How to Build a Targeted Lead List for Staffing & Recruitment Agencies (Apollo.io Live Demo)

Summary

This 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

00:00

🛠️ 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.

05:01

🔍 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.

Keywords

💡ICP (Ideal Customer Profile)

ICP stands for Ideal Customer Profile, which refers to the specific type of customer that is most suitable for a company's product or service. In the video, the speaker is building a lead list based on an ICP for a recruitment platform, targeting construction businesses. This profile helps narrow down the search to companies that are likely to need the services offered.

💡Lead List

A lead list is a collection of potential clients or contacts that a business may want to target for sales or outreach. In the video, the speaker demonstrates how to build a lead list within Apollo by filtering data to match specific criteria like industry, company size, and job roles. The list is crucial for effective sales and marketing strategies.

💡Apollo

Apollo is a platform used for sales engagement and lead generation. In the video, the speaker is using Apollo to filter and build a lead list for a recruitment platform. Apollo provides search filters such as industry, company size, and job title to help create accurate lead lists based on the user’s ICP.

💡Recruitment Platform

A recruitment platform is a service or software that helps businesses find and hire employees. In the video, the company H Line, which is a recruitment platform, is targeting construction businesses that need help hiring staff. The speaker uses this context to build a list of potential clients who may require recruitment services.

💡Construction Businesses

Construction businesses are companies involved in the building and infrastructure industry. In the video, the speaker is focusing on finding construction businesses for the recruitment platform to help them hire workers. The speaker uses specific filters, such as job titles like 'Heavy Equipment Operator,' to identify suitable companies in this industry.

💡Job Postings

Job postings refer to advertisements for open positions that companies are looking to fill. In the video, the speaker filters the lead list based on companies that have current job postings, particularly those in the construction industry. This ensures the recruitment platform is targeting businesses that are actively hiring.

💡Human Resources (HR)

Human Resources (HR) is the department within a company that handles recruitment, employee relations, and workforce management. In the video, the speaker suggests reaching out to HR professionals, specifically those in roles like talent acquisition and HR management, as they are likely decision-makers in the hiring process.

💡Exclusions

Exclusions refer to criteria used to remove certain types of businesses or contacts from a lead list. In the video, the speaker uses exclusions to filter out companies in the staffing and recruiting business, as they are not relevant to the recruitment platform’s ICP. This helps narrow the focus to the most appropriate companies.

💡Filtering

Filtering is the process of narrowing down a large set of data based on specific criteria. In the video, the speaker uses several filters, such as company size, location, job titles, and industries, to refine the lead list in Apollo. This ensures that only relevant contacts and companies appear in the final list for outreach.

💡Export and Verification

Export and verification refer to the steps taken after building a lead list. In the video, the speaker mentions exporting the lead list and using a tool like 'Million Verifier' to validate the email addresses before doing outreach. Verification ensures that the contact information is accurate, increasing the success rate of future outreach efforts.

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