🎯 Building your Calling List

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Step-by-Step list building with LinkedIn Navigator

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Job Titles:

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I usually sell to the big boss.

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“Founder” OR “CEO” OR “Chief Executive Officer” OR “Managing Director” OR “General Manager”.

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I used to have Owner and Partner. It turns out there are Talent Partners and Product Owners, so I eliminated them (or I could exclude the keywords).

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I exclude Associate as Founder’s associate is a job title (who knew).

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Industries:

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I typically work with B2B, the two main ones being SaaS and Recruitment.

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For the sake of Navigator, I can use: “Software Development” AND “Staffing and Recruiting”; I can also consider “IT Services and Consulting”, etc.

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Company Size:

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I only work with underdogs, so mainly companies below 50 employees.

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Geography:

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For me, the focus is either the UK or the USA, as it’s easier for me to cold call there.

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Others:

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Here, it gets interesting.

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I realised that my most likely clients haven’t been in business too long, so I target people that have been in their role for 3-5 years.

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Example below:

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Triggers

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A trendy word these days on LinkedIn.

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And with some merit.

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Wouldn’t you prefer to know the most likely people to buy?

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Navigator can help you with:

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  • They’ve been mentioned in the news
  • They recently posted on LinkedIn
  • They follow your company
  • They visited your profile
  • They just changed jobs (more likely to want to make an impact)

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With Clay, you can add things like:

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  • Specific keywords on the website
  • Hiring (not just on LinkedIn)
  • Google Reviews
  • Website Traffic
  • G2 Reviews

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And much more.

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In any case, you’ve got your list now.

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You’re probably thinking, how do I get in touch?

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Tools

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Until recently, you’d need to enrich with Cognism, Lusha, ZoomInfo, etc.

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You can now enrich directly with Clay (although data is meh) OR

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You can export directly the Navigator list and enrich it.

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The list is then run through 5 different providers, and I currently get roughly 50% of correct mobiles.

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This is done via FullEnrich, which is officially my new favourite toy.

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And it costs a maximum of 50 cents per number.

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Alternatively, use one of the tools discussed above.

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If your only issue is pick-up rates and you’re based in the USA, check out SureConnect.

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For more tips on tools, see: Tech Stack

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Videos

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Examples of building lists with Clay and LinkedIn Sales Nav are coming soon.

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Struggling with Cold Calling?

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Check out the Academy

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