How to Build a Targeted Lead List for Staffing & Recruitment Agencies (Apollo.io Live Demo)
Summary
TLDRThis video demonstrates a live walkthrough of building a lead list using Apollo, focused on a specific ideal customer profile (ICP). The example uses a recruitment platform called H Line, targeting construction businesses. The presenter shows how to gather relevant companies and contacts by filtering criteria such as industry, company size, job postings, and HR-related roles. The lead list is refined further by excluding recruitment businesses and selecting key decision-makers. Finally, the presenter explains how to export, verify, and use the list for outreach.
Takeaways
- 📝 The video demonstrates a live lead list build inside Apollo based on a specific ICP (Ideal Customer Profile).
- 🏗️ The example company used is H Line, a recruitment platform focused on construction businesses.
- 🔍 The video shows how to gather context from the company's website to understand the industry and fit.
- 📊 The target industry is construction, and the ideal company size is between 500 to 1,000 employees.
- 🔑 The lead search focuses on job postings, filtering for specific job roles such as heavy equipment operators, CDL drivers, and earthwork professionals.
- 🌍 The location filter is set to companies based in the United States.
- 👥 The search is refined by targeting HR leaders, recruiting, talent acquisition, and other HR professionals.
- 📉 Exclusions like staffing and recruiting businesses are applied to narrow down the lead list further.
- 📋 The result is a list of about 900 qualified leads, which can be expanded by adjusting filters like job titles and employee counts.
- ✅ The final step involves exporting the list, verifying it using an email verification tool, and conducting outreach based on the validated contacts.
Q & A
What is the main objective of the video?
-The main objective of the video is to demonstrate how to build a lead list using the Apollo platform by following a specific Ideal Customer Profile (ICP).
Which company is used as an example in this lead list-building process?
-The company used as an example is H Line, a recruitment platform co-founded by Will Hu.
What industry is targeted in this example?
-The construction industry is targeted in this example.
What company size is considered ideal for this lead list?
-The ideal company size for this lead list is between 500 and 1,000 employees.
What is the purpose of looking at job postings during the lead list-building process?
-The purpose of looking at job postings is to identify companies that are currently hiring and in need of recruitment services, making them ideal targets for outreach.
Which job roles are mentioned as being relevant for this recruitment effort?
-Roles like heavy equipment operator, CDL-A driver, rolloff, earthwork, foundation, and demolition are mentioned as relevant for this recruitment effort.
How does the speaker narrow down the list of potential leads?
-The speaker narrows down the list by filtering based on the U.S. location, company size (500-1,000 employees), job titles (HR leaders, talent acquisition, recruitment, etc.), and by excluding companies in the staffing and recruiting industry.
What are some job titles the speaker suggests targeting?
-The speaker suggests targeting job titles such as HR leaders, recruiting professionals, talent acquisition managers, directors, VPs, and C-level executives.
How does the speaker suggest handling large lead lists?
-The speaker suggests breaking down large lead lists by using advanced filters like company size, job roles, and industry. Additionally, exporting smaller batches (100 at a time) for outreach and verification.
What verification tool is recommended to ensure the lead list is accurate?
-The speaker recommends using 'Million Verifier' to verify the validity of the lead list before proceeding with outreach.
Outlines
🛠️ Setting Up a Lead List for H Line Recruitment
In this paragraph, the presenter introduces the concept of building a lead list using Apollo for a company called H Line, co-founded by a friend named Will. H Line is a recruitment platform that caters to various businesses, and for this demo, they will focus on construction businesses. The goal is to create a list of companies that match the ideal client profile (ICP) based on size and industry, specifically targeting companies in the construction industry with around 500 employees.
🔍 Refining the Company Search and Defining Keywords
The presenter demonstrates how to gather relevant company data from the H Line website to build the lead list. They refine the search by narrowing the list to construction businesses. The focus shifts to identifying companies currently hiring specific roles, such as heavy equipment operators and other related positions, like CDL drivers and demolition experts. Keywords related to job postings and company size help in filtering and refining the results, leading to an initial list of 1,500 companies.
📊 Narrowing Down the List by Location and Job Roles
The list is further refined by filtering companies based in the United States. The presenter focuses on companies with 500-1,000 employees, specifically targeting Human Resources (HR) leaders who handle recruitment. Job titles such as talent acquisition, talent management, and HR professionals are added to the search filters, which reduces the list to around 3,500 potential contacts.
📉 Filtering by Seniority and Excluding Unrelated Companies
The presenter explains how to further segment the list by targeting HR managers, directors, and VPs at companies with 200-1,000 employees. They also include C-suite executives to cover all management levels. Then, they apply exclusions to remove companies in the staffing and recruiting business, which reduces the list to about 900 potential leads. This refined list now includes relevant decision-makers across different HR roles and industries.
✅ Final Adjustments and Exporting the Lead List
After verifying the accuracy of the refined list, the presenter suggests expanding the lead list by adding more job titles, increasing job postings, and adjusting employee counts if necessary. Once the list is complete, it can be exported in batches of 100 or more, depending on the plan used. Finally, the presenter recommends using an email verifier service to validate the contacts before conducting outreach, ensuring the lead list is ready for action.
Mindmap
Keywords
💡ICP (Ideal Customer Profile)
💡Lead List
💡Apollo
💡Recruitment Platform
💡Construction Businesses
💡Job Postings
💡Human Resources (HR)
💡Exclusions
💡Filtering
💡Export and Verification
Highlights
The video demonstrates how to build a live lead list inside Apollo using a specific Ideal Customer Profile (ICP).
The example used is a company called H Line, co-founded by Will Hu, a recruitment platform catering to various businesses.
For this demo, the focus is on construction businesses, using a recruitment strategy tailored to their needs.
A key element is identifying businesses in the construction industry with a workforce size between 500 and 1,000 employees.
Using keywords like 'heavy equipment operator,' 'earthwork,' and 'demolition' helps narrow the search for relevant job roles.
Filtering by companies currently hiring, and using specific job postings, refines the lead list.
Focus on HR roles within these companies, targeting recruiting professionals such as talent acquisition managers.
Geographic targeting is another filter, limiting the search to businesses based in the United States.
The video shows how to exclude certain sectors, such as staffing and recruiting firms, from the lead list to avoid irrelevant leads.
Different job levels, such as managers, directors, VPs, and C-suite roles, are considered to further fine-tune the list.
At this point, the filtered lead list contains around 900 relevant contacts.
The importance of verifying the accuracy of the list is emphasized by reviewing the search filters and results.
The video highlights how adjusting job titles, employee counts, and job postings can expand the lead list further.
After building the list, the next step is to export the data in batches, depending on your Apollo plan (enterprise users can export larger batches).
Final step involves verifying the emails using tools like MillionVerifier to ensure accuracy before outreach.
Transcripts
hey what's going on everybody in this
video I'm going to do a live lead list
build inside of Apollo this is just to
show how you might think about actually
developing a lead list using a specific
ICP now for this example I'm going to be
using a company called H Line This Is A
buddy of mine his name is Will hu he is
a uh
co-founder for this company they are a
recruitment platform and they work with
lots of different types of businesses
but for this specific use case we're
going to be talking about construction
businesses so looking on their website
to get a little context into who they
work with we're just assuming this is an
ideal fit client so industry
construction size
501 we
have their company so we're going to
find the company we're going to go
into their
website what we're going to do here is
just get a little context into what they
look like so we can put that here or you
can just build a list if you want to do
a bunch you can select that there so
let's change this to a company's list
gives us a good sense all
right uh we're showing a little bit
lighter than 500 but that's all right
construction industry and then here are
some major keywords to look for now this
is what you would want to use when
you're doing a search but in this case
because they are going after businesses
that need employees placed we are going
to be doing a search
around job
postings so let's get rid of this
company
currently hiring
for got some data on here around what
their roles look like so let's see what
we got heavy equipment operator let's
throw that in
[Music]
here heavy equipment cdla a
[Music]
rolloff just break it down
into couple different ones here
here y earthwork Foundation demolition
right so those are the keywords that we
saw so this is a pretty good start right
looks like we got about 1,500 companies
on our list this is all well and good
now what we want to do is break this
down so assuming this person is going to
be in the
HR side of things we want to do some
filtering around people
so move
this okay
cool location we want to be based in the
United
States do that for both account and the
[Music]
contact
and you're going to see all right these
numbers still relatively high but we're
going to break this down even further so
they're
saying 500 to 1,000 is ideal fit so
let's put that
there again you can see these numbers
just slowly inching down so for job
titles I'm guessing we're going to be
reaching out to some HR leaders so you
can do this a couple ways you can go
through management level or you can just
type in a bunch of different
titles or you can just go
through the Departments
now if you're very specific around who
exactly you want to be reaching out to
you can just type that in in the title
since in this case I don't have all of
the backend data on who exactly they uh
reach out to I'm going to take a guess
and say that we're going to go reach out
to Human Resources professionals so
definitely recruiting a talent
acquisition talent
management and probably just general HR
so
we'll put that there all right so we're
down to about three and a half
thousand and you know depending on the
level you want to be hitting up since
these are
companies
relatively larger so 200 to a
th000 we're gonna probably want to hit
up a
different um couple different layers
here so let's just stick with managers
directors
VPS call the
partners then even just throw a SE Suite
in there for for good
size
all right so you know we're at 1.4k here
looks like we have a lot of recruiting
companies so what we want to do then is
basically back out anybody in the
recruiting business so you're going to
go here advanced settings
exclusions Staffing and recruiting just
get rid of
that all right so we're about 900 at
this this point let's click through here
so we got some managers we got
some Chief people officers we got some
VPS this is looking good we got
Machinery
environmental welding and glass so we're
starting to make this list look pretty
accurate so let's dig
up another one here so want to just
confirm that your list is accurate the
further away you are from the the search
filters and that's just going to make
sure that you know the first page isn't
the only thing that you're reaching out
to
so looks like we're still on the right
track and cool yeah so really this is
definitely smaller list than what we
would originally have anticipated the
way that I would expand this list is
just increase the job
postings and just increase these
employee counts potentially add more job
titles and then what you want to do is
export all of these you can save them
down select by 100 or if you have an
Enterprise plan you can just select more
than that and yeah you export it and
then you want to verify
[Music]
it and million verifier this website
here and then take all the
valids and do the Outreach so that's
pretty much how to build a lead list in
show hope you enjoy this talk to you
soon thanks
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