How to narrow down the search for better results

Created by Joanna Love Mojares Panizales, Modified on Mon, 08 May 2023 at 04:24 AM by Joanna Love Mojares Panizales



Oh, man, thank you. I appreciate it. I know it's Saturday, your time, so I appreciate it a lot. Thank you.

No worries, man. This is what we do. It's what we love.

I got just a couple of questions. Most of them are pretty quick, but the first is, okay, so if we're talking about ideal clients through the WLS and stuff, I just for myself would like to get a little more granular and would love how you would pitch this. So for example, say I'm going to make this up, say somebody's targeting accounts, CPAs. Well, that's their target, not necessarily their ideal prospect. So within the search, is there a way to get more granular and say, Okay, well, this type of an accountant or this type of a lawyer or whatever it is? Does that makes sense.

It depends on how they list. Mr. Ron Palantir, who's here with us on the call, one of our infamous every quick Q&A calls, man, we love you so much. We did a search with Ron two weeks ago, I think, and Ron was looking for a doctor, like MDs. But we didn't want just the practice, we wanted the actual person and we wanted not just a general practice, we wanted very specific. And as we ran that search, we got more and more detailed with what we were looking for. And I want to show you what I mean, because it'll make sense when you see what we're talking about here. So with Ron, we started by looking for, and I think it was in Las Vegas, Ron, that we were doing our search. So let me just grab a campaign here. And we started off by going, let's look for doctors and let's look in Las Vegas. And I'll show you the same thing in account in just a second. So we're going doctors in Las Vegas, and we get all of these ones. Damn, it's not... What we're looking for is that guy. We're looking for the...

So we did this a few times with our searches. We're looking for the guy that's the independent. And we can see here that it's something MD, something, something. There's a clinic, there's a clinic. This is MD, this is a clinic. We don't want the clinics, we just want the people. So we ended up coming up and changing our search. And you can see I've actually got it saved in my history there. We ended up with Dr. Private MD. And then when we ran that search, the whole list was then full of the exact people we're looking for, MD, MD, MD, MD, MD, MD, MD, MD, MD, MD. So CPAs are the same. So we can say, I'm looking for an accountant. Okay, cool. Let's see if we can find an accountant. And we're going to find lots and lots of accountants and their businesses and whatever. But we can see here that, again, they have CPA. But we might get really specific. We might say CPA tax or something like that. And we're going to get different results based on what we've searched for. Tax accounting, tax, standard CPA, CPA. So we're just going to have to play a little bit with what we type in.

But that particular request, David, is an easy one because accountants identify themselves with letters. How do builders differentiate themselves? How does a lawn care guy differentiate himself? So it's literally the way that businesses describe themselves will allow you to search. So there's two answers to the question. Number one, if I'm looking for a specific subset of a business, I'm looking for... Let's go, this is an easy one. I'm looking for not just carpet cleaners, but I'm looking for commercial carpet cleaners. Okay, cool. I can do that in my search. No troubles, easy. So that's method number one. If that business describes themselves in a specific way, I can use that in my search to narrow down the results. But part two of that comes where we say, then we need to let the campaign filter the rest out. So we might run for, let's go with business coaches, okay? And we go, Hey, I'm looking for business coaches that deal with, I don't know, teenagers. Right? Sorry, I wouldn't be a business coach in that case. I'm looking for personal coaches that deal with teenagers and family problems because that's my specialty. So we're going to need to let the campaign do that because it would be...

So we can filter as much as we can, family, personal coach, teenagers. We can add that into the search, but you're going to get a lot of other results in there as well. So then you're going to need to let the campaign filter the rest out. And that's where we know that we've targeted as much as we can. But then our email copy and our web page says something like, if you're a personal coach that deals with teenagers who are having family problems, then we need to speak. So you'll email 100 people and only 15 of them will resonate with that message. And of those 15, 10 will click. So we filter as much as we can at a search level, and then we need to let the campaign filter the rest out by the way that the language that we're using.

Awesome. Thank you. And I get a little confused too on when do you get to use industry and when do you use people? Because I think you could do CPA in the people also, right?

Yeah, you sure can. So again, my answer is going to be there. Use the people first, but unfortunately, the results are going to be narrowed. So the reality is that especially when we get to things like CEOs and C suite executives, they tend not to publish their email address. God knows why. They don't want people emailing them. I can't understand it. But they tend to keep it private. So they won't publish that email address. And we always say that our data is compliant. We're not scraping anything that's not meant to be available. So if they make that email address available, it's great. So I could do my search and people search. I could get my CPAs. If I ran 500 people search, I might only get 150. Well, that's great. I know that I'm talking to the right person, but it's only 150, and I really need to hit a bit more volume. So I would say in that position, use your people search first, and then you know that you've got the cream of the crop from that, but it's going to be thin. And then use your industry search to bulk that out and get more through the process as you go.

Got it. I've talked before about what I used to call level one and level two campaigns. An example, we were running with a company here in Australia, they were building conferences and they wanted CEOs to attend their conferences. We do level one, we run a people search, we look for a CEO, we get a very small percentage of email addresses, but we know that that's the exact person I need to email. So that's my level one campaign. Hit send. Beautiful. But it's not enough. And then I'd run a level two campaign. My level 2 campaign uses the industry search, but I don't know if I'm getting the CEO. I don't know how I can reach that person. The first one was the industry or people? People. Let me show and tell as my 11 year old daughter will tell me to do. So so my first search is a people search and I know that it's gold. Let me do my people search. I want CEO of tech startups. There you go. Again, in my history, I want a CEO of a tech startup company in let's stay with Las Vegas. All right, boom. And I'll answer the Apple question from Ron there in a few seconds as well.

So I know I've got the CEO, I've got the CEO, I've got the CEO. I've got the founder. I've got the founder. I like, Great, amazing, cool. Get as many as I can. Load them up, bring them in. These are my gold. Perfect. So I'm running my people search and I know that I've got the right people coming through. But what I also know is I'm not going to get a lot of results. But I'll come down, I'll get as many as I can. So let me just grab that one. I added them to this campaign. It might just take a few seconds to get all of the answers here, but let's see. So let's see. I'll come back and refresh this in just a second. But you can see that at that moment, my email address count is pretty slim. So getting here, obviously, we've still got a few searches still running. So all of these ones at the top, if it hasn't filled something out, it's still searching. So let me just refresh it and I'll come back. And in my next update, there's some cool stuff coming in that space as well. So let this go.

Maybe we've got a few more. Okay, we do have a few more. Okay, great. We've got a lot there. So one in looks like about one in seven, two in seven, three in seven. Maybe we've got 10 %. No, sorry, maybe we've got 20 % of email addresses that come through. Beautiful. From 200, 20 %, 40, I know that those 40 emails are going to the CEO and I'm happy. Great. But, dude, I don't want to have 40 conversations. I want to have 400 conversations. It's not enough. So now I've got my gold. Now I need to start to dig a little deeper. So once I've run my gold level one campaign, I've put them into my CEO campaign and I'm hit and send. The next thing I'm going to do is I'm going to run an industry search. So I've already got this here. I'll use demo campaign again. And I'll come across and I'll do a new search and I'll go doing a campaign for tech startup might not be the best, but I'll see what I can find. Tech startup, Las Vegas. Nobody describes themselves as a tech startup unless they're naive. Oh, there we go.

Startup incubator, startup Vegas, startup startup startup. So these are more incubators than companies. But now I'll be able to find whoever I'm looking for. Okay. And here's how my campaign will go. We used to call it the Who's Your CMO Campaign. Now I'm going to take all of these results and I'm going to email them with a very simple question. And the question goes like this. For the team at startup incubator. Com, for the team at startup NV, startup Vegas, for the team at gunner technology, Hey guys, I'm just trying to reach your CMO. Can you let me know who that might be and how to reach them? Okay, so my level one campaign, I know who I'm trying to reach and I've got their details. My level two campaign is a two step system. I email first and say, Hey guys, I'm trying to reach your CMO. Could you let me know who to email to? Now I'm looking for a reply. I want the receptionist to get that email and go, Oh, you're trying to reach Joseph. His email is blah, blah, blah. I go, Thanks very much for the reply. I really appreciate it.

I take Joseph's email and I put it into the level one campaign. So I'm digging now and I'm taking every gold nugget that I find and putting it back into the level one campaign. As a bonus, this also helps your email deliverability. Why? Because I am asking that person for a reply. And if the email gods, let's say it's Gmail because they still control 48 % of all email. If Gmail sees a conversation rather than a broadcast, they know that your email address is valid, so they'll actually get you further into the inbox. So we used to run the Who's Your CMO campaign a lot just purely so that we get conversation going on. And then we know that we're actually helping our email deliverability as well.

Now, what about on the single search? I was just going to say, say you wanted to target... I think your example in training was nurses out of hospital. Would you put in that nurses and that specific hospital?

Not nurses, you just put in the one address itself. So let me jump over. And so we go.

New search. But you could get everyone that you're not looking for, though, correct?

Well, yeah, it depends. If you In that example, what we did with the mortgage broker, we wanted everybody that worked at the hospital. Every email address was great. It doesn't matter whether they're the janitor or the level two nurse or the ER. It doesn't matter. If they work at that hospital, we want to talk to them. In that case, the single search is brilliant. We go, Okay, cool. Grab me a single search. Let me drop a website in here and I'll use the one that I think it was Ron dropped in, apple. Com. I can get everybody, like the manager. I've got Jeremy, Giovana, Ellen is the local account executive. This is what I said before, Daniel, this search will use your credits quickly, the quickest of them all, because on that page, I've got 10 results. Here's an important thing, and this is answering to Ron's question. We slow this down deliberately. We slow this down deliberately because there are, I don't know how, however many, hundreds of thousands of employees at Apple. But if you hit go and found 1,000 and you've wiped out your entire credits for the month, are you happy with me or not?

No. And are your client is happy with you because you've sold them the system? No. So we slow this down deliberately. We say, Okay, I've got good results here, but I want more. You're going to get 10 at a time. So you can literally control the speed of how many results you're getting here from any one company. Any website. So for example, not everybody has a list like this. It's typically the bigger companies. But that hospital example, Chicago Hospital. I can't remember it. Chicago... Chicago Hospital. It is that one, John Stroger. I can grab the John Stroger University Hospital and I get their website. It's cookcountyhealth. Org. all right, so I'll just grab their website, pop it into my lead system. Just up here, just like that, cookcountyhealth. Org, go. So you don't need to look for nurses. You're only getting the entire list. We got the CEO there, which is cool. But again, I'm loading up these. These are all the employees at Cook County Health. So the single search works really well if you've got one company and you want to target them. And a great example is where we do work with gyms, for example.

So we say to a gym owner, Walk outside and look around you. What are the buildings with the names on them? Let's put those into the system because that company has probably got 200 employees. And if you can do a special offer to the employees of X, Y, Z company, you got a lot of gym members that are working next door to your gym. So let's do that campaign. So the single search works really, really well when you want to target one.

Company and get those results. Another quick question.

While you're on.

That screen. Yeah, man. The tracker to show how many... Right there, leads generated. So for, say, my leads, but then also my clients, is there a way to know how many you have used, what you have left, and when the date is that it refreshes? Yeah. So yes is the short answer. So you'll be able to see that.

You'll be able to see how many have used. And you can also do that for the clients that you refer. So when you refer clients, you just come up to your name up the top here and just click to Related Accounts. And these will be your direct referred accounts. You can see I've got lots of test accounts here. But on my Related Accounts, if I come on over to the right-hand side here, I've got Login As. So I can actually log in to my client's account. I'm just seeing if I've got... I think this is all test stuff. Oh, there was one. Bobby, go back. Go back, go back. Bobby. Okay, cool. So I can hit Login As, and I log in as that specific client, and I can see how many they've run and all that stuff. I don't have their renewal date on this screen, but I do have their renewal date in the dashboard. So in the app. White label sheet... I've got too many screens, where are we? This one, the dashboard. In the customer's screen and in the Stripe subscription screen, again, I haven't got any sub accounts in here for me personally, but you'll see that you have subscribers here.

Let me see if I can do my login thing. Is it your billing date? Is that the refresh date? Yes. Okay. Then I see. Okay. I didn't know.

That was the... Got it. Okay, that's awesome. And then my.

Last question is, I.

Love the looks of your comment suite. And I know one of your trainings, you said that you use PIMP by GHL. So two questions on that. One is, do you have an affiliate, folks, that want to get it. And then do you also have a promo code, which would be cool, too? Yeah, actually, they did a good deal for us. I'll grab you the link.

So I've just logged into one of our partner's accounts, and I'm just going to go to their Straps description because I know they've got some things there. And again, you can see that the date of that creation and when they're billing dates coming up.

So that's what I've saw on February third or whatever. So on May third, you'll refresh.

Yeah, exactly right. Is when it starts at zero. Pimp My GHL. So our design, we love what the guys from Pimp My GHL did. James and the team, and they put together a good deal for our clients. Way too fast. What's the name of the group? Hang on, I'll drop it in here. Pimp My GHL. Pimp My GHL. Okay. And if you go to whitelablesuite. Com pimpmyghl, I'll show you what's there. They did a good deal for our clients. And yes, this is through our affiliate link, so feel free to go directly to it if you want to. But this is the deal. So you get the customization, you get a whole bunch of extra stuff included. So you get a branded login screen, the theme, the sidebar and icons, a whole bunch of really cool stuff. They give you a privacy tool. Actually, that privacy tool is amazing when you're doing demos. Lots and lots and lots and lots of lots of cool stuff. And I think it is $1,000. And then $47 a month for all of the updates whenever GHL do that stuff. So you can pay... Awesome. There you go. Actually, there's the deal.

You get the monthly maintenance included. Oh, no. Sorry. Sorry. Sorry. Sorry. Sorry. You can do 997. That's normally $19.97. So you can do 997 and $47 a month, which means they keep it updated for you, or you can just go just brand me and I'll deal with my updates later on.

Okay, got it. Awesome. Hey, thanks so much for answering all my questions. I appreciate it.

No worries, man. Again, I'm sorry to keep you waiting. There's only one of me, but I do get through and give as much detail as I can. So I appreciate it, man. Thank you. All right, guys, let me just do that and come back.

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