How to Find Businesses Over a Certain Size When Prospecting

 
Hey, how are you doing, man?


Hey, Walt. What's going on, buddy? Good to see you. Thanks for your help there. All these Saturday mornings, my Friday afternoon, usually turns into a nice little mini mastermind with you.


With me, it would be like have a wine with Walt. Grab a.


Glass of wine. That's right. Man, you could upsell this for sure. Hey, let me ask you real quick. My question really relates to how to target a little bit more granular with industries. For example, if I want to, for myself or for a client, say target an industry, say chemical manufacturing for 100-1,000 employees, what could I do that? I'm thinking about LinkedIn, Navigator, obviously, but from a WLS standpoint, what can I do?


Yeah, great question. Let's do that as a campaign to start with. If we went for chemical manufacturing, so as an industry search, so let's do this and let's start. Where about to base, David?


I am from Mississippi, but I'm currently in Mexico.


Cool. All right. Let's just kick in with Mississippi, Jackson.


Yes.


All right. Let's start with Jackson, Mississippi, and then we can start. We can move out from there. Chemical Manufacturer. As we run this search and start to get some results in here. Industrial Chemical Solutions, we're starting to get a few coming in, which is great. Let's zoom out a little bit and start to look at what else we can find around. What's our biggest city? Is Jackson the biggest city in Memphis, of course.


Oh, yeah, closer it's going to be Memphis. Then Atlanta, Georgia is about six hours away. Dallas, Texas on the west side is another six hour away.


Cool. Is what you're doing for these guys going to be locally based or is it online?


No, this is actually going to be... This is a new product I'm doing with my expense reduction division, and that is this is going to be primarily this expense reduction product that we're launching is actually going to be workers' comp.


Oh, wow. Okay, cool. You can do nationally. You could go everywhere. Once you run this search, what I was going to show you is we now have the employee count inside of WLS as well. Here we can actually see our employees. Now, you'll see some don't have that. It's like, Why doesn't everyone have it? If they've got a LinkedIn business page, then we can get the employee count. Once you actually have your results here, you can start to see that you're getting these employees, and then you can philtre. We can say, Okay, now we're going to philtre where our company size is more than… I don't know, if somebody had 500 employees, would you still talk to them?


Yes.


If somebody had 200 employees, would you still talk to them?


Two hundred, yes.


If they had 100 employees, would you still talk to them?


Yeah, I can go down to 25 before it makes no sense, but I was just trying to go for the big ass.


Yeah, sure. Well, you can start there. But so let's just go. Everybody that's got more than 500 employees as a starting point. Out of 24, there are five here in 10 seconds that we found that have got more than 500 employees. These guys have got 24,000 employees. That's part of the same group. These guys have got 5,000 employees. These have got 2,000 employees. These guys have got 1,700 employees. Is that a good starting point?


Absolutely. That's good stuff.


Now, we did one or two pin drops on a map in one state and picked up five high end chemical manufacturers.


That's right.

We can do that 100 times over. The real question is, if you're getting one of these clients across the line and you're doing expense reduction and you're talking to them about workers' compensation, that stuff, what's the deal worth to you?

Right.

It could be 10, 20.

30,000, right? Yeah, depends on the size of the client. Yeah, absolutely.

Beautiful. You don't need 25,000 results. A couple of hundred is going to keep you busy all year if you've got the opportunity to work with these guys. The tool itself can absolutely help you lock in those results and just use it the same way as you always do and be able to philtre based on that employee count and you're in a good space.

Cool. If I understood you correctly, the employee count comes up automatically. I just don't remember seeing that.

Yeah. So any of the companies that have got a LinkedIn profile that's connected to them, we can get there.

Good. And most manufacturers are probably going to have that, right?

Most big ones.

Yes. Yes. And the way to do it by state, you can put in Dallas, Texas, and I would get the entire DFW on MetroPlex?

Yes. Let's give it a go. Chemical in Dallas, Texas, if we start there, and again remembering how the tool works. The tool works getting its first results based from Google. So where a company lists itself as a business in Google is where we're going to find them. We can start in a city. If we start in Dallas, we'll get, Well, there's some really great results from a chemical manufacturer and point of view in Dallas. Yeah, which is really cool. But even as we zoom out, what we can see is that it's very centred. You're asking the system to find results in a pin drop. Don't forget that those things first you're going to want to hit this button down the bottom, load more. You can load more up to three or four times on every single pin drop. Load more, load more, load more. Now we've expanded, we've run out of the Load More option. But as I look in here, we're still in a very tight area here. Now I've got Dallas, Texas, and it's found everybody here. But I can see straight away there's big suburbs like Plano and Garland and Irving that are around that I can immediately extend.

I can come in here and I say, Okay, find me in Garland, Texas. What we'll see is we'll see all of these red dots move on the map as more results are coming in Garland. Now we might have got all of the results here with that pin drop, but just by moving a tiny bit, look how many more. That's right. Now we've got Garland and I can do the same thing in Plano.

Can you do state specific, like just Texas?

Yeah, great question. Let me show you the answer to that. The short answer is you can, but you don't get as good a result because... Here we go. Now we've got Plano and another bunch of results came in there. If I just picked, let me not do Texas because we've already got those results, but if I just picked, for example, Mississippi, I won't do that one because it's too hard to spell, but Alabama. If I just went like Alabama at a state level, I can do a state-level search and I will end up with five or 10 results.

 
But.

 
I won't end up with hundreds of results. I'm like, Why not? Doesn't it list that way? Okay, cool. I got however many results... I'm at 14, okay? I do have the opportunity to load a few more. I can do that. It's quicker, but I'm not getting as many results. For example, if I dived in deep here and I went specifically to Montgomery in Alabama. You can see I've got zero results here. I've got zero results in Montgomery.

 
How does it philtre and reduce down what criterias it use just to give you those few.

 
Right. Let me just run that with Montgomery, and I'll show you what I'm talking about. We didn't get any results in a statewide search. Look at all these ones that we wouldn't have got. Why does it do that? Because our first way of getting results is Google Maps. A business typically, when they list their business, maps. They don't list themselves at a state level because they use Google Maps to list themselves at a local level. An example, a chemical manufacturer doesn't say, We are a chemical manufacturer in Alabama. No, they don't. They say, We are a chemical manufacturer in Montgomery, Alabama. Google Maps uses location-based data to generate closest results first. That example we can put in there, you're in the United States, and we might only get eight or 10 results. It's like, Damn, it's not even... There's thousands in one state because the business themselves lists their address at a city-based level.

 
I understand.

 
Because we're using Google Maps, they're the best location data, and believe me, we've looked at about 25 different alternatives, they're the best location data, and we're looking location-specific on our search, best results come at city level. If we can use the tool to just next suburb, next suburb, next suburb, next suburb, next suburb, next suburb, you get so much more density in your results. Now I'm just purely out of interest. Let's go and have a look at our chemical manufacturers here. We've still got our philtre turned on, and now we have 22 records that have got more than 500 employees, chemical manufacturers in a couple of different states. Within a few minutes, we can really nail this out for you.

 
Perfect.

 
Works well? Thank you.

 
Good stuff. Thank you.

 
You're welcome. You're welcome. Guys, let me just wrap that little recording with one simple statement. If we can do that for chemical manufacturers with 500 employees and more, and we can put 22 high end chemical manufacturers on a screen in front of people in minutes, how many people would be interested in that data? Thousands. Now, here's what I want to wrap that with. You guys have an opportunity to sell this software. To who? To everybody that wants that data. Now it doesn't have to be chemical manufacturers, right? Who would like packaging companies with 100 employees or more? Who would like glass manufacturers with 50 employees or more? Who would want educational facilities that have got 100 staff and above? Well, the great thing is you guys have a white-labeled licence to a tool that can generate that data. Again, I just want to come back to a statement I made a few moments ago. We have got a massive sales team right now and they are not selling DHL. Again, I'm DHL's biggest fan. I will stand on the stage in Dallas in a couple of weeks with a big banner saying, DHL is freaking amazing, and they are.

 
But here's what I know for sure, that most companies are already running something and are very reluctant to change. Most companies that have got any size or depth to them. I'm already running HubSpot. I've already got Salesforce running in the background. I've been running Zoho for the last 20 years, and there's no way I'm going to change it. The hardest cell of all is getting somebody to feature switch between CRM programmes because the change is a freaking nightmare. The only people that aren't running a CRM are small-end companies like getting started. Great feeding ground for DHL. There are literally thousands of DHL agency owners who have got thousands of DHL clients at 97 bucks a month and are doing super well. We personally, our agency, struggled to crack that case, struggled to get traction, selling the whole CRM programme. But man, the traction on selling leads is just like fish in a barrel. It's like just, again, wrapping that up, we were able to find chemical manufacturers with 500 employees and above a couple of pin drops in minutes. High-end clients. How many people would want the data that this tool can provide? You guys have got a white-label licence, which means you can sell it all day, every day, and there are companies out there that are really looking for this.

 
It doesn't matter if they're running HubSpot. In fact, it's great if they do. Our client, a couple of weeks ago, $10,000 sale of the leads programme, just leads programme, has a financial planner who's got five BDMs and is just looking for a business-based relationship to feed these BDMs, running HubSpot, but dropped $10,000 on us to give them a leads tool. Again, guys, I just want to wrap your head around this. Don't be limited by selling a CRM programme or a website system or whatever it is. You have a leads tool that people are just hungry for. And somebody once said to me, My very first online business was selling online advertising. And somebody said to me a phrase that I'll never forget. When times are good, businesses advertise. When times are tough, they have to. What you have in your hands is a virtually recession-proof tool that business are going to be hungry for in the next 12-24 months. Take advantage. You guys have got a licence to go out and smash it. Hopefully that's helpful. David, Arnold, great to see you, man. Thank you for the opportunity to show you that off. The employee account is… I'm just trying to think of one.

 
Man, as I look at that first result from one of those things at 34,000 employees, man, there's some serious data that you guys can pull from that toolkit and get in touch. How many? We've got, wow, dozens of dozens and dozens and dozens of contact details, senior communications partner, support team manager, dozens and dozens of people in their result. The data in the tool is super valuable, guys. Get it into the hands of people who need it and build your own recurring income as a result. David, thanks for.