- Hey, Alex Berman here from Experiment 27
and this is a question I get a lot.
What are good ways to build a basic list of companies?
Just wanted to run through the specific example here,
just to give you some ideas and the goal of this video,
I'm gonna be focusing almost 100% on
how to do this for partnerships.
Strategic partnerships are one of the
top lead generation methods.
If you're a business owner,
it's very easy to get into partnerships.
If you're a lower-level salesman, it's a little harder.
But, basically what a partnership is
is you reach out to a company similar to you
and you try to get them to send you their overflow work.
Works fairly well for generating new business.
Generated a couple dozen clients through partnerships
and it's actually one of the easiest ways
to build a base of clients if you're just starting out.
Step one is to find a goal for the outreach.
Today, we're looking for partnerships
and the company we're gonna use as an example
is this one, Applaudo Studios.
They're a South American dev shop
and they do a little bit of direct client work,
but the reason why I wanted to bring them up
is they get almost all of their deals through partnerships.
Step two is to find a client profile.
So, who would be the perfect client for Applaudo?
They're a smaller dev shop.
I try to rank it based on hourly rate
and if you can't do hourly rate,
searching based on the company size.
There are two places I would go for this.
One is super specific to agencies,
so I might do a whole video on this separately.
Clutch.co is basically where agencies hang out.
The bigger lesson here is if you can find a database
or some place where are your targets are listed,
go there and look at people that way.
For this general example for this video,
let's just use LinkedIn.
Step three is go to LinkedIn.
So, we're defining the criteria as
mobile app development agencies in the United States
over 100 employees, between 100 to 200 employees
that offer mobile app development work already.
So, to find that, let's just pop in the criteria.
So, we can get very specific here.
You can search digital agency,
you can search mobile app,
we can even search something as specific as IOS.
Then we can get very specific,
let's pick marketing and advertising in the United States
and we're presented with a list of agencies here.
You can go by company size to find the ones in the target.
50 to 200 employees and here are 14.
And basically, you can change up the target to get more.
So, here's 14 that are pretty good targets.
You can change this, you can search Android,
you can search Quality Assurance,
you could even search wider digital agency,
that sort of thing to find what you're looking for.
But, in this specific case, we're looking for agencies
that only offer IOS services.
So now that we have a company,
let's find a good target.
For partnerships at agencies under 200 employees,
usually the President
or the Managing Director's gonna be the best.
I've got a couple of people
in common with him which is cool.
In order to make sure they're a good fit,
you look through their profile
and just see, they're a full-service digital agency
so they do mobile, they do everything we need.
We'll also go over to their company site
and review their profile.
LinkedIn has this cool thing called Premium Insights.
We can actually see data on these specific companies,
so employee count, are they growing?
Barely, about 14% in the last two years.
Their distribution's pretty even,
so they're most likely not growing.
If I was selling Experiment 27 services to them,
I'd definitely pitch that they need more leads.
And, they have mostly an in-house team
as you can see by the hiring here.
So, they seem like a good fit.
Step four is guess the e-mail address.
My favorite for finding e-mail addresses is emailhunter.co
and basically, you can get a bunch of e-mails
for free from them.
All you have to do is type in the domain name
that you're looking for.
Wearegenuine.com and put it in here.
And you'll see a bunch of e-mail addresses pop up.
Now, they have this for a lot of 'em
and what you see here is the pattern that they are
so moldham@wearegenuine.com or moldham.
Crafuse@wearegenuine.com so we can guess here
that it's gonna be mmoroney@wearegenuine.com.
You can pop over to your Gmail,
there's a free tool called FullContact that you can use
and basically let's test a couple of
e-mail addresses out, see if we find him.
So, mmoroney@wearegenuine.com
and we get...
his profile, here we go actually.
There's the e-mail address and plug that in,
send a cold e-mail, and you're a go.
So, that's how you build a basic list of companies.
You can go out, build a list of 100, 1,000 people this way.
I recommend starting smaller
and spending more time on each e-mail,
even up to 10 to 20 minutes on every e-mail,
just to make sure they're very focused
especially in the agency business.
There are few agencies that are worth working for
and a bunch of agencies that aren't worth working for.
So, if you can take the time
and invest it in finding those specific partners,
you will have a much better time
than blasting an e-mail out to a bunch of people.
Thanks for watching the video, I'm Alex from Experiment 27.
If you like this type of content,
feel free to give this video a thumbs up.
Subscribe for more content
and check out some of the past videos
in B2B Sales for more in-depth tutorials.
If you need marketing support for your agency,
check out experiment27.co and I will talk to you later.