Jodie C. Ball

 

Source: SEOSignalsLab

Pick Her Brain!

I’d like to introduce one of our members, Jodie C. Ball, for our next ‘Pick His/Her Brain’ session and I want to thank her for the participation.

Jodie is a serial entrepreneur and currently runs a six-figure SEO agency.

She just launched funnelfiller.org which was born out of the need to automate data-driven prospecting.

And lead generation so startup b2b sales teams could focus on pushing leads through the funnel instead of finding them.

If you have any questions on cold emails or agency lead gen, please feel free to pick her brain.

Here are the rules.

1) I’ll let the thread go on until she asks me to stop. Theoretically, this thread can continue until the Facebook stock value goes to zero.

2) Please, no snarky remarks. I will not tolerate any intentional negativity. We are here to learn from each other’s success and strategies.

3) Please do not PM her and bother her. If you have a private question, ask for her permission on this thread when appropriate.

#PickHisBrain

#PickHerBrain

What would you say are the 3 most important things to touch on?

Well, industry/niche and competition matter a lot when it comes to local SEO.

If you want to give me more details I can be more thorough.

But to answer without knowing that and making the assumption that their site ux/ui is already in line with or better than the competition:

1. the stuff I consider kind of boring like technical SEO has to be in tip-top shape and relevant to their specific location, as well as the page copy.

It still blows my mind how many people want to rank for keywords they never mention anywhere on their site.

Assuming that’s already done and pretty though, then I’d say doing locally targeted link building with high quality sites and avoiding spammy directories

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2. This is slightly leaning toward SEM, but make sure they have an amazing & robust google business listing.

Since we’re talking local SEO, a lot of SERPS list the google business maps and listings before other search results.

So if you’re not also optimizing your listing, organic search results will only bring you a small % of the traffic you could have if you were at the top of listings.

3. Content & Copy: both can generate easy wins within local SEO as long as it’s an actual thoughtful and helpful page.

You can do this in a blog.

But IMO that creates an extra step for users to navigate through even if you’ve already optimized it for conversion with CTA’s and whatnot.

Depending on niche/industry doing this in a smart & helpful way on individual category pages, product pages.

Other landing pages can help increase your conversion rates by giving users less hoops to jump through.

Do you have any case studies or examples we can see of funnelfiller campaigns? Is their an affiliate or partner program?

I haven’t done anything official in that context yet, but I’d be happy to do a refer 50 get 50.

Get 50 contacts free when your referral spends at least $50 with FunnelFiller.

What industries work best for this service?

Honestly I love the tough ones.

Any kind of B2B works, but if I’m unsure about their needs I always send a list of test contacts first to make sure we’re on the same page.

Why don’t you DM me or send me an email and we can talk details in more confidence.

I am intrigued by the term – ‘data-driven prospecting and lead generation’, ’cause that is something I work on a lot. What are your top 3 tips to ensure leads are qualified better?

I feel like I’m already starting to say this a lot, but it depends on what you’re selling.

In general though I always say it comes down to:

1. Finding the decision maker or someone that can pass you to the decision maker with some semblance of authority.

2. I like to look for things like job postings or a changes in exec. leadership, or if they’ve recently received funding, were acquired etc.

Anything that “shakes things up” can be good for getting a foot in the door.

3. They fit your price point & product.

Whether that means company size, or recent funding, or they were recently impacted by an algo change.

Your product should simply make sense for them, and that comes from a lot of different factors. which leads to….

Finally, if you’ve got all of that right, don’t disrespect your prospect by giving them some dumb blanket statement email that’s super generic.

If they’re in your contact list for a reason, you should have an email campaign that is tailored to that reason.

Oh and i forgot to add that if funnelfiller.org is actually sending your campaigns.

We take the data from the email campaigns, compare things like job titles and more detailed company information to opens.

Responses & no responses, closes, etc to continually optimize the process.

That’s more so the data part.

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Best way to connect with a prospect? Email, LinkedIn, phone, Messenger, etc?

Yes. lol. All of the above.

I’d personally always start with either Email or cold calling.

I think sometimes we over think what sales is and forget it’s sometimes just marketing 101:

Rule of 7 (and honestly, anymore it’s like rule of 15, imo bc banner blindness is kind of also “I’m trying to sell you something” blindness).

So, if you’re going to email someone, you should also add them on linkedin.

You should also do things like remarketing if possible.

You can also pick up the phone and cold call (anymore I would be very warry of when you’re cold calling them and the timing of this process. Either first or half way through the process of reaching out to them is probably the most effective in not annoying the daylights out of them. Or like a month later if you know they opened your emails).

What the best way to utilise a website’s site-wide sidebar?

In general, sidebars are NOT a good place for links unless you’re using them strictly for exposure/PR.

In that case they should be nofollow.

Sitewide links are generally no bueno in a link building capacity, but if you’re using your own sidebar (which, tbh, I haven’t been seeing as much of so I think they may have run their race, so to speak).

You can use it for interlinking or promoting your own pages internally.

Most people see sidebars and kind of ignore it because they usually contain ads.

So unless your ad doesn’t look like an ad and is super relevant to the page the user is on, it’s kind of an outdated tactic.

How can you educate and gain trust of prospects through cold emails keeping in mind your email text should be short and simple?

Ah, the golden question. Data. Case Studies. ETC.

So, let’s assume a few things:

A.) you’re reaching out to the right person.

B.) there’s a need for your service.

Catching their attention happens with the subject line and personalization.

As a consumer, i want to know you didn’t pull my name out of a hat and actually have a reason for contacting me specifically, about my company, specifically.

Then I want to trust that you’ve got a great quality service.

You’re actually going to deliver on your promises, and then your work specifically is going to yield some kind of tangible result.

Finally, I hate getting emails that are super stuffy and formal and sound like they pulled someone out of 1929 to write speeches for the whitehouse.

So, in otherwords, treat this like a job interview because in reality, it is.

1. Personalize as much in that email as humanly possible with whatever you’re using to send those emails.

If it’s some kind of mass emailing service, identify groups in your list of contacts that you can find some kind of common denominator for and use that to personalize.

2. Be nice and introduce yourself in one sentence and tell them why you chose to contact them.

Hint: because you want to sell them something should not be your reason. lol

3. Use your case studies, data, and offer to connect them to your references.

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4. Be conversational in your tone! people want to know who they’re getting into bed with, and the best way to do that is not by typing up some formal trash email.

Use your personality.

Be happy. Talk to them as if you already are BFFs.

Not only that, but chances are you can find a shorter way to say stuff if you’re not worried as much about semantics.

5. Even though you’re conversational, pleeeeease pay attention to grammar.

This is the #1 reason I don’t trust someone in my inbox trying to sell me something.

Reminds me of spam callers trying to rip off my parents by telling them their computer sent an error message and they need access to fix it.

What tools you find most authentic to extract emails to reach out to the right person for cold emailing?

If I say funnelfiller.org, does that make me a Narcissist ? lol..

But really, email extraction is only one step of the puzzle.

Hunter.io is decent.

Clearbit is also decent.

They’re all limited in their own right, and there’s no one perfect tool, which is why I created FunnelFiller

What if one doesn’t have a prominent case study yet? Or at least relevant to the industry of the prospects?

Do you have references? That’s your next best bet.

If you don’t have anything yet.

Try pulling an article or quote from a well-respected third party that verifies a need for what you’re offering.

Does funnel filler work for digital marketing agencies?

Yep! that’s where I first started it.

Actually I have a ton of contacts for this, so if you want I’ll give you a free 50 test contacts.

What’s your ways to generate leads for local service business like plumbing or cleaning?

So if you’re business is focused on b2c, I’d refer you to Pip Seymore’s question in this thread.

But if you’re looking to get more B2B jobs and clean/plumb offices or restaurants etc,.

You can absolutely go the cold emailing route which can be done on the local level pretty easily.

Most of my clients aim for Executive level positions to contact even when we’re looking to reach out within specific locations.

But if you have a small team.

I’m not sure I’d recommend that so much as reaching out to an office administrator, or director level.

Could your company target property managers, government procurement officers, facility maintenance supervisors and large government contractors in the DC metro area for leads and subcontracting for power washing, and what would the average cost per lead or ROI be?

I’m on the mend finally.

Yes we can.

It’s always only $1 per contact or $2 per contact if we’re also reaching out to them for you.

ROI is dependent on your current conversion rate, AOV, and how many contacts you’re looking for.

Is that cost per lead you generate. Or for the leads contact information?

It’s per contact info, but if anything bounces I replace it for free.

You just have to forward me the email if you’re sending vs me.

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