The best growth and lead generation tools

The steps to follow for a successful lead generation
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Before diving into lead generation, it's essential to understand that scraping data like email addresses and phone numbers isn't trivial or free.

Each personal email address can cost up to €0.15 and for telephone numbers, the rate can increase to €0.30. These costs can quickly add up, especially if the targeting or collection strategy is not well defined from the start.

To maximize the effectiveness of each loan invested, thorough preparation is essential. This involves defining your target, choosing the right tools, and optimizing your workflow in order to obtain relevant and high-potential leads.

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1. Understanding your ICP

To succeed in your lead generation strategy, it is essential to start with a clear definition of your Ideal Customer Profile (ICP).

This means accurately identifying the business sectors, business sizes, industries, and geographic regions where your ideal prospects are located. By refining your targeting in this way, you avoid unnecessary efforts and focus your resources on truly qualified leads.

For 99 dollars a month, Sales Navigator from LinkedIn is an excellent tool for mapping this profile in databases of professional contacts, especially in Europe where the tool is particularly popular. It allows you to create targeted lists of companies and contacts that perfectly match the criteria of your ICP. Pharow can also be considered for wider targeting, even if Sales Navigator is often more effective for European campaigns. With these tools, you have the means to identify, select and engage your key prospects in the best conditions.

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If you have more budget and your targets are suitable, you can use other actors who offer already enriched lists of prospects such as ZoomInfo, SocieteInfo or SalesIntelligence. These are tools that offer a complete platform for segmenting prospects with the possibility of doing your mailing campaigns directly on it without impacting your domain name, which can be interesting if you do not have a CRM but which has a higher cost. But to get the phone numbers, you'll have to scrap them elsewhere anyway.

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2. Identify and target relevant contacts

Once you've established your KPI, it's time to find the right decision-makers to speed up the decision-making process. These profiles can include procurement managers, IT directors, or anyone else with strategic decision-making power related to your offer.

While LinkedIn Sales Navigator is great for finding these profiles, it has its limitations: it doesn't allow lists to be exported directly off the platform. An alternative would be to use scraping tools like PhantomBuster or Kaspr. These offer widgets that make it easy to extract data, but each extraction is limited to 2,500 leads.

To go beyond this limit and work directly on CSV files for further enrichments, Vayne is a solution of choice for a ridiculous price. For $250 per year, it allows you to export listings and enrich them more effectively while allowing you to work on comprehensive and structured databases. This approach optimizes lead collection without the need to make lots of lists; it's easier to find your way around.

You give it the link to your Sales Nav search and it exports the contacts to you in a CSV.

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3. Use appropriate tools for each type of data

For a successful lead generation strategy, having reliable contact information from your prospects, such as email addresses and phone numbers, is crucial. Here are the recommended tools to get this information effectively:

• Email address verification: Fullenrich and Enrow are powerful tools for collecting and verifying email addresses. Fullenrich is distinguished by its ability to cross-reference information with fifteen suppliers, thus ensuring maximum coverage and precision. Enrow, on the other hand, specializes in checking emails to avoid bounces. Unlike some tools like Kaspr, Enrow includes advanced verification features that increase the reliability of collected addresses. Obtaining lots of email addresses is good but if they are not verified it is useless.
• Obtaining telephone numbers: To collect telephone numbers, especially in France, solutions such as Kaspr and Lusha are very effective. Kaspr offers a simple interface (or an API key to work directly on your Sheet file), allowing you to quickly obtain phone numbers. Lusha, on the other hand, is appreciated for the quality and accuracy of its data.

These tools, when integrated into your workflow, allow you to build accurate databases, ready for effective prospecting.

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4. Test the workflow on a sample

Before deploying the process on a large scale, test a sample to detect possible problems, such as email bounce rates or phone number accuracy. By using a sequence of emails on HubSpot for example, you can thus validate the quality of the information collected and optimize your strategy. However, be careful not to end up in Spam and negatively impact your domain name.

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5. Monitoring and evaluating data quality

Data quality is crucial for reliable results. Follow up to make sure phone numbers and email addresses are up to date. Automate personalized follow-ups for each segment with accurate data on the online behaviors and interactions of your prospects, which will increase the effectiveness of conversion.

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6. Negotiate rates and manage deduplication

Scraping tools, while numerous, can be expensive if subscriptions are poorly managed. Negotiate rates for each service and set up an effective deduplication system with unique identifiers, such as LinkedIn profiles, to avoid duplicates in your CRM. Also, make sure that your CRM has effective deduplication rules so as not to import numerous duplicates into the CRM because all the efforts made may become counterproductive...

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7. Monitor data quality and adjust strategy

Modern scraping tools allow for direct integration with CRMs, making lead tracking more fluid. By automating collection and qualification processes, sales teams can adapt the strategy in real time, adding segmentation information that allows for a more targeted and effective marketing approach.

By applying these steps and using appropriate tools, you will build a robust and scalable lead generation strategy, making it possible to target qualified prospects while optimizing the effectiveness of acquisition campaigns.

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Conclusion

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Depending on your ICP, your timing, your budget, your preferences and technical skills, there are as many methods and tools that can meet your challenges. Chez Kano, we help our customers to set up efficient lead generation. Contact us to find out how we can support you in optimizing your commercial performance!

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