Contacting People On Multiple Points (Agoge)

 
So Max says, I've got a list from White Label Suite, and I've built a campaign that's gotten some clicks. But when the information comes in, I don't have a number to call, only an email. Have had multiple. What do you do with these? Also, if you were to be searching operation managers in manufacturers in an area, what is the best search for it and how do you go about it? Okay, great. So Max is talking about, hey, I've got some contact details. I don't have others. How do I approach that? And Also, what's the best way that I could do that specific search? So let's actually answer those Two Questions together. And again, I'm going to share my screen right here and jump across. So, Steve, can you just give me a thumbs up if you can see my screen? I always get to court with going out. Cool. Thank you, sir. I appreciate that. All right, so let's start with the first question there. So searching operations managers in manufacturing. All right, so two Ways to Go About that, max, first of all, you could use the People search. So I've got a people search here.


Let me just rename one of these to be something that makes sense so we can see it here. So I'm going to go ops managers manufacturing just so we can find it. All right, so I've got my campaign. So the first way of running that search is obviously the people search. I'm Going To be looking specifically for the Operations Manager in a manufacturing environment. So now I can run my search coming up here. Make sure it's in a people search. So I've got my ops managers and manufacturing. And I go over here and I go okay. Operations manager, use the word manufacturing.


All right.

And again we're going to go hit up our location. So we'll Just Drop in here Seattle, because I Can see that on the screen already. So Seattle. There we go. Let's go. So method number one is direct.


Okay.


And I used to do this with what we call the CEO campaign. So here we go. Now, Starbucks is clearly not a manufacturing company. Well, I guess they are. They're making something, but Boeing is and these guys are. So it looks like we've got some good results here. And probably more than you could handle from a retail point of view. Of course I can keep loading more. I can go to multiple locations. I can look like lots and lots and lots and lots of different places here. But the thing is, I can also change. Now, that might have hurt me. I can also change my search. Term operations Manager.


All Right.


I could actually change my search and get different results. I'll show you what I mean. Chief of manufacturing. Just think about the way that people describe what they do, because that will give you very different results. Operations manager, chief of Manufacturing go. All right, now we're going to get some different results here.


All right.


Production Director of Makoda. Okay, great. Director of operations with Far Bank Lighthouse. Chief of Staff, senior Quality Operations Manager at Amazon. Okay, again, we're getting coffee, something about coffee. And manufacturing is going well here, but we've got Brooks Manufacturing, Continental Mills. I mean, this seems like a pretty good list, right? So step one, Max, is going to be direct. Let's look for the person in the role in the companies using our search terms and kind of getting a little bit creative about what we type in here will give us different results that we can work on.


Right?


So now if we have a look at these results, it takes around 30 seconds. So I might have still some coming in, but let's have a quick look and see what kind of numbers we're getting here. So in our people search, we get lower email counts than we do with our industry search. So here we've got what do we got? One in five, two and eight. Three and eight, four and tens. We've got about 40% of email addresses come through. So amazing. We just run a search. If you've got the base package, you've got 200 people searches in addition to the 1000 that we have as the industry search. So you've got 240% gives me what, 80, 85 ops managers manufacturing for this month that I could reach out to in my Direct campaign. Okay, cool. So that's actually a pretty good number if I've got the specific person that I'm looking for. I'm going to go to town on that and I'll answer the question on the phone and the email system in just a second.


Right.


So this is what I would consider gold level contacts for this particular campaign. So let's say that this is Level One, the right person at the right industry with the right contact details, level One campaign. So in GHL, I'm going to launch Level One campaign, which looks like this. Hi, first name. Hi, Jeff Walt here. I specialise in working with operations managers and manufacturing processes. This is what I can do for you. Can we have a conversation?


Right.

Level One campaign, direct to the person. Direct with a response. Now we've got 80 people.


Okay.


Click through rates, response rates. We might get maybe three or four appointments, five appointments. If you're really amazing at this, if you're John logo, you're probably going to get 20 appointments in a month. It's really not a bad month at all. Okay, but that's level one campaign. What else are we going to do here, Max, to kind of look at what we can find and how we're going to build this out. I used to call Chris the who's your CMO campaign, but I've also done it who's your CEO?


Campaign.


So what we want to do is that same search, but we don't know who we're going to get we want them to tell us. So it looks like this. We come up here and do a new search, but this time we're going to do our industry search. And we know that we've got a lot more credits in the industry search. Why? Because you can reach broader.


Okay.


And you're not tackling the individual person. You've got companies that you can reach out to. So in this particular case, I'll add them to my again, let me change my campaign label here just to make it look reasonable. So manufacturers.


All right.


So now this time I'm going to run my search and I'm going to choose my manufacturers campaign. And I'm literally going to go in here. I'm just going to I can target different types of manufacturing. So I could say steel manufacturing. All right, again, spelling this is why I live in Australia, because they don't penalise you for stuff like that. Spelling and Seattle, and we go boom, right? So I could find steel manufacturing companies in Seattle. Amazing. Here we go. Now I've got 20 at first drop. I can just keep adding more. Now I got 40, now I got 60. I can expand that out to to Renton. I can expand that out to Preston. I can expand that out to Fort Orchard. I can expand my search. I'm going to end up with 1000 steel manufacturers. All right, so that's steel manufacturing. Well, what also about food manufacturing? All right, different results.
 

Boom.


Let's get food manufacturing companies going on. All right, great. Now I can get whatever, whatever. I can also just do manufacturing and get everybody. But you might actually find you get less results. The more specific you can be, the more you can tweak the search to find better things. Okay, so now we've got a whole bunch of manufacturing companies in a particular location, but we don't know who the ops manager is. So we're going to run a very specific campaign called Who's Your Ops Manager? And it goes like this. We might not even have a first name on these searches, right? And this is coming back to the what information do we have versus what do we need and how do we reach them, and all that kind of stuff. We might not even have a first name here on this industry search. Some will, some won't. Let's go and have a look and see. Let's get some results here. So click to show results. Okay, so these ones I'm going to have dave Thomas, Ron Christopher. I've got their first names, all good, but some I might not. So I've got Jeremy and Matt and Laura.


But I don't have any for down here. So some will, some won't. You're going to have a first name sometimes. This one not.


All right.


So it's like some of this information is there and some of it isn't. So how do I deal with that? I write my emails knowing that sometimes I will and sometimes I won't. So I literally write my emails like this. Let me put this on the whiteboard. I literally write my emails like this. I'm going to go, hang on. There's my whiteboard. All right. So instead of saying contact first name, which is at a GHL, right, deer, contact first name, blah, blah, blah, blah, blah blah.


Right.


The problem is if we don't have a contact first name, the email that they receive looks like this. Deer, my name is all right, fail, right?


Bad.


If I don't have the first name and I've written Dear, then I don't even have a chance. So let's be smart about this. Let's write our emails the right way. And this is the way I do it. So I literally go hi contact first name.


Right?
 

And then I go for the team at company name. I'm looking to reach your CMO. What are we looking for? Office manager, operations manager. Could you please let me know who that is and the email I can reach them on? Thanks in advance.

 
Simple, right?

 
Now what does this look like? If I don't have a first name, it says hi and it leaves that bit blank, which is so much better than Deer, right? So hi. Blank for the team at Dawn Food Products, Inc. I'm looking to reach your operations manager. Please let me know. Now. Every single time I've run this campaign, the who is Your campaign? Two things happen. Number one, people respond and say, oh, you're trying to reach Gary. His email address is blah. Thanks so much. I really appreciate it. Put Gary's name in there, add them to the level one campaign that I talked about before. Right person, right, contact, right details.

 
Right.

 
So now they go into the thing. So that's thing that happens, number one, thing that happens, number two, and this is kind of like the secret benefit thing that happens. Number two here is that your email deliverability goes up because rather than a broadcast email, which is one directional me sending emails out, now we actually have dialogue. And anytime you have dialogue, could you please tell me that? Yes, sure. The information is thanks very much, I really appreciate it. Let me know if I can help you. Yes, certainly will. Now I've got four or five emails going back from the same person and the email overlords Gmail and Yahoo and all of those guys see that this email address is actually a human correspondent, not just a broadcast spamming system. Hidden benefit. If you ever run the who is your campaign? You're going to get responses, you're going to be able to deal with it. You're going to be able to have a process in place that says thanks, takes the person's name, puts them into the level one campaign. Now you've got the right details, but you're going increase your deliverability as well. All right, so Max, hopefully that's a helpful starting point.

 
But let's now talk about what do I do if I have got some of their numbers, some of them not. How does it work? What should I do? So let's come across to my GHL system here and I'm actually just going to go to one of my prospecting accounts for Comet suite. Again. Guys, our brand is Comet suite. The dashboard might look a little bit different with the colours and whatever, but this is our brand of GHL. You guys recognise the conversations, calendars, et cetera. So in our contacts list here and we're actively bringing in people, this person's got a first name but no phone number. This person's got a first name and a phone number. This person's, no first name. Do have a phone number? Some do, some don't. How do I handle that? The very best way that I possibly can is the only way I can answer that.

 
All right?

 
So if I wanted to do a text message campaign, I might start my automation and let me come across to my demo company here. Guys, are you wait, you're still seeing my beautiful whiteboard here? Hang on, let me reshare this desktop over here. All right, so let me come back a step again, comment. You can see our branding here. Let's have a look. I've got business name with a phone number. Some have got numbers, some have got names, some I've got something, some I've got none. If I was going to do a text message campaign. Hey, banana. I didn't see you there before, man. Great to have you with us. Keith, faith. Hey, guys. Vexion shane's here as well. Mario, thanks, guys, for dropping in. I really appreciate it. So some we've got names, some we've got numbers, some we've got some, some we got nothing. All right, so how do I handle that? So if I was building a text message campaign, the first thing I'm going to do is create a workflow. And in that first step of the workflow is I'm going to qualify it out. So I'm going to say whatever the trigger is.

 
But my first action is an if else. All right, so if else. And we're going to cheque. That the condition. Phone number is present. So I'm going to say has phone and then I'm going to say in the contact details, let's go down to phone number and I'm going to say is not empty.

 
Right. Save. Cool.

 
So now I can say they had the phone number. Awesome. Send him an SMS.

 
All right. Blah, whatever.

 
Okay, doesn't have a phone number. Okay, send them an email, blah, whatever. Okay, so how do I handle it? In the best possible way that I can. I can only work with what I've got. It's actually impossible to work with what you don't have. You cannot do what you cannot do. Simple.

 
Right.

 
But I can work with what I have. So that's step one. Step two and let me talk about this one face to face. Is there's a concept called the Agoji sequence?

 
Right?

 
And I've talked about this before. We've got a specific training on it. But the Agoji sequence is basically contact everyone on every channel that you possibly can over a period of time. If you're serious. Now, can you do that a thousand times a month? Sure, but I need a team. I'm going to be doing it for a client and I'm in charging them a lot. John, logo start. But what is the Agoi sequence? The Goji sequence work like this. I only have the company website, an info at email address and the company I don't have their phone number, but I want to reach the CEO and I can see him on LinkedIn. So I'm going to go like this. I'm going to go to the website and fill out the contact form on their website that says, hi, my name is I'm trying to reach your CEO.

 
Right?

 
So that's contact point number one. I'm going to send a LinkedIn message that says, hey, John, Walt here. Just send an email across. Hopefully your team forward it to you. If I haven't heard back, I'll give you a call in a couple of days.

 
Right?

 
Contact number two, I'm going to look for him on Facebook. I'm going to send a message on their Facebook page. Hey, guys, send you an email and a LinkedIn. Just trying to reach John. If you can help me reach him, that'd be great. Next, if this is a $50,000 deal, would I send them a gift in the mail to try and capture their attention? Yes, sure would, right? Nice bottle of wine, cost me $10. Put John's name on it. Hey, John, send you an email, reach out to you on LinkedIn. Trying to reach you on Facebook. My name's is my number is love to have a conversation about. Give me a call when you get the bottle. Right now, guys, if you think that any of that is overkill, then think about the value of the client right now. Do I do that for every one of my thousand prospects? No. We run what we call a Dream 100 system, right? If that client and I'm going to make two grand a month out of this client, I'm just going to churn and burn it's. Just going to be as many as I can and keep them going, move it through.

 
But if that client is potentially worth 50 grand to me, then, dude, I will send them a bottle of wine. I'll reach them on LinkedIn. I'll send them a postcard to follow up. I'll send them an email, drop them an Instagram DM, reach you out to them on Facebook, comment on the wife's wedding photos. I will do all of that in a sequence without being a stalker. I am trying to do business with this person.

 
All right?

 
I actually got offered the marketing manager's role for Hyundai in New Zealand. Because I saw the job advertised, I had no qualifications and I just sent them a bowling ball. You want to know how much? How freaking expensive? You want to pick something that's expensive to send, send a bowling ball. It's freaking heavy. It was a bad decision, but I sent a bowling ball with a yellow Post it note that says, marketing is about hitting the right pins at the right time. If you want to strike, my number is right. They called me back and said, you got the job, when can you start? And I said, I've just been offered an operations manager a role in the back in Australia and I'm heading off, but thanks, I appreciate it. I got off with the role. No interview, right? So if you don't have the phone number, can you find them on Facebook, Instagram, DM, whatever? If you've got their email but no phone, ask for the phone. If you've got their LinkedIn profile and nothing else, message them, all right? Comment on one of their recent posts everywhere you can, as often as you can.

 
If it's important to you, go and do business with them, all right? So, Max. Hopefully that helps. I haven't scrolled down to see all the questions, but let me push stop on that one.