te you
yourr init
initial
ial conne
connect
ctii n message.

Next your follow-up messages.

Progress!
 

4. Hook Up LinkedIn equencing with Zapier

Now,
ow, dou
doubble-c
le-che
heck
ck you
ourr messa es are
messa are conne
connectcted
ed to
to the
the relev
relevant
ant camp
campaig
aignn in the right order.
Know that 0 days really means 1-day wait.
wait. So 3 days is it’’s a bit
is 4 days. Yes, I know it’
confusing, but bear with me.

Nex
ext,
t, we wan
antt to ho
hoo ourr Zapier integrat
ok up ou integration
ion to the
the campaign.
campaign. You’ll have one for
You’ll have
conn
connec
ecti
tion
ons
s and
and ano
anoth
the
er for replies. Ensure each is executing on the action per the arrows in
for repl
the screenshot below.

To get an integration set up you need, take the Webhook from your initial Catch Hook Zap.
 

 
 And plug it into the appropriate fiield for the integration.

Click “Test it!” to see if it works :)

 
Now save
save and ensur
ensure
e it show
shows
s up in your LinkedIn sequence campaign.
 

 
Congrats now you have two integrations for a Zapier setup each pulling in data from
GrowthLead based on different riteria.

5. Hook Up New Con ections with Facebook Custom udiences.

Then Integrate with H bSpot and Google Sheet.

By hooking your new-connection integration with HubSpot  and Google Sheets, you can better
HubSpot and
keep track
track of your
your leads.
leads. All whil
while pluggi
plugging
ng them
them int
into
o a Face
Facebo
book
ok custo
custom
m au
audience that you’re
die
runni
running
ng spec
specif
ific
ic ads to so you
you c n overcome their objections with content.

The Zap is relatively easy to set up on

onc ce you
you cre
reat
ate
e you
yourr Fac
Faceb
eboo
ook
k cu
custo audience and fill out
stom aud
a spr
sprea
eads
dshe
heet
et wit
ith
h tthe
he ap
appr
prop
opri
ri te fields.

Many may ask, “Why HubSpot?”

 
It’s a great product.

Easier to use than Salesforce.

 And ...the CRM is free up to a million contacts.

With that said, a lot of this auto ation is identical across CRMs. Making it easy to replicate for
Pipe
Pipedr
driv
ive
e or wha
whate
teve
verr CRM
CRM you
you’’re using.

Let’s jump back into it -

 

New LinkedIn Connectio s:

 
For new LinkedIn connections, I create new contacts in HubSpot.

For thi
For this
s Zap
Zap,, we’
we’re
re di
dist
stri
ribu
buting data from new LinkedIn connections to
ting  to HubSpot, Google
Sheets, and Facebook Custom udiences.

For Google Sheets, this is how I set

set u
up
p tthe
he colu
column
mn he head
aders
ers.. Now
Now,, I nee
need
d to
to ens
ensure this data
sy
sync
ncs
s whe
when
n cre
creat
atin
ing
g a new
new co nt ct as well
cont well.. You’
You’llll se
see
e how
how th
this
is work
workss un
unde
derr se tion #6.
 

Replies:

For replies, I create new Deals.

Here’s an example spreadsheet column title output:

Because I use Ca when ttrr ing to

Calendly wh to get the
the prosp
prospect
ect to
to boo
book
k a Zoom
Zoom call
call fro
fro LinkedIn (if
that’s the CTA), I always ask for a phone number (even though it’s a video call) because I can
 

sync
sync this phone
phone number
number data with the appropriate HubSpot contact.
data wit co ntact.

This
This way,
way, if the
the prosp
prospect drop-off s later in the funnel, I can follow-up via calling.
ect drop-o

6. Ensure Fields Populate Correctly in Zapier

This is an exampl
This examplee of the fields
fields in the
the “Cre
“Create
ate Deal”
Deal” temp
templat
late
e popul
populatin
ating Zapier. It’s very
g in Zapi
similar for the “Create or Update Contac
Contact”
t” template
template except
except there are field with the Deal
are fewer field
Stage template.

Notice in the screenshots of this section how I select the data

d ata that came in from the Growthlead
Web
We bho
hook
ok to sync
sync wit
ith
h tth
he Hub
HubS
Spot property fields.

In the picture below, I select “Occup

cupat
atio
ion”
n” as the dedeal al name
name beca
becaus
use
e it’
it’s he fastest way to
s tthe
recognize important leads since it iin
ncludes ththe jjo
ob ttiitle an
and co
company na
name; mo mo eover, there
aren
aren’t
’t many
many op
opti
tion
ons
s be
beccau
aus
se yo
yo ’re limited to the data GrowthLead sends you.
 

This Deal Name appears on the top of your deals in HubSpot like so:

Now, continu
Now, continuee wit
with
h the rest
rest of th
the prop
proper
erty
ty fi
fiel
elds
ds,, you
you can
can spli
splitt u
up
p tthe
he le
lead
ads am ng owners
s am
within a particular vertical. If you have three salespeople in a vertical, you have each own their
own
ow n Lin
Linke
keddIn an
andd email
mail camp
campai ai ns as long as there are unique Zaps for each s alesperson.
 

To create a unique vertical (e.g. insurance vs legal), I recommend opening up a new pipeline. In
th
this
is ex
examp
ample
le,, min
mine e is call
called
ed “S ales Pipeline” because I only have one. But I rec mmend you
“Sal
na
name
me you
ours
rs af
afte
terr tthe
he vert
vertical yo ’re
ical ’re ttar
arge
geti
ting
ng.. The
Then
n go
go tto
o act
actio
ions
ns to ad
add
d more sales pipelines
more
under different vertical names.
 

7. Create Custom Pro erties for LinkedIn Sequence D ta

To  crea
create
te cus
custo
tom
m prope
propert
rties
ies,, cli
cli k Edit deal stages.
 

 
Then select Contact properties r Deal properties.

From there, you can create your own.

For ex Lin edIn Campaign

example, to ensure the ““L Campaign”” property
property populates
populates in Zapier
Zapier as a space to fill
in data that’s coming from Growthlead, I create a property
pro perty for HubSpot contacts called “LinkedIn
Campaign.” Now, you can see it here in the template for “Create Deal.”
 

 
 And here in the template for “Cr ate or Update Contact.”

It’s
It’s jus
just lilike pl
plu
ugg
ggin
inin
ing
g in
in the col
col mn he
head
ade
ers in
into
to a Goo
Googl
gle
e She
Shee
et be
befo
fore
re connecting it to
conne

GrowthLead using Zapier. After al

all,
l, HubS
HubSpo
pott iis
s esse
essent
ntia
ialllly
y jjus
ustt an
an adva
advanced Google Sheet.
nced

8. Create a Custom S les Sequence and Deal Stages for Your

LinkedIn Automation low

I like to include Reply, Negative Reply

Reply,, and Positiv
Positive
e reply in
in the beginning of m deal stages
beginning of
beca
becaususee itit syn
syncs
cs well
well with
with Li
Linke In automation. Then I have virtual assistant (freelancer from
nke
Upwor k or another outsourcing latfo latform)
rm) look
look at all the
the replies LinkedIn and sort them in
replies from LinkedIn
the relevant columns.

Positive replies: we follow-up

Negative replies: we don’t
 

The cool part?

We get their LinkedIn or email r plies synced into their contact information.
information. So if you click on
any of the deals, you see all the as
asso
soci
ciat
ated
ed co
cont
ntac
act’
t’s
s inf
info
o iinc
nclu
ludi
ding
ng th
the
e llas
astt mes
message they sent
you. This way we can easily sort the bad ones out and put them in the Negative Reply column.

The rest of the deal stages look very

very fa
fami
mililiar
ar to you
you iiff y
you
ou’r
’re
e wor
workin
king
g wit
with deall sizes between
h dea
$5k - $25k/month
 

 
Once
On ce an appo
appoin
intm
tmen
entt is sc
sche
hedu
dulled, I have a virtual assistant use the Sim
imil
ila Chrome
arWeb free Chrome
extention to rank the leads with onthly visitor and organic traffic percentage d ta.
extention
 

 
Then they
they check
check Crun
Crunchb
chbase and Angellist for recent funding and LinkedIn for of employees.
ase an
They put
put this
this inform
informati
ation into th no
on into note
te se
sect
ctio
ionn of
of ttha
hatt con
conta
tac
ct. This
This way
way sal
salespeople can be
espe
prepared before their call.

Now, I put in organic traffic perc ntntag

age
e bec
becau
ause
se th
the e hig
highe
herr org
organ
anic
ic tr
traf
affi
fic
c com
compp red to other
channels ofoften
ten tth
he mor
more brand value the company has as they’ve invested a lot into evergreen
e bra
mark
ma rket
eting
ing chan
channel
nels
s or hav e gre t p
have produ
roduct
ct/ma
/marke
rkett ffit.
it. This
This can
can say
say a lot aboutt h w a company
lot abou
thinks in regards
regards to its operations and whether it’s built on a sustainable founda ion.
its operation
 

9. Send Email Seque ces to Non-Accepted LinkedIn I vites.

Then Sync with Ad Remarketing and HubSpot.

If you’re ru
run edIn automation and only 30 percent of your target market connects with
nning LinkedI
you, then you’re still missing out
o ut on 70 pe
perc
rcen
entt o
off you
yourr ma
mark
rket
et.. L
Lin
inke
kedI
dIn
n seq
seque
uen
ncing can only go
so far.

When you’re done running your entire LinkedIn

LinkedIn sequence
sequence campai
campaign,
gn, wait
wait several days then
apply this filter.

Now export
export everyone
everyone who hasn’
hasn’ replied. This will include people who haven’t accepted your
connection request as well.

 After you export this data,

data, you want to crea
create
te a “Combi
“Combined ned”” data
data colu
column
mn beca
becau u e it won’t
includ
include
e their
their Linked
LinkedIn
In profil
profile
e UR
UR . And by creating this column with the relevant data points in
the form
formula
ula,, you can
can proces
process s it i Ph
Phan
anto
tom
m Bus
Buste
terr tto
o get
get the
their
ir Lin
Linke
kedI
dIn
n pro
profi
file
le URLs at scale.

 As soon as you’ve finished

finished filling out that column with that concatenate formula, go to Phantom
Buster to apply the API below.
 

 
Clic
lick on
on the thr
three do
dots on
on the
the bottom right-hand side.

Plug-in the relevant information.

Now you’ll receive an output of ata.

You can now input this data into Dux-Soup Tur bo to

bo to get their personal
personal emails
emails a scale along
with other LinkedIn profile infor ation. How? Using the Dux-Soup Turbo Zapier integration.

Now click “REVISIT DATA” and you’ll be prompted to upload your resulting list.
 

 
But first you need to format it co rectly.

That means only having three c lumns with the following data.

To get personal emails at scale, buy Dux Soup

Soup point
points.
s. Just
Just cli
click
ck on
on optio
options
ns on the
the top of the
Chrome extension to do so.
 

 
Now, select
select Connect. here, enter a Webhook URL similar to how you did
Connect. From here ith the
GrowthLead integration.

Make sure
Make sure to clic
click
k on
on tthe
he Throt
Throttl
tliing
i top-me
top-menu
nu sele
selecti
ction
on as well
well to set
set your
your s
sett
ettin
ings to Sales
Navi
avigat
gator on
ones. You wantant to en ure you can visit 200 profiles/day.
 

 
data from the pr files you uploaded, click “Visit Profiles.” Once ou have the
To start getting da
data, click “Download Data.” I recommend visiting these profiles using another inkedIn account
than the one you have tied to GrowowthL
thLead
ead.. Other
Otherwis
wise,
e, there
there’s
’s a signi
significa
ficant chance you’ll get
nt chan
banned.

resulting data will look something like this:

Your re
 

Now let’s dive into what the Dux Soup Zapier integration looks like:

 As you’ll notice, it’s similar

similar to Gr wthLead.
 

Here’s what the data input fields look like for the Google Sheet. For the “Create or Update
Con
onttac
act”
t” in HubS
HubSpo
pot, ry to k ep it as similar to the GrowthLead integration odel for new
t, we ttry
contacts
contac ts so there different columns with the same data.
there are no differen
 

10. Create Email Seq ences

previous s ction, we sync Dux-Soup with Lemlist to send out automated
 As you noticed in the previous
sales email sequences that are ustom
ustomized
ized with people’
people’s
s names on pictures
pictures and even videos.

The extra personalizations leads to better reply rates.

Lemlist
 And  Lemli
 And st is
 is relatively easy to set up.

Create an
an email campaign a
an
nd select images.

This
This wililll g
giv
ive
e you
you a llis
istt o
off ttem
empl
pla
ates to choose from.

Here’s one of my favorites belo :

 

g et someone to click-t
It’s an easy way to get -th
hrough on your ema
email to a dedi
edicated l nding page.
This
Thi s is supe
superr help
helpful
ful if you’
you’re
re doing account
doi account based
based prospecti
prospecting
ng with
with a high-valu
high-valu deal size.

The
The ot
othe
herr ema
emailil mark
market
etin
ing
g software I recommend that’s a bit simpler is Mailsha e.
softw
It’s nothing fancy like Lemlist.

Pure cold email sequencing ca paigns.

 

My favor
favorit
ite
e part
part:: you
you can
can gradu
gradua
ally scale outreach
outreach with
with new
new Gmail
Gmail account
accounts.s. This way you don’t
get banned. You can do this by lilick
ckin
ing
g on yo
your
ur emai
emaill ac
acco
coun
untt un
unde
derr Mail
Mail Acco
Acco nts, selecting
the particular email you want to se and adj adjust
usting its sett
ettings
ngs. For new email accounts, I

re
reco
comm
mmen
end
d 25/d
25/day
ay with
with 5 at
at a titime using 90 minute intervals between batches.
 

 
In only
only a coup
couple
le of seco
second
nds, you’re good to go.
s, you

Now yo
Now you’
u’re
re hitt
hittin
ing
g eac
each
h one of your pros
one of prospec
pects
ts on
on Linked
LinkedIn
In with
with a sales
sales sequen
sequen e rather than 15
- 30 percent of your total market from just LinkedIn messaging.

11. Optimize Email Sequences with HubSpot

When you’re using Du

Whe Dux-Soup th re’s
re’s no deal
deal to updat
update
e from
from reply
reply to Appoi
Appointm
ntmeent Scheduled
since
sin ce every
everyone
one who’s
who’s replying t you
replying yourr email
email is to book
book a call.
call. Moreov
Moreover,
er, ther
there
e are often no
messages before booking a call like on LinkedIn where it may take a couple of ositive replies
be
befor
fore
e a call
call is booke
bookedd (e.
(e.g. asking to send a case study, then asking to hop on a call).
g. aski

To make the process easier, if someone books a call on a Calendly link in your email sequence,
we’l’lll a
we add
dd th
that
at ph
phon
one
e num
numbe o the contact’s details in the second step “Create or Update
berr tto
Contact.” This way we can follo -up with them if they drop-off.d rop-off.
 
Then
Then we sto stop
p em
emai
aili
ling
ng th
that
at re
reci pient since they booked a time to chat.
cip
 

The next step is to automatically find that

that reci
recipie
pient
nt who
who booked
booked a time
time in cont
contac
acts and take their
data to create a new deal under “Appointment Scheduled.”
 

12. Co
Contact Co
Conferen e Attendees at Scale and Sync ith Ad
Remarketing and Hub pot
 
One of my favorite way to scale sales is to reach out to conference attendees. ften there are
grou
groups
ps to sc
scra
rape
pe like
like th
the
e one
one below to get possible conference attendees from.

Or yo
you
u can
can have
have a vir
virtu
tual
al as
assi
sist
st nt (or
(or prog
program
rammer
mer),
), scra
scrape
pe conf
confere
erence
nce apps
apps li e the one below
from SaaStr.
SaaStr. Just
Just by getting
getting thei
their name and company name, you can plug this ata into
Phantom Buster LinkedIn URL Finder to get their profile URL. Next, you’ll have enough data on
them to pro
process thei
heir contact through Dux-Soup to retrieve their personal email.
 

 
For scraping a LinkedIn Group, se th
the
e Link
Linked
edIn
In Gr
Grou
oup
p Mem
Membe
bers
rs API
API in Phant m Buster.
Phant

Now, you
Now you want
ant tto
o fil
filll iin
n tthe
he re
relev nt fields including Session cookie, Group URL,, Number of
lev
members to extract, and Name f resulting CSV file.
 

 
To get the Session Cookie, right click on the homepage and click Inspect. Then select
 Application, dropdown Cookies, and the first URL.

Here
Here,, c
cop
opy
y and
and paste
paste th
the
e Ses
Sessi
si n cookie data string into Phantom Buster.
 

 
Once you’ve selected the rest of the fields, hit Launch.

Next, you’re ready to rock. Click Download / get link in the Phantom Buster API Console.

Form
Format
at th
the
e res
resul
ults
ts to get import d into Dux-Soup.
import

Now you’
you’re
re rea
ready reach out t people at scale who are attending this confere nce.
dy to reach

To avoid contacts in your other amampa

paiign
gns,
s, us
use
e th
the
e Pow
Power er Tool
Tools
s ad
add-
d-on
on fo
forr go
go gle docs that
marks duplicate
duplicates.
s. It’s has
has a lot o data cleaning tools. It’s worth every penny.
 

Using this tool, select

select the Dedupe and Compare feature.
the Dedup

Now match tth

he ap
appropri
priat
ate
e colu ns to cross-check for duplicates.
colu

Once
Once you fo
foun
und
d th
them
em,, de
delete th m from the new campaign.
lete

Ideally, you’ll want to do this for every new outreach

outreach campai
campaign
gn you do. Compar
Compar all the data
with past campaigns to ensure t ere’s no overlap in your messaging.
 
 

So what does a message look like to contact a conference attendee either via LinkedIn or
email?

The connection LinkedIn message:

“{first_name},

 Are you going to

to X conference
conference this ye
year?”
ar?”

Follow-up message:

“{first_name}

Just wanted to make sure you’re attending. I’m the co-founder and CEO of this {company} which
does {y} for {x type of people}. I was hoping to chat with you for fifteen minutes to share a few ideas
around {z vertical} you’re in.

How does in between sessions at 2:30 on Thursday (2nd day of conference) work for you?”

13. Use a Case Study to Generate Interest

 Another great way to schedule sales

sales appointments is to offer indust
industry
ry specific case studies.

Here’s a well-done case study

study by
 by Optimizely.

For the graphical part of the case study (making it look pretty), I recommend outsourcing it via
UpWork, especially if design isn’t your primary skill.

I also recommend having one overall case study like the Optimizely one your site, then break it
up into a PDF for each individual market and customer persona. This way you can do highly
segmented LinkedIn and email outreach with the case studies you have. This will result in more
personalization; and therefore, higher conversion rates.
ra tes.

Here’s an example LinkedIn sequence:

“Hey {firstname},

Just saw your profile because of a mutual connection we have and I gotta say that I love what
you’re doing at {company}! I’d love to add you to my network. - Josh”  

Follow-up 1 Day Later:

 

“Hey {firstname}, thanks for accepting my request. I want to let you know that we recently
helped an insurance company, Gainsco increase their lead generation volume by 250% and
conversion by 200% over the span of last year. I created a case study that shows how we did it
and I believe it’s relevant to you and {company}. Would you like a copy?”

Follow-up 2 Days Later:

“Hey {firstname}, hope you found time to review the case study. If you be
believe
lieve this can be
applied to help your company grow, then I’d love to chat.

Do you have 15 minutes

m inutes @ 10:30 PST this coming Tuesday?”

14. Invite Them to a Community

If you have a longer

long er sales cycle, I recommend inviting your p
prospects
rospects to a community where you
can nurture them with content before sending them any sales messages.

Connection Message:
“{first_name},

I came across your profile and noticed you’re doing great work in growth. As someone with a
 passion for
for growth as well, I think it’d sense to connect.”  
it’d make sense

Follow-up One Day Later:

1st Example 1st Follow-Up Message: 

“{first_name}

Thank you for accepting my request.

If you're interested, I run the largest community for growth marketers online (over 23,000
members).

Should I send over a link?”

2nd Example 1st Follow-Up Message:  

“Hey {first_name},
{first_name},
 

Hope all is well.

I wanted to let you know that I recently launched an exclusive Facebook Group for IT
 professionals
 professiona ls where we share tips about
about new
new industry data,
data, trends,
trends, and connect
connect people
people with
industry opportunities.

It's organized by a few experienced IT experts.

Should I invite you to check it out?

Just let me know.

 All the best,

best,
John”

3rd Example 1st Follow-Up Message: 

“Hey {First Name},

Thank you for accepting my request.

If you're interested, I run an exclusive community for Authors where we share advice on
storytelling. It’s organized by a few best-selling book authors.

Should I send over a link?

2nd Message Follow-Up Message (after 3 days)

“Hey {FirstName},

Just wanted to see if you saw my previous message. Would love to invite you to this
community.”

If they have a positive response, then reply:

“That's awesome to hear.

Here's the link for the community: www.facebook.com/groups/badassbookwriters/

Excited to see you in there.”

Keep log of all positive responses, then follow-up 3 days later:

 

 
“Hey {first name}

Did you find time to join the community?”

 
Thiis  las
Th lastt e
ema
mail
il or Li
Lin
nkedI
kedIn
n message is
mess is incredi
incredibly
bly effective
effective at ensurin
ensuring
g people
people jo
join as many say

they
they will,
will, but don’
don’tt com
commit on th first response.
mit on
In one case study, we saw a 50 percent increase in join rate from this. 

When som
When someon
eone
e reques ts to join your Facebook Group, have an assistant send this
requests
message from your personal acebook account to them:

“Hey Bill,

Thank you for requesting to join the community. Please introduce yourself with  post about
about
what you do and what you love bout {group topic}. No self-promotion, though.

 All the best,

Josh” best,

To locat
locate
e and send
send mes
messag es t these individuals, have the assistant dive into new member
sages
requests,
requests, click
click the
the dropdow n, and select message:
dropdown,

15. Optimize Closing rocess

For your
your sales
sales call
calls,
s, it’s
it’s importa t to send
importa send the
the perso
person
n who
who books
books a time
time a
auto
utoma
matic reminders.
There’s no reason to waste your time on prospects who don’t show up.

With Calendly, you can setup an automatic text reminder that goes out to your rospect. I
recommend 24 hrs before the meeting as they likely won’t have time to forget it..
 

 
 
 Another way to ensure the pros ect hops on is to send an automatic voicemail everal hours
after they book a time on your c lendar. You can say something like this,

“Hey
“Hey,, jjus
ustt noti
notice
ced
d you
you fo
foun
und
d a titi e on my calend
calendar.
ar. E
Excite
xcited
d to talk with you soon. Let me know
if you need anything in the mea time. Cheers!”

 As you can see, it’s as easy as ooking up a Zap with Calendly and Slybroadcast.
 

 
Notice the campaign start time. I organize it in a way using the “Campaign Start Time” field that
says tto
o Za
Zapier, ““S
Send tth
he v
voi
oic
ce ail three hours after Calendly booked confirmation.”

 
Slybroadca
dcast iis
s an easy tool to ffiigure out.
an ea
 

It took me several minutes.

Here’s how easy it is -

In on
one
e scr
scree
een
n, y
you
ou can upl
pload y ur audio, then get the file number for Zapier.
oad

 Another way to add personalization is to

to send
send an
an autom
automati
atic
c text
text to p
pros
rospec
pects
ts w o book on
Calendl
Calendly.
y. This
This way you’re
you’re not
not ju
ju t using Calendly generic email reminders.

Instea
Instead,
d, you’re
you’re sendin
sending text that may say something along the lines,
g a text

“Hey John,

Just want to rei

reiterate my excite ent in the possibility of working with you.

Talk soon.”
 

 
It’s relatively easy to send auto at ated
ed SMS
SMS mes
messa sage
ges
s usi
using
ng Send
Send SMS
SMS Mes
Messa
sa e. The trick is to
en
ensusure
re the de
dela
lay
y is set corre tl
set up cor tly.
y. Agai
Again,
n, I rrec
ecom
omme
mend
nd wait
waiting
ing thre
three
e hou
hours
rs before sending this
message.
 

 
One of my favorite pieces of aut mation
mation,, includes
includes using
using the Calendly
Calendly integratio
integratio feature with
Stripe.

Once I’ve integrated my Stripe account, which only takes a minute, I can collect payments via
Calendly links.

This way,
way, I can ensure
ensure prospec
prospectt pay me before every kick-off call.
 

This is what the prospect sees hen they’re booking a kick-off call with me.
me.
 

16. A Few Helpful Tips

During my time doing business development for BAMF Media to help bring in several million in
revenue, there are few strategies we used to book meetings time and again.

1st Tip: CC the Person with the Personal Brand

This is often the evangelist or CEO for the company.

My co-founder would CC an email I didn’t use to help close prospects. If they thought I was in
the loop, they’d feel more trust; therefore, more likelier to buy.

Moreover, when a prospect feels there are more people waiting for their response, they’re more
likely to respond. It’s that simple.

2nd Tip: Schedule Your Next Call on the Call

Never leave the next call to chance.

 Ask the prospect to pull up their calendar and find a time that w
works
orks for the both of you.

I recommend being conscious of their

the ir time when you do this.

17. Setup LinkedIn Remarketing Ads

LinkedIn remarketing is often expensive and wasteful. That’s if you’re not hitting the right
demographic with the right content. In this case, it can do wonders because LinkedIn
prospecting ensures it’s the right audience.
au dience.

To sync Zapier with LinkedIn remarketing, first you need to Create Audience.
 

 
Once you do this, delete that LinkedIn Zap.

The re
rea
ason is ot
otherw
rwiise you
you’l crreate a new audience
’lll c time a lead come in. Don’t make
audience every time
th
that
at mista
mistake
ke as
as you
you cur
curre
rent ly ca ’t delete Zapier custom audiences in LinkedIn.
ntly

Now, s
Now set
et up th
the
e Lin
Linke
kedI
dIn zap again and this time
n zap time select
select “Add Email Audience.” Pick the
Email to Audience
audience you just created.

Now whether a lead is coming in from Growth

GrowthLead,
Lead, Dux-S
Dux-Soup, you ca automatically
oup, or email you
remarke
remarkett to them
them with contentt o LinkedIn.
with conten

minute to setup.
 And it only takes a minute
 
 

18.. Tie
18 Tie Rema
Remark
rketi
eting
ng t Deal Stages
If a prosp
prospect
ect sets
sets an appoin
appointme
tme t o orr s
sig
igns
ns,, you
you ca
can
n add
add th
them
em to a new
new re
rema
mark eting campaign
rke
as llo
ong as
as you
you mov
moved tth
hem th
through the deal stage. Wit With Facebook Custom Au iences, there’s
no opt
optio
ion
n to rem
remov
ovee an ema
emailil ffro
rom an audience
audience,, which
which is fine
fine because you hav the option to
because you
exclude certain audiences when setting up your ad campaigns.

With the LinkedIn Matched Audi nce

nces
s zap,
zap, you can
can remove
remove them
them from
from indiv
individu
idu l LinkedIn
Custom Audiences. This way if prospe
prospect
ct signs,
signs, they’re
they’re not
not getting
getting ads focuse
focuse on acquisition;
instead, retention.
 

19. How to Design Yo r Remarketing Ads

Wha
What tty
ype of
of rre
emarke
ketting ad
ads sh
should your prospects being seeing in their news feed?

Testimonials that look real.

St
Stor
ories
ies and
and ima
images
ges that
that s
sho
howc
wca
a e your company culture.
 

 
Stor
Storie
ies
s and
and im
imag
ages
es th
that
at te
tellll a st
st ry around why you have
h ave credibility.

Stories that associate you with people doing great work in your industry.
 

Few companies do this.

focused on get ing you to buy from them with demos and consultation buttons
 Almost all are so focused
that they forget how B2B
B2B sales
sales i done, which is by building relationships.
r elationships.

With this content remarketing strat

Wit ateg
egy,
y, pr
pros
ospe
pect
ctss wil
willl h
hav
ave
e ffew
ewer
er ob
obje
ject
ctio
ions because they trust
ns bec
you based on your third-party cr dibility and culture, before you sell them.

20. Outsource it
When you have a lot of these pr cess
cesses
es iin
n plac
place,
e, I reco
recomm
mmen
end
d hiri
hiring
ng an
an assist nt to prevent
assist
duplicates in spreadsheets and eals.

Sprea
Spreads
dshe
heet
et dupl
duplic
icat
ates
es are rather easy to get rid of using the Power Tools add-on.
are rath

When it comes to HubSpot deal st stag

age
e dupl
duplic
icat
ates
es,, it
it’s
’s im
impo
port
rtan
antt th
the
e assi
assis
sta
tant
nt er ses the
duplicate deal in the earlier deal stage. The reason
reason is thatthat part of the automati
automatio o is deals getting
up
upda
date
ted
d to
to a ne
neww sta
stage When t at happens, they’re often not removed from an earlier one.
ge.. Wh
 

 Acknowledgements

Bruno
Bruno, because he’s a rockstar growth marketer whom I learned a lot from (gave me the case
study idea). Dhaval
Dhaval, for helping keep me sharp. My clients, who let me test these processes on
them.