Digital Marketing With AI - Implement AI For Lead Generation & Digital Marketing

1. The AI Revolution is Here...: You know what's here. The AI revolution is affecting the world around you, and people are changing their lives every single day. But how can you create a competitive advantage with AI? The answer is simple. Lead Generation. My name is Adam Taylor, and doing Lead Generation for my clients is what took me from a broke college student to a six figure business owner. I've done it all from cold calling to social media to ads. And let me tell you. Because of AI, finding and closing hide ticket clients has never been easier and more effective than today. Let me show you. We'll start by leveraging AI tools to actually find leads. With softwares like Apollo or Clay, you'll be able to find ideal prospects in seconds. Then we'll completely automate our outreach. I'll give you copy pastable templates that have gotten me more sales calls than I can count. Not only that, but I'll show you how to use AI to personalize your outreach to the next level, which will skyrocket your conversions. We'll also cover multi platform campaigns that mix cold email with social media outreach. All automated and personalized with AI, of course. We'll look at sales call scripts and how to optimize them more than you ever thought possible with vanguard AI tools. But we won't just stick with cold outreach. I'll also teach you how to generate warm leads that come to you. We'll build landing pages, lead magnets, and traffic sources all in minutes with the help of AI. Generation is the single thing that every business needs. And today, you can use AI to get ahead if you know how. After teaching thousands of students all over the world, I can confidently say that this is hands down the most complete course on how to leverage AI to generate countless leads in scale revenue that you'll find on Skillshare. You'll get scripts, walk throughs, prompts, and hours of high quality lessons. This is the time for you to get ahead of the curve in the AI revolution. So take action and join this course right now. Oh 2. Master Lead Sourcing With Apollo: Easily, one of the most tedious and time consuming tasks when it comes to marketing is actually finding the people that we want to reach out to because we want to make sure that we find people that actually match our ICP. So our marketing efforts aren't just in vain. So oftentimes that leads us to look in places where our ICPs are often hanging out. And these can be many places. It can be online through social media, or it can be in person at some events. Now, when searching for leads through this way, we can find people that match our ICP quite well, but it takes a lot of time to actually reach out and make these connections. Now taking this a step further by looking at individuals online or in person, we can go to places online that make them our leads. Now, we can take this method a step further. Now, instead of doing this work ourselves and manually looking for the people and qualifying them and making sure that they fit our ICP, we can use a software to help us with this. And that software is Apollo dot. Apollo is phenomenal for finding leads and accounts that perfectly meet our ICP because we're able to filter our ICP within the software. Features that Apollo gives us are actually kind of crazy. But let me actually show you how you can do this and use it yourself to form a Target account list or even to get individuals within the accounts to reach out to. Alright, so we're here in Apollo doo, and the software is completely free. You can upgrade and get some more features with paid plans, which I'll show you what you can use with those as well. But with the basic features, it's free. So you can go ahead and download and create an account right now. This isn't sponsored. Alright. So first thing that we want to do when we're here, you can either go to companies or people. And in our case, I'm just going to go ahead and click Companies, because when we're looking at individuals within accounts within these companies, it's oftentimes that their positions can change. And if we are compiling basically a CRM, a lead list, then we want to stick with the accounts themselves because those are never going to change. We're going to have our accounts, the companies that will always forever meet our ICP as long as it stays the same definition. So, now that we're here in the companies, what can we do? How can we filter this to actually get those accounts that meet our ICP? So there are so many ways for us to actually go ahead and filter this. One of the first ones here, account location. So if you're working in a specific demographic or a specific geographic area, then you can have that right here as a filter. Then you also have a number of employees so as you see right here, there's so many that you can filter this. And if none of these predefined ranges work for you, then you can go ahead and put in a custom range. So as we are doing this, we get to see basically how many accounts are going to be in our filter range. So right now with simply just an employee's filter, if we do one to ten employees, that means we are now narrowed down to 13.9 million accounts. So let's just go ahead and stick with this one to ten and move on. So the way that Apollo works is that it has its database of accounts and individuals, and it's linked with LinkedIn. So basically, most of its searching is going to be done by applying their filters to LinkedIn. And therefore, it's going to be filtering down all the people on LinkedIn with their accounts or individuals that basically fit the data that you are putting into the software. So now going on from employees, we have industry and keywords. So if we click down here, we have so many industries that we can then filter this down. There's really so many that you can choose from just this list, and then you can also type in if you have a specific industry that you're working with. Here, I'm just going to put information technology and services. And then you can also do some keywords that are going to be associated with the account. So if they work in kind of a specific subsector of whatever industry that you're working in, then you can put in that keyword there. But for now, for our sake, examples purposes, I'm just going to go ahead and keep that empty. Now, these next ones are especially cool. You have a buying intent filter here, which is obviously going to be something that can be quite useful to you because if you want to have people with high buying intent, that's probably going to be helping your efforts a lot. This one isn't going to be integrated with Apollo. You're going to have to go through an external means to do this, but buying intent is an interesting one, to say the least. And moving on from that, we have website visitors. And this one is also quite a fun one because you can integrate your website with Apollo, and basically, it's going to be telling you who's visiting your website. And if you're going to be getting a lot of viewers to your website, then you can then filter it and see only the accounts that are the ones that are viewing your website. So this is going to essentially help you prioritize those accounts in your TAL to see who are at the top of your list that you should be paying the most attention to. There's really so many filters have technologies here. If you want to go ahead and put in something specific that works basically along with what it is that your offer is, then you can put that in here. You have revenue, which is another really fun one, because if you're working at a certain price point and you know that you need your accounts, your ICP has to be making between some kind of revenue range, then you can be putting that in here. I'm going to put in 500,000 to 5 million. There's even a funding filter that you can put in here. So you can see what stage in their business are they. You can have SDS. You can have Angels, Adventure, Series A, B, C, D E. It's so much filter. And if your offer potentially replaces some kind of individual within an account, then you can even put that here with the job posting. And that's not the only example that you can use to use this job posting to filter down. And scrolling down, we have signals, which is another really fun one because these are stuff that you don't have to track yourself that you can see with Apollo. So if they have a new partnership, new awards, cutting costs, as you can see, this can help you in your marketing and targeting them, but it could also help you in your personalization when it comes to actually speaking to them and reaching out to them and creating a personal connection. So with this signal, I'm going to put in rapid growth. Right here at the bottom. And now let's look at how many accounts this has actually generated for me with all these filters. I have rapid growth. I have the revenue 500000-5 million. And then we have the industry is IT, and the number of employees are just one to ten. So this is going to be small companies that are basically experiencing rapid growth and are making quite a bit of money. And if we look down here at the bottom, we see that there's 521 accounts that fit our list. This wasn't the most specific filtering I could have done, but it also wasn't extremely broad. And it still resulted us in 521 accounts. That's quite significant, and that's something that we could do a lot. What we're able to do with all of these accounts is actually click on them and get more information. Now, within this account, we get to see all this information. So we have to see a overview, so basically keywords, what essentially it is that they're working in. We could also click on them and go to their LinkedIn page. But one thing that is going to be especially helpful with us is seeing all the individuals within this account on LinkedIn. So what we're able to do is then look through this list and see the people who is going to be best fit for us to reach out with and actually gain a connection to within that account so they can champ now, the next thing I want to show you is actually going through and searching for individual people instead of the companies or accounts. As I said, I recommend that you go for the accounts and then look for the people within the accounts. But if this is something that you want to go ahead and look and explore yourself, then I want to show you basically a few things that I think are going to be quite useful for us. So, like it was before, we can still basically filter them with, you know, a number of employees and even save my search from the companies. We have one to ten employees. IT within 500,005 million of annual revenue, and the signal here is still rapid growth. But now that we are looking at the individual people, there's a couple more filters that we can then implement to help us in the search. So the first one I want to show you is email status because we want to make sure that we are actually getting people that have some verified email, so we're not going to be wasting our time and wasting our efforts endless. So prior to selecting this email status, we see down here that 3,089 people are basically fitting in our search. So if we now select verified emails, then that number goes down to 1,657. Luckily, it didn't cut down too much. So the next thing that we can then do from this is go to job titles. So here, basically, if you want to reach any specific person, say, head of marketing or the founder, the CEO, then you can go ahead and do that here. So if you're looking for a CEO or a founder, you can just type that in here. CEO. And now from that list, we have went down to 151. And if you're going to be looking for, like, you know, the CEOs and founders, I would be putting in more basically names here that could basically mean the same thing, because it's going to be looking for these exact words in their LinkedIn profile. And someone could be a founder but not have CEO, or they could have both. But basically, if we put this, then we get to see how that increased. It went from about 150. Now I put founder to 277. So essentially, including in the most words here that can describe who your ICP is, who that person that you want to reach out to is going to help you. But there you go. This was a quick overview of Apollo and one software that I think can be extremely helpful in your ABM efforts. 3. How to Find Verified Emails With Hunter: This lesson, we're going to be going over hunter dot IO. Now, Hunter is a great software for scraping emails from domains. Now, as we get into the software, you're going to see a lot of overlap with other software that we use, such as Apollo. And another part about Hunter, which is great, is that a lot of these basic features and personally, the features that I find to be the most useful are going to be free with their free plan. So let's go ahead and actually get right into the software, so we can take a look around and you can see what benefits you personally. So, once you create your account, you're going to be brought into your dashboard. Now, the first thing that we see on this dashboard is find leads and email addresses. This is the first thing that kind of gives us to use. Now, if we come over here, clicking this button is going to take us to the same place as this tab right here, which is Discover. Now, if you look at this Discover page, you can see that it's very similar to Apollo. Because of that, I'm not going to spend any time on this tab right here, because it really is essentially the exact same thing that you get with them. So if you want to kind of consolidate all of your software uses in Hunter, you can go ahead and look at that Apollo lesson to see how we can go ahead and use this tab right here. But now I want to go ahead and move on is show you the more hunter specific feature in their finder. Now that we're here on their finder, we get to see that we have this domain search. Now, this domain search is actually something that has been invaluable for me because what we're able to do is grab any website. So any business that we want to go ahead and target with our marketing, we could go ahead and put their domain into this domain search and then find a list of people that are at their company with that domain in their email. So for example purposes, let's just go ahead and use Hunter's own domain with hunter dot IO. So as you can see, as we type in a domain, it should autofill right here, and we can go ahead and click it. And then as we see now, we have 27 results. Now, this domain search feature is integrated with LinkedIn. So we know, at least to some extent that it has this kind of credibility associated with it, because as it links in with LinkedIn, what we're also able to see is not only their name and email them being part of this company, but we also get to see their specific position within that company. So now, of course, this is going to educate our decisions into who we are going to be reaching out to. So if we want to reach out to a founder of a company, then we have right here, Matthew Thorpe, as the chief executive officer, the CEO of Hunter. But instead, if we want to go ahead and reach out to someone that's say, on the marketing team, then we could go ahead and search through until we find them. Now, alternatively, what we're also able to do is filter by departments right here. So let's go ahead and filter by marketing and then click Apply Filters. So as we can see in Hunter, we have one result for a content manager. So there's only one person here that we see within their marketing department. And then additionally to this department filtering, what we could also do is show only results with either phone number, position, full name, or, you know, we could search all of these. Now, let's go ahead and search up a bigger company. Let's go ahead and say nike.com. So now with just putting in Nike, we see that we have a couple of results. We first have nike.com. So this is going to be the big overarching Nike. But then below these, we get to see some dot Bars dot jptHK. So these ones are going to be subdivisions of Nike. So with this one, I'd assume the.br is Britain. With this one, I'd assume it's Japan, and here we have Hong Kong. So if you're marketing within a specific region and you want to reach out to these bigger brands, then looking for their subsections and either, you know, dot BR in Britain or dot Japan, these can all be something that can be very useful to you. So let's go ahead and select Nike right here. Now, I still have the marketing filter selected, and as we can see, we have a couple more marketing results right here for us. Now, another thing that I want to show you is that we have these percentages associated with each of these emails. Now, these percentages essentially tell us how valid each of these emails are. Now, when we're working with big companies like Nike or even Hunter, we're going to assume that the ones that are populated here are all going to be valid emails. But if you are going to be working with, say, a VA or you're scraping your emails from, let's say, a source that you know isn't going to be 100% reliable, then you can't be necessarily certain that all the emails that you receive are going to be now, this is important because we don't want to be sending out emails to invalid emails because that can hurt our reliability. And therefore, if we're going to be sending out these emails that are never actually going to be reaching someone's inbox, then that means that the emails that we do send out to our actual people that are going to be real, they're going to have a slightly higher chance of landing in spam inboxes or are emails just going to get flagged and possibly even banned. So making sure that the emails that we actually have and that we're marketing towards are valid emails is going to be something that is going to be an important thing that we have to look out. Now, that leads us into the next feature of Hunter, which is their email verifier. So here, what we're able to do is enter in email addresses, and we get to verify if they are going to be valid or not. Now, obviously, you're probably not going to be doing this with each individual emails. So what it gives us the option to do is upload a list and it can go ahead and verify that entire list for us. So let's say you go ahead and fill out all of this and you go ahead and upload your CSV, let's say from a VA that you hired off of Upwork. Well, once you go ahead and upload these, then it's going to populate here in our ETS. So once we go ahead and upload these into our leads, we get to see a few different statistics here. First, we get to see verification status. So there's three different badges that Hunter associates with these emails. First, we have valid. So valid is, that's good. All good to go. You can send out emails to this. Invalid is that the email is no longer existing. The email maybe had never existed in the first place. And lastly, we also have the accept all verification status. Now, this except all verification status is a little bit more complicated, but essentially it's saying that the domain right here aenprat.com. It's going to accept all messages that are going to be sent to it, but these also could lead to a little bit higher bounce rates. So essentially, with these accept all, you're still going to be good to market towards them, but you have to kind of be a little bit wary in that you're not always going to actually get to the person that you hope to get to. And as we scroll up here, we also get to see a little bit more stats about the leads that we have imported within Hunter. So we get to see country breakdown here, and we also get to see verification status. There is actually two more verification statuses that we do not see right here, and those two are going to be disposable and unknown. Now, disposable emails are kind of what they sound like. They're essentially emails that are temporary. And therefore, because they're temporary, they're probably not going to last long, and you shouldn't be sending out any marketing messages. Then lastly, is the unknown status. So that is saying that Hunter just wasn't able to verify or not verify them. So here is, again, one that you're probably going to have to approach with some kind of caution. And then as we go down the list right here, we also have bulks. Now, this is just a quick little thing. What we're able to do is upload a list of websites or companies to then do this domain search. We can also do a list of individuals to then find their emails, and we can also upload a list of emails to then verify them. So this is essentially everything that we went over already, but just in bulk form and in one tab. Yeah. Now, lastly, what I want to show you is Hunter's Chrome extension. So now we're here within the Chrome web store, and what we're able to do is come over here into extensions. And type in Hunter. And then once we add this to our chrome, what we're able to do is instead of actually going within Hunter and the website and inputting our domains, we could simply just go to whatever website that we want to scrape these emails from and then use their extension to then click it, and then it will scrape the emails while we are there on the website. So now let me show you just how easy it is for us to go ahead and do this. So first, we have to sign into our Hunter account to have access to our extension. So here I have a dental office. So let's say that we have an agency and we're marketing to dental offices in our area. Now, what I would do, how I'd use Hunter is we'd go ahead and go on this website, and we'd scroll down to see who's in charge. So who do I actually want the emails of? So first, we see right here, we have these two doctors. So it looks like these guys are the owners. So therefore, these are going to be the people that we want to go ahead and reach out to. So next, what we want to do is go ahead and employ Hunter to scrape this website. So I can come over here into my extensions, and I can click Pin right here, so we always have it right there, and then I'm going to click the extension. And as we can see, we have these two doctors right here. We see their names matching up right here, and we have their emails. So if we want to go ahead and reach out to them, we have that right here. And what we can also do is we can click Save on these. So we can save these individuals, and then as you can see, it saves the leads in my lead list. So now let's actually go and see these results on Hunter IO. So we can see sometimes a little bit more information here, but we can also see that I save them in Adam's leads. So I can come over here and I have them right here. Right now, because I didn't add any more information and because if we go back to this, we see that they don't have names associated with their emails in Hunter being able to find this. So if I were to add this and I want to also add their names, I can come here I can click their name and I can click Edit, and then I can add their first and last name right here. And because they're listed right here, it would be super easy for me to do so. So there you have it. This was our overview of hunter dot IO. Now, as you can see through this lesson, we can get so much from the software. But I think the bare minimum is if you're never actually going to come into the dashboard itself, I think you should always have this extension right here to use just kind of whenever you're going about and searching online. Because as we can see, just from a simple click of this, you see that it just ran it on its own website. We're able to get all this information, and it's something that really should be a great tool for you to have in your email marketing. 4. Use Clay to Find, Enrich and Organize Leads: Time to welcome you to what is going to be your absolute best friend when it comes to legen. And that's clay.com. Now, clay.com uses over 100 databases to help us find both leads and accounts. And it doesn't just stop there. We're able to get so much detail on the individuals and the accounts that we are going to be running and finding through Clay. And another great thing about Clay is the AI integration that it has within the software. But this is enough talking about the software. Let's actually go ahead and get in so I can show you what I'm talking about. So when you first create your account, you're going to be brought to this homepage. Now, from here, we have a couple options that I want to bring your attention to. First, we have different folders and workbooks that we can create. So let's go ahead and create a folder right here, and we can name it email marketing. So I'm going to go ahead and create this folder. And now that we have this email marketing folder, we can create individual workbooks within that folder. Now, you might be wondering why am I doing email marketing? Well, when we are able to find and enrich leads within this platform, we're able to filter it to such a high degree. That means that we're able to find a bunch of people that fit this exact criteria, this very specific criteria that we are searching for in clay. Now we are then going to be able to send marketing messages, email marketing messages to these people with their very specific demographic in mind. So let me show you how we do this. Now, first, what we're going to want to do is add in our source. In our case, because we're going to be finding individuals to email market to, I'm going to do find and enriched people. But you could also do jobs, local businesses, and accounts. And accounts are just another word for businesses, essentially. So let's go ahead and go with this one. No, the layout here is going to be something similar to Apollo. But where Apollo is more of an all in one software where you can find leads, and you can also work them into a CRM all based on that platform, Clay is very much more focused on this enriching leads. So let's go ahead and create this demographic. Let's go ahead and filter this to find a certain kind of person. Well, the first thing that I want to do is come over here into job title. Now, let's say that we want to filter this to people that are working in marketing. So we can go ahead and scroll down to then find marketing and public relations right here. I can have that selected. And then I want to make sure that I'm only reaching the top level people within the company. So I can put owner, partner, C suite, and I'll do head. So I have now five levels of seniority. If I also wanted to include more specific positions, then I could right here, and I also could exclude. Now let's go ahead and move on. To let's say location. Location here, I can just filter it down to be the United States, and I will include Canada as well. Now, let's go ahead and scroll down. Now, let's say that I also want to filter by a specific school. Let's say I'm going to do Princeton University. Now I can go ahead and create Princeton University right here. Now let's come back up to experience, and let's say that the months in current role is going to be a minimum 24 months. So someone that's been in their current role for at least two years. Okay, so now I have this entire thing filtered down. So I have Princeton University graduates that have been in their current role for at least two years. And who are in a marketing or public relations position where they're either the owner partner C suite, meaning CEO, CMO, things like that, or the head. And additionally, I have that their current location is in the United States or Canada. Now, we can come back and filter this to let's say something a little bit more specific, maybe New York. But for now, let's go ahead and preview what this list is going to look like. Okay, so now we see that we are able to see 50 out of 190 total results. So now to just filter this in a little bit more, what I'm going to do is I'm going to come back to the location, and I'm going to exclude United States and Canada, and I am going to put in New York City right here in cities. And now let's preview. So now we went down from that, what was it? 190 to now 18. So we see in this basic search, what we have now been given is a name, the company, their title, where they are located and their LinkedIn profile. Okay, now, this is all great, but what if we want a little bit more information here? Well, I'm going to go ahead and click Next. And now what we're able to do is enrich this data. So what I'm going to do is go ahead and select summarize LinkedIn profile, which it does with AI, and I'm going to select their work email. So I'm going to click Save and run ten rows. And now we also get to see over here, we get extra options for enrichment. But for now, I'm going to go ahead and close these, and we are going to move over to this. So, the first thing that I kind of want to bring your attention to here is this waterfall. So we see that the find work email is what I selected. But we also see find Work email two, three, four, five, six. And if I scroll over, we also see that we have one more option right here. Now, this isn't going to give us six different emails, but the purpose of having all of these find work email functions is if in the first database, they weren't able to find an email, then they're going to run into the second database. And if they can't find it in the second one, then they'll move on to the third, fourth, and so on. So now let's go ahead and click on each of these, and we can see. So we can see with this first lead, it's generated their email right here. Now, if I click on the second one, it was able to get it. Third, the same is the case. But now on this fourth one, we get to see that it wasn't found in this first database, so it went on to the second one, and it was able to find it. And let's go ahead and do that for the rest of these, as well. Now, we get to see for this lead right here, their email wasn't found on the first, second, or third, but it was finally found on the fourth one. So as you can see, having all of these databases that are integrated with clay is something that is enormously helpful for us. Now, let's go ahead and look back at the summaries. So we get to see a short little summary on each of these individuals. And not only that, but we're able to click on the enrichment of each individual, and we're able to see not only a summary of their LinkedIn profile, but we're also able to see all of this other information that is related to them. So we can look at their education. We can look at their job count and any other thing that is going to be of use to you. So now let me go ahead and run out the rest of these for our remaining 18 individuals. So now let me go ahead and run out the rest of these automations for the remaining of our 18 individuals. Right, so now all of these are done, and as we can see, there have been quite a couple instances where the emails weren't found on the first go. But what we can also do here is we can close this waterfall and we can see how of the emails that were able to be found, they're all collected in this one column. So now, this is going to be something that's going to be very useful for us when we are going to go ahead and export this and say, put into our email software like mlst. So we have everything organized in one column for all of our leads. And from this point, if we want to go ahead and add in another column, could go ahead and add an enrichment here, and we can load more, or we can view all enrichments. And as you can see, there are a lot of enrichments that we could go ahead and use here. Now, what we're also able to do is use AI in these. So say that we wanted to filter our data right here and say separate into two columns. So right here, we can see an example prompt. For the company domain, find out whether it's a B to B company or a B to C company. So this can help if you want to have a subdivision of two email sequences, and your copy for each is going to depend on whether they're going to be a B to C company or a B to B company. Now that we have this entire lead list constructed, if we want to go ahead and export it, it's as simple as coming up here into actions, export, and then we can either put it directly into our CRM or we could go ahead and download the CSV. Now, for the most part, what I always do is I just download the CSV and import it directly in myself to make sure that there isn't any issues or problems, but we can go ahead and download this. And now, as we can see, we have the CSV downloaded and it's ready for our use. Let's go ahead and go back into the Clay dashboard. And one other thing that I want to show you here is that we also don't have to use clay to simply find the people. We could also import a CSV ourself and then use Clay's enrichment tool and it's AI to then help us get a little bit more information on the leads that we have. So, for example, let's say that we only have the emails to all of our leads. We can then import them into clay through a CSV file, and then use its enrichment tool to get their first name, last name, their LinkedIn profile, and any other information that essentially we want that is going to be available. So you can continue creating folders of extremely specific searches for your leads, and then this can go ahead and inform all of the copy that you are then going to be using to target each of these leads. And because we can get so specific in clay, our targeting can also be something that is extremely personalized to them. Alright, so that is it for using clay for legion. 5. Hire and Train a VA to Scrape Leads: Lesson, we're going to be going over how to hire a VA. Now, a VA, if you don't know, is a virtual assistant. So they're essentially somebody, a freelancer that you can then hire to do the tasks for your business that you either don't have the time to do or maybe you don't have the expertise. Now, using a platform like Upwork, this benefits us because we're able to hire from people across the globe. And across the globe, depending on where you live and where you're hiring, the cost of living is different, and therefore, the amount that we have to pay a reasonable wage for our freelancers is also going to be different. Now, let's say, for example, that we want to go ahead and outsource the creation of a lead list for us. Now, if we want to hire a freelancer from the US, then we're probably going to pay $1-5 per lead. But if we were to hire someone from, say, India, then their cost of living is lower, and therefore, we're able to pay them a lower rate, let's say, between $0.50 to $1. The possibilities are really endless as to what you can hire people to do through platforms like Upwork. Or alternatively, you could also use Fiber. So now, let me show you how we can go ahead and post a job that we can then have freelancers apply to. So first, once you create your account, you're going to want to come over here and click Post AOB. Now, to speed up this process, Upwork has AI integration to help us then create these job posts. So let's go ahead and click Get Started using AI. So here we can enter in a quick little description of what we need a freelancer for. So here, I'm just going to say that I need a Facebook ads manager to help me promote coaches. Now, we're here to the point where we get to set an hourly or fixed price. So this is obviously going to depend on what you are putting a post for. But for the most part, I usually just set a fixed price. And here, you don't have to stick to the price that you set because you're going to have individual conversations with all of the freelancers that apply to your job post. But we can go ahead and put in a budget of $300. So now we can go ahead and click Continue. So now using AI, what it was able to do is create our job title. It created a description, our category, skills, scope, and even our location preferences. Now, if we didn't use AI, we would go ahead and put all of this in manually. So in just a few seconds, Upwork was able to have us create this post, and now it's just one click away from having a bunch of freelancers applied to us, and we could go ahead and screen. But we are not done because one insight that I kind of garnered in hiring many, many freelancers on Upwork is that we want to have them qualify themselves in their application to our job post, because many times you're just going to have a bunch of freelancers that use some generic hachPT thing to apply to your job post. Depending on what you're making a post for, you might be getting tens of applications to deal with. So it kind of makes this process easier if we are very clear in our description as to how we want them to respond. So, for example, if we were working with a lead list, then I would ask them in the job description to then send an example lead list of ten leads. Now, here that we are working with a Facebook ads manager, what I will add to this job description is that I want them to say their experience in running Facebook ads. So your qualification statement that you're asking of them can be as simple as one single sentence. Now, this one right here was all created by AI, and I just went ahead and typed in this, and I said, please attach a portfolio of your work with meta Ads. Now, of course, as you can see, we can also have up change this up right here. We can shorten it, rewrite it, add more details, make it casual, or make it formal. But right here for this example, I think this is fine. So now I'm going to go ahead and click Save Changes. And now I want us to go over each of these parts of our job posts. Now, right here in category, it says career coaching. Now here I actually want to change this because that's not exactly what I'm hiring for. This is more of my ICP, my target audience, which are business coaches. But I'm hiring a Facebook ads manager, so I want to go ahead and change this category. So we can go ahead and change the category to sales and marketing, and then the specialist, I can do campaign management. Now I'm going to go ahead and click Apply. Now, looking at the skills, they look pretty fine, but I want to go ahead and show you how easy it is that we can edit them. So we have popular skills right here, so we could go ahead and add in social media advertising, marketing strategy, retargeting. We can do any one of these. And once we're done with all that, we can then hit Save. And then moving on to scope, we have a medium, large or small. Now, medium scope is probably going to be good for this job post, but you could also put in the job description that if they do well, then you can hire them for a longer period of time. It could be a contract to hire opportunity. And that's something that a lot of these freelancers love to see because they're doing these one off jobs, but if they can be offered a contract for something that is long term and more secure, then this is going to be something that will be of benefit of them, and it can be a benefit to you because they have this job security, which means that you can then pay them little less than you would for, say, one off projects. And our location preferences, we can also keep these worldwide, so we can get talent from across the world. But we could also make it region specific, as well. Our budget, we already set that one, and then we can also add in these screening questions. Let's say that we want to go ahead and add these in. Again, we want to mitigate our freelancers just to be sending us chat GPT job posts. So these kind of help us at least a little bit in getting them to put in a little bit more effort, and hopefully something that is going to be a little bit more specific that can actually help us in knowing that they are a good hire. So after this, that is essentially all that you need. We can then go ahead and post this job, and then you're going to be having tens of freelancers that are going to be applying to your job. Now, one thing to note is when you have freelancers that are going to be applying to your job, it's going to be very easy for you to go ahead and pick that first person that seems qualified just to kind of get this whole process over with. But I really do warn you against doing that. I think that you should do your due diligence in this because the person that you're going to be hiring is going to be someone that is a part of your team. So this can be something that potentially could be especially valuable down the line if they become someone that is a long term member. But there you have it. This is how we can create a job post on Upwork to hire these freelancers and to hire these VA. 6. Use HubSpot and Automate Your Workflow: Let's talk about one of the most powerful tools for growing any business, and that's a CRM. Now, a CRM is a customer relationship manager. And if you've ever lost track of a lead, forgotten to follow up or felt like that your sales process is all over the place, then this lesson is for. HubSpot CRM allows us to do is organize our contacts, track every interaction, and it allows us to automate the boring stuff. So you can close more deals and build better relationships faster. So the first step in using this CRM is going to be actually having some customers that we can manage our relationships with. So what we have to do is first import in our lead lists. So from the Import button, we are now going to come to import a file and then start Import. Now, I'm going to be importing in a lead list, so I'm going to select right here what kind of data is in your file, it's contacts. So now I'm going to hit next, and then it's time to upload our file. Alright, so now I have uploaded my lead list, and now we're going to click next and move on to mapping the list. So what mapping means is that essentially we upload a list, and this list has its own columns with its own names. But HubSpot as a software, it also has its own variables and its own way of organizing leads. So what we have to do is essentially connect the two. And for some of these processes, it's going to be super easy. For example, right here, the column header from the file was company name and HubSpot property is company name. This one was able to map easily. And this is going to be the same thing for first name, last name, phone numbers, emails, and websites. But Hubspot doesn't have the properties of these following things that are in our lead list, like Instagram, Facebook, LinkedIn, and coaching specialty. Now, I don't really care about our Instagram and Facebook and LinkedIn values right now, but I do care about our coaching specialty. So what I want to do here is obviously in the default in the default properties that HubSpot has, they're not going to have coaching specialty as one of them because this is something that was specific to this industry. So what I can do is click this button down here, and then I can click down here, which is create a new property which is coaching specialty. The property type is a single line text. This is All Good. It was essentially able to do this with its AI feature and creating it for me in a second without me having to actually create this label or the property type itself. So its AI features are great in helping us optimize and be a little bit more efficient in our processes. We're going to show a little bit more about its AI automation later in this lesson. So stay tuned for that one. So, now what we're going to do is click review property details, and we want to make sure all of this is good. Again, as I said, it kind of did this all for me, and it's all good. So I'm going to click Create. And now, if we scroll down here, we will see coaching specialty, and we have it in the Hubspot property line as well. So now what I'm going to do is I am going to check this box right here, which says, Don't import data in unmapped columns. So it's going to ignore all of the data from my other columns that aren't checked. So I want that to be the case. So I can go ahead and click next, and now it's time to create a name. So I'm just going to name it HubSpot. And I also want to check these two boxes right here, and you should do the same. And then we are going to finish our import. So now we have all 19 imported. So next what we want to do is come over here to our CRM and come to Contacts to view all of them. Okay, so now we are here in our CRM, and there's a couple of things that we want to notice here. So first, we have the names of all the individuals that were imported. So with this customer relationship manager with this CRM, what we're kind of getting the most benefit out of is organizing everything. So we're going to have everything here that is in regards or in relation to each individual lead among their profile here that we can see. So what do I mean by this? Let's go ahead and go over here and to this contacts profile. So, as you can see, we have this entire profile that is dedicated to this one individual. So what we can do is say that we had a call with this person, and what we want to do is we want to create a note here and essentially list the important things from the call. Now, in a later lesson, I'm going to be going over an AI note taker where this is going to be a great integration where you can put those notes from that AI note taker from your call. Right into here. So let's say a different member of your team is going to go ahead and interact with them on, say, a later sales call or for whatever means it's going to be for, they're going to have all of their notes right here that they need. Now, another kind of easy integration here is also with email. So what we can do is click this email, and then in just a few clicks, you can go ahead and connect your own inbox, so you don't have to leave HubSpot to interact with and send an email to any one of your leads. So let's go ahead and do this, and I can show you how easy it is. So once you put in your email, all you have to do is click Next, and then it's going to detect who it's hosted by. And then we can click Connect to Gmail and then agree. So now it should just establish this connection here and do its own thing in just a couple seconds. We can now see that our email is now connected into HubSpot. So now I can email any of my leads directly from HubSpot. This can be something that any of your team members can do. So as you can see right here, the email integration pops up right here, and then I can just send them any email, say, I'm going to be reminding them about a meeting or I'm going to be following up on one of our calls. It's a super simple process right here. So now let's go ahead and back out and go back into the CRM. Now, there are a couple ways that we can organize our leads here. Now, having a CRM, one of the biggest benefits of them is the fact that you can organize all of your leads. So the first way that we can organize them is through these tabs here up on top. So if you have different audiences that you know that you're going to kind of have different levels of attention towards, then you could create these tabs for them. So right here, for example, you could have newsletter subscribers, and you could have all customers, all contacts, or you could have, you know, people that signed up through a lead magnet, so someone that you're going to have to be following up with email automations. So you can create these tabs super easily right here, and they can be beneficial. Now, another thing that we can look at right here is the lead status. So within any kind of bunch of your contacts, you can have these lead statuses. So let's go ahead and click on one, and we can see that there are a couple of kind of labels that we can assign to any one of these given leads. And if we want to, we can also create our own label. So being able to label each one of these leads is kind of self explanatory and the benefit that it gives us. So, let's say that we want to tag this one as a new lead. Now, what we are also able to do within HubSpot is we're able to automate some email campaigns and do things like that. Now, we're also able to have landing pages as well that are hosted by HubSpot. Now, all of this is not going to be things that I'm going to be going over in this lesson because throughout this course, we'll discuss dedicated softwares that do this much better than HubSpot does. But one thing that I do want to show you right now in this lesson, is the automation overview. So one thing that I thought of when I first used HubSpot was that I wanted to assign all of my leads that I import in a specific column in my contacts. I wanted to assign all of them the status of new because it's going to be annoying to go ahead and type these in right here. So what we can do is actually set up an automation that does this for us when we can import in leads. So let's go ahead and come over here into this automation overview. And the beauty of this is that all we have to do is describe the action in words, and then Hub Spots AI will create it for us. So let me go ahead and do that. Okay, right here, I added in my prompt. I said, When contacts are added, assign them the lead status new. So all I have to do now is click Create automation, and then we just have to wait a few seconds for the AI to run, and then we'll see what it comes up with. Okay, so we see that your workflow named New contact lead status assignment workflow was successfully created. So now let's just go ahead and click on this so it brings us to it. So simply looking at this automation, it looks all good. We see that the trigger is a record created. So this is a contact created, and then it leads to set lead status to New. So, this looks all good, and I can go ahead and review and publish, and all of these settings are all good. I can click Next, and I can just go ahead and skip to turn on. So we see here what this description was an AI description right here. It sets the lead status to New when a contact record is created. So this essentially gives us a little bit of confirmation because it puts us what it did right here in words. This wasn't exactly the prompt that I put into, but I can see just by looking at it that it's going to do the thing that I wanted to do. So that is kind of just a feel good moment right there. So, you know, if you don't understand what's happening here, that at least this is doing what you said. So now we can go ahead and turn on this workflow. So now let's go ahead and go back to our contacts and upload a new set so we can see if this actually worked. So what I'm going to do now is I'm going to use the same exact lead list that I used in the beginning of this lesson. I'm going to re upload it and see if all of this lead status is set to new. So first, I'm just going to go ahead and delete all of these, and then we can try again. Okay, so I'm going to go through the same process as before. I'm going to import, import a file, start Import contacts, and then I'm going to upload the file right here. I'm going to click next, and then I can go ahead and skip over this part. I don't have to remap any of that. And let's name it new leads. So now I'm going to click Finish Import. And now we see that the import has been complete. And now for the moment of truth, hopefully this all works. We're going to go to contacts. And let's see. Alright, we see all of these leads have this status as new. So the automation that we just typed in in just a few words was able to listen to us to do this function. It's amazing. So, as you can see, there's so much that we can do with the CRM and organizing specific preferences or just information about our leads to help us in actually getting them down our sales pipeline. So, you can go ahead and create your own account on HubSpot CRM completely for free to start having better organization and kind of just a more professional workflow for your business if you don't already have one. 7. Launch a Smart Campaign With Lemlist: Now, to start off this section, I want to introduce to those of you who don't know mlst. Now, if you don't know, Mlist is a cold email outreach tool. And throughout this course, we're going to be using this software a lot. So what I want to do in this lesson is to kind of have an overview of mlist and the more kind of broad important tools. And then as we continue on through this course, I'll be going more into the specifics of the functionality. So let's go ahead and create an example campaign. Let's see how we actually are going to be able to get people within Lemlis and then how we can go ahead and create an email sequence to send to. The first step of this is going to be going over to contacts. So now, once you're here on your contact page, what you're going to want to do is come over here and to import new contacts. Now, Lumles has three functionalities that we are going to be able to import contacts within the software. Now, this first one here is called a People search. And looking right here, this should look relatively familiar to you. Now, this is because this essentially matches the same kind of layout that we'll see with Apolo and clay. We're going to come back to this. But first, I want to show you that we also have a CSV input. So this can be either a lead list that you compile yourself or something that a VA provides you. And we also have a LinkedIn Import that we can use via Lem list extension. Now, this is going to be something that I'll come back to later in this course. So for now, let's go back to this People search. So now, since this kind of layout is something that's already familiar to you, I'm going to go ahead and input a search myself, and then we can look over it. So I went ahead and used this People search, which searches on LinkedIn profiles, and I put keyword in profile as Utomi instructor. And for Regions, I narrowed it down to Europe and North America. Now, this is because one of these email sequences that I'm going to be showing you is going to be one where I am targeting to meet instructors specifically. And this is one way that I find my leads in emailing. So let me go ahead and add in the top ten results. So right now I have ten contacts selected. And now we can come down here. So here, I'm going to make sure that we have this selected here and finding verified emails. I'm going to unselect phone numbers because I'm not going to be worried about that right now. And what I'm going to do is I'm going to create a new list. So instead of going into all of my contacts, I'm going to send it to this new list just so we can see that these have all reached. Okay, so now that process should be done. So now I'm going to back out and from this point, I'm going to come here from all contact, and I'm going to go to this new list that was created. And now we can see that there has been ten people, ten contacts that have been added. Now, with these two, we see that the emails are not done being scraped. So as we can see, there are seven different providers that Lemst is using to find these emails. It was able to find them for all of these, except for this one person right here. Now we see this search has been completed and wasn't able to find any emails, and now we can wait a couple more seconds for this one. And as we can see now, no email was found. So just like the other softwares that we are going to be used, like Apollo, they're not always going to find them. But as I found to be the most consistent, it's clay. Clay is usually the one that I found to be kind of having the highest rates of actually connecting emails to individuals on LinkedIn. But mls right here, it's super convenient because it's all integrated within this. Now what I'm going to do is I'm going to go ahead and create a new campaign, so we can go ahead and email these individuals. To create a new campaign, we're going to come over here, click Create New campaign. And we're going to keep this email sequence super simple. What we're going to do is we're going to start off with an automatic email, and right here, we are able to see that we can input email content right here, so this is going to be the body and this is going to be the subject, and we can also adjust when this is going to be sent. Now, for the most part, I'm always going to have this to be sent immediately. Now, before we actually go ahead and write an email, I want to show us that we can also add more steps. So I'm going to hit this plus button, and I'm going to send another automatic email. Now, as we can see, there's also another wait time right here. And typically, from my first email to my second one, depending on what the email is, I usually have the wait time to be at least one to two days. So let's go ahead and say that this first email is going to be a welcome email. And the second email is going to be pitching something. Now, one thing that I want to know in regards to these email sequences is that you're probably wondering how many are going to be the idea that you should probably be sending out to Leeds. Now, typically, studies have shown that the ideal number of emails that you should be sending out are going to be about six to ten. Now, this isn't to say that you need to have six to ten in all of the sequences that you created, because as I will show you, I actually found that a four email sequence is what worked best for me in one of the email sequences that I was running. So, again, this is just another thing that you should keep in mind. Again, later, we are going to be going over super specific sequences that I've run myself. So here, I'm not going to put too much effort here. I just kind of want to show you what we are able to do with this software. So the first and most important thing that I want to show you here is variables. So what is a variable? Well, I'm going to show you here in the subject line. What I'm going to type here is welcome name. So now I have Welcome typed out, and what I want to do is I want this sequence to greet each individual that is going to be receiving this email by their name. So to do so, what I'm going to do is I'm going to type in this bracket right here. And as we can see, just typing in this bracket, we have all the variables that are available to us. So I'm going to go ahead and put first name. So their first name is going to be listed right here. And then we can do this the same way within our email body by putting in personalization right here. So the most basic one is, of course, going to be this first name, so we can input it. And again, I'm going to be going over personalization in more detail later on. But this is kind of just the basics. So from here, what we're also going to want to make sure is that we select a sender. So this is going to be the email that you created the account with or a different email that you want to be sending out these marketing messages. One thing to keep in mind here is that you don't want to use a brand new email to be sending out these marketing messages, because if you do, then it's likely that your email is going to get flagged and it could potentially get banned, but more importantly, it's just not going to be getting to the recipients. So we talk a little bit about this in our em worm lesson, but this is kind of just something for you to keep in mind at this stage. Once you go ahead and have an email typed in here, we also have some AI functionality here and being able to help you with your grammar, to shorten it, and to even change your tone. Next, what we're also able to have is not just emails in the sequence. Again, these are all going to be things that will go over in more detail, but we have all of these options as well. So we have LinkedIn integration, so we can send messages within LinkedIn. We can even send voice messages on LinkedIn, and this is all going to be things that will be automated. Now, what we can also do is set conditions. So if they have an email address, if they have LinkedIn URL, if we have a phone number for our leads or we can even sell custom conditions. We can also clicked on Lincoln Email. This is also a big condition that I use within my sequences, and we can even sent opened emails as a condition. So if they open an email, then that would lead to the yes condition, and then we can respond accordingly. We can send them one email, maybe thinking then if they don't open the email, then we can send them an email following up and saying whatever. Now, if LinkedIn integration is something that particularly interests you, you can go ahead and skip a couple lessons where I discuss how we can use mls to automate our LinkedIn outreach with the specific technique that I use that gets me hundreds of sales calls. Okay, now, from this point, what we're going to do, once you have your entire sequence created, again, for the most part, if you're just going to be using simple emails, then it's very simple. It's very straightforward. We click on the email that we want, and we're able to write our email content, our subject line, and we can even set the days of waiting in between each sequence. Now, what we have to do is actually select the leads that we want to go ahead and send these emails to. So I'm going to go ahead and move on to next step. And right now, there's zero leads imported within this. So I can click Import new leads into this sequence. And as you can see, we have the same search that we did in the beginning of this lesson. Right here, we have 3.2 million people. But if I want to go ahead and limit this to the people that I already imported within my contacts, we can then come here to contact list. I can add this and then I can come up to here to select contact list, and the new list that I created, I click Include there. And then now we see it's limited to these ten individuals. So what I can do is select all of them, and then I can go ahead and click Push Ten leads to campaign. And then I can go ahead and push these ten leads into our campaign. So there we go have these ten leads added. Now, remember, not all these ten leads had emails associated with them. So we should see this right here in our next step that these three right here aren't going to have any emails. So we can grab them, and then what we can do over here is delete them from the campaign. So now we are on to the launch stage, which is the final step before we can actually send out these emails. So again, before we were here at the lead list, and now we can come over here to launch. So as you can see, with each of these emails, we're able to preview how they are going to look. So we can see that before where it said welcome first name, and hello first name, it is now being auto filled with the first name of all of our contacts right here. So we get to essentially just preview how it's going to look when they receive it. So now, all that we have to do is make sure that these are all good. We can select all of them, and then we get to launch the leads. So there you have it. This was our quick overview in intro into Lemlst email marketing software. 8. Fix Your Subject Lines With AI: Everyone is tired of you and your subject lines. Okay, that's a little dramatic, but I wanted to get your attention for this one. Let's talk about funneling for a second. Imagine you have the ultimate cold email. It's amazing, and it converts great. 25% of the people who read it schedule a call with you. I kid you not. That would be worth an incalculable amount for absolutely any company. Now, let's say that you followed every other lesson in this course seamlessly, and you have a perfect list of prospects who match your ideal client profile. But let's say that your email is open by only 1% of people. Out of 100, no one would end up scheduling a call. And out of 1,000, only four people. And that's what the ultimate cold email and the perfect list. Now, hopefully you see what I'm getting at. It's that subject lines are crucial. They're the first step of the funneling process, and we want to make sure that we can keep as many people from the list following every single step as the funnel continues. So basically, the more people that open the email, the higher chances of success. We want volume, and we get this through solid, catchy and sticky subject lines. So what exactly makes a good subject line? Well, there are many, many copywriting principles that could be pertinent here, but I'll cover some of the most effective ones in this lesson. Let's go back to the beginning of this lesson. Everyone is tired of you and your subject. Whether you felt attacked, thought I was funny or started to wonder why you bought this course, that comment likely elicited some kind of reaction. And that's exactly what we want. Copyrighting is about getting those emotional reactions which get you to stick around for just a little bit longer. And that's the goal of a subject line. It's to elicit a reaction that's strong enough for it to spark curiosity and want you to open up that email. That's all. So what are these principles that I hinted at? Well, the beginning of the lesson embodies one of the principles of copywriting, which can be extremely useful for writing subject lines. And that's framing something in the negative. So instead of saying something like five ways to get fit and healthy in the gym, instead, you could frame it as five ways to stop being so fat. Because the first one we're used to, it's expected, and it's how most of the world makes statements and even how most of the marketing world operates. It's a promise about something that's desired. However, the second one is triggering. It makes you see yourself in a light that you don't appreciate and want to change. It might even make you dislike whoever is saying that, but that's fine because it elicits an emotional reaction and keeps your attention. The only goal is to get them to the next step, and we'll deal with everything else there. Naturally, there are degrees to this. So depending on your audience and your message, you'll be able to take this to something more extreme. But keep in mind that it's a fine line. If you go too aggressive, then the dislike might trump the curiosity and your email won't be open. Here are some examples of varying degrees of aggression. Why your sales strategy isn't working? The real reason your business isn't growing. Stop losing customers like a. You're wasting money on nonsense. Are you making these mistakes on your ads? The next copyrighting concept is something that you guys have probably fallen for, and really, you will not believe what it is. Okay, see what I did there? I'm having a little too much fun, but the concept is sparking curiosity. If our goal is to get people to click and open the email, then sparking curiosity is one of the strongest things that we can do. And there are countless ways that we can go ahead and do. There are many ways that we can talk about, but the most obvious one is referring to the content of the email in some appealing way. Things like you won't believe what we discovered makes you curious as to what the discovery is, and if you're convinced that it'll be relevant to you, you'll likely open that. In this example, there's some sort of secret that no one else knows, and you're about to be a part of it if you open this little magic email. Now, this concept can be squeezed out more by emphasizing the secretive element to it. So you could say something like what they don't tell you about running ads in 2025. Or if you want to combine it with the previous concept, you could say something like why your competitors are laughing at you. Basically, these sort of subject lines make you want to find out what all the fuss is about. And another way to do this is by apparently giving something away for free. Now, as you're going to see in the following lessons, one of my most successful subject lines was name, you're invited. People love stuff for free. And even though people are growing increasingly skeptical about free stuff online, opening an email takes very little effort to find out what it is, and it has no risk, so it's a good strategy. Of course, you want to make sure that the content is at least somewhat congruent with your subject line. In my case, I invited my prospects to a 15 minute demo call, so it kind of made sense. The other day, I was actually captivated by one of these subject lines. The subject line read all expense paid Bali trip I knew deep down I was falling for something, but I couldn't resist it. I had to open it. Of course, it ended up being a great case study of one of this woman's clients who followed her method and was able to pay for her trip with very few hours of work. Anyways, by the time that I read through the email, which I did in its entirety, I had already forgotten about the subject line. But it was, of course, all congruent and I wasn't promised something that I didn't get. And I ended up dropping almost $10,000 on this woman's program recently after being on her email list for four years. So she knows what she Alright, so this is going to be your last chance to get this next concept because I'm gonna get rid of this lesson soon. Okay, I need to stop. Hey, you get the point. The next concept is something that everyone that's heard the word copyrighting probably knows about, and that's urgency. No one likes missing out on great deals, offers or one in a lifetime opportunities. So, if this is done right, it's a very powerful tool. But, of course, we all know about it. So it has to be done right in order for it not to be corny, cringy or just plainly not easiest way to go about this is for the sense of urgency to come from a real place. So instead of thinking, Oh, I'm going to use that copywriting technique that was taught to me in the course, you should think, W is a natural point in my sequence to highlight the fact that this is urgent? Maybe you're actually running an offer or maybe you only have room for so many clients at once, so you only have one or two spots left. As you'll see in the next lessons, what I found success with was mentioning urgency in my last emails because this was when the sequence was about to be over and I was actually going to stop emailing them. So here are some examples of subject lines that can inspire urgency just to get your brain juices flowing. Last Chance, only a few hours left. Your invitation expires in 37 minutes. This is available to the first 50 respondents. Last call. Are you joining me? In parentheses? Two spots left. Do you have more time to waste name? Okay, now it's time to supercharge these with AI. So far, you've got three powerful techniques, negative framing, curiosity and urgency. But what if you could come up with 20 subject lines like this in under a minute? Well, that's where Chat GPT comes. There's a lot of ways to get this wrong and end up with absolutely terrible subject lines. That's where your knowledge of copywriting that I just gave you is going to come in handy. But let me also give you some specific prompts to make this a whole lot easier. The first prompt that you can use is write ten subject lines that use negative framing. My offer help agencies reduce churn. The next one, give me seven curiosity based subject lines for an email about a free audit for SAS startup. Other one is create five urgent subject lines for a limited time calm the call offer. You could even give it an idea and have Chat EPT rewrite it. So something like rewrite this subject line to be more provocative. Grow your LinkedIn with AI. Or you could even use the prompt. Give me subject lines that mimic the tone of Alex Hermosi. Another way that we can do this is that you can paste in your best performing emails and then say, based on this email, generate ten subject lines using curiosity and urgency. Or, here's my sequence, suggest subject lines for each email that build curiosity and urgency progressively. Now, of course, you don't have to use all of them, but using AI to generate and refine options gives you a powerful head start. I usually like to get ten to 15 examples and then mix and match them to then make my own. So we covered three massive subject line strategies, framing in the negative, sparking curiosity and creating urgency. And now you have the AI tools to generate dozens of options using those principles. This is going to be the first step in your cold outreach funnel, and it might be the most important. If they don't open up your email, then nothing else matters. So take these principles, fire up Cha GPT, test your lines, and start turning strangers into leads. Alright, let's move on. 9. Craft an Elegant Email Signature: Lesson, I want to speak about a small addition that we can have to our emails that can really help increase not only our credibility, but in turn our conversion rate. And of course, as you can see on the screen right here, I'm speaking about email signatures. Now, email signatures are something that are very sparingly talked about when it comes to email marketing. But they're also something that really takes only a few seconds of effort on your end, and it's something that's going to stick with you from that point on. Now, in terms of actually creating one of these for ourselves, I'm going to go over two ways that we can do this. First, with logo ai.com, they have their own email signature generator, and secondly, with CAVA. Both of these options kind of offer their own benefits. With logo ai.com, it's a little bit more straightforward, but on the other end of this, it's not as editable. So on Canva, what we're able to do is choose from a bunch of templates. We can move things around, add images, change the font, all this other stuff. On Logo AI, it's something that is a little bit more pre built and something that we have to kind of stick to its own templates. But on the positive end of that spectrum, their templates are honestly very good, and they're something that I honestly wouldn't change myself. So we have a few different templates to use. And here, we even have some statistics about kind of the importance of having an email signature and the better that it can do us. If we come down here, we have a few templates to choose from. Now, for me, my personal favorite one here, I'd probably go with this template. And as you can see, we're brought down here. Now, in terms of kind of stylistic choices when it comes to our email signatures, one thing that I would kind of stick with as just a rule of thumb is less is better because as we're going to go ahead and look on Canva, we could definitely find some extremely complicated, complex and kind of flashy email signatures. But with our email signature, and of course, this is going to be kind of dependent on your niche, for the most part, you just want to keep it simple and clear. So now that I chose this template, let's go ahead and work with it. Let me put in my information, and we can see how this is going to look. First step of doing that is I'm going to go ahead and input my own photo here. So I went ahead and input my photo here. I was just able to click change and do that. But now I want to crop it to make it more square. So what I can do is I can come in here, I can pull this from the top and bottom, and now have it fit a little better. And also, what I can do is kind of pull it in to zoom into my face a little bit more. So let's have it like that, and I'll just do one more tiny adjustment and bring it a little bit lower. So, something like that works well. Now what I want to do is I want to kind of get rid of this shadow that we have behind it. So I'm going to come over here into border style, and we can go ahead and click through the different borders that they have offered for us. Now, personally, my favorite one is probably going to be this one right here with the rounded corners. So we don't have any shadow going on, and it's simple. So let's go ahead and stick with this. Now I'm going to go ahead and enter in my information here, and we can see how it looks. So now I went ahead and put in a little bit of information, but one thing that I also want to show you is how this kind of reacts to the information that we put in. So let's go ahead and get rid of this example phone number. As I get rid of it, we also see that the icon disappears as well. Now, let's go ahead and get rid of the address. We see it disappear from there. Now let's go ahead and put a position. So let me go ahead and say found it right here. If I put that in, we see that my name moved up right here and made room for this, as well. Now, if I get rid of it, we see that this comes down. Okay, now, from this point, let us go ahead and move into the style of this. So I can select a theme color. So this is going to be something that is kind of going to be consistent with your brand image. So if you have a website and you have a primary color there, you can go ahead and select that here. Let's go ahead and go with this purple. Yeah, I think that looks nice. And I can go ahead and select a link color right here, and this is going to be associated with the socials links right here. So I can also have it as purple. I can have it as white and make them disappear, or I can just set it back to black. Now, what if you don't want to include any of these socials? Well, you can come over here, and from this point, what we're able to do is either add in some more socials, or we can go ahead and remove all of them if we want. And another option that we're also able to do from this point is an ad banner. So this can be some kind of link. So let's say that you have some sale going on in your website. Then you can go ahead and put that in right here, put in a little bit of a description, and then you can put in a Link URL as well. Let's go ahead and go back to our style. So here, what we're able to do is change the font from these preset fonts that they have right here. Again, it's not too much that we get to choose from. But for the most part, this Vrdana font is going to be something that I would personally stick with because it's something that isn't doing too much. It's minimal, simple, and clear, above all. But if you want to go ahead and change it, we also have all of these different fonts. I can also change the font size, make this extremely large, or make it small. And from this point, when we like what we have, what we can do is click Generate my signature. And then what we're able to do is copy the signature and it gives you a little bit of instruction, a little tutorial if you are going to be adding these on whatever specific email provider you're going to use. For example, let's go ahead and look at Gmail. So now, following these instructions, let's say you have Outlook, we have these as well or Apple Mail, you can go ahead and add these in to your own email. Now, let's say that most of you are going to be using Gmail. I can go ahead and show you exactly how we can input this into our Gmail signature. So first, let's go ahead and hop onto Gmail. Okay, so now we are here on our Gmail settings. And again, to access this, what you can do is come over here into this gear icon. And what we want to do is go ahead and scroll down all the way to our signatures. So from here, we can just click Create New and I can name it signature. We'll click Create. And then from here, I can just paste in this signature. And then what you're going to want to do is come down right here, and you want to make sure that you actually have this selected for your new email use. Otherwise, it's just going to sit here, and then you'll have to add it manually to each one of your emails. But if you're going to be using, let's say, mls to send out your emails, then you're going to want to make sure that for new email use, you're going to have this selected. And if you want, you can also have it selected on your reply or forward. Okay, now, that was pretty simple and straightforward. But now let's go ahead and look at how we can do this with Cava. So when you're here on Cava, we can just click Create email signature, and we are given all of these template options to go ahead and work with. So, as you can see, like I said before, a lot of these are kind of doing a lot for us, and other ones are honestly quite nice and how simple they are. But as you can see, I think this one is a little bit cool of the use of a signature, especially given that most emails are going to be received on a white background. This signature kind of stands out with this drop shadow right here. So I think this is nice. Again, it's depending on your niche and the style that, you know, your audience and your leads would probably appreciate that's going to really educate the kind of email signature that you should use. I'm going to go ahead and just select this one right here. Again, we have a lot of other Timbits that we can go ahead and use, but I like kind of how simple this one is. It's minimal and it's straightforward. Now, to edit the information here on Canva, it's also relatively straightforward. So I can go ahead and select this and input my name. And with Canva, we're given a little bit more creative freedom here. So one thing that I see here is that the letters are spaced quite significantly. So this could be something that you like or don't like. Regardless, to be able to edit this, we can come over here into spacing, and then you can go ahead and change the letter spacing here. So if you want them to be a little bit more closer or further, we have this option right here. And then with any one of these given elements, what we're able to do is select it and we can move it to wherever we want. So, again, it gives us a little bit more creative freedom than what we had with Logo AI. So let me go ahead and change this right here. I'll put Digital Skills Academy. And now I'm going to go ahead and input my picture right here. So I'm going to get rid of all of these things right here, and then I can go ahead and drag in my picture. So I have my picture off screen here, and now I'm dragging it on. Now what I can do is drag it here into place, and I have a few options as to how I want to format this. So I can really either keep it as it is right now. I can select it I can come over here, I can round the corners. So let's say I want to have it like this. I can also crop it, so I can pull it in. Let's say I want to make it a little bit more squared off and adjusted here. I can do it as such and click Done, and I can drag it to be a little bit larger as I please. I personally liked how this one looked. So from here, what we're able to do once you like everything, we can then go ahead and click Share, then we can download it and you can download it as a PNG. That's fine. We can click Download. And now I want to move back into Gmail. So now that we are back here on Gmail, what I want to do is create a new signature, and I'll name this one Canva. So I can click Create, and now I'm going to come over here into Insert Image, and then I'm going to grab the downloaded file. And now, as you can see, I have the uploaded signature right here. Now, another kind of option that you have when it comes to these uploaded images, let's say, from Canva, what you can do is also select them and you can change the size of these. So you could send a few test emails, let's say, to yourself, and you can see how each of these sizes look. You can set it to be a small, you can set it to be a medium, large, or the original size. Because sometimes here in this preview, it's not actually completely clear as to how it would look in the email. So that's one test that I would always recommend that you do. Honestly, even if it's just a text piece that you just pasted in as we did with logo.ai. So there you have it. This is how we can add in these email signatures as a quick and easy kind of boost to our emails. 10. Breaking Down a Successful Campaign (1/3): The backbone of cold emailing and really any marketing strategy through email is your email sequence. When you receive emails from all the companies that you're signed up to, that's not them pressing send individually to you. They're being sent in mass. And not only that, but you're often getting emails for the first few weeks and many times longer that were written months or years ago and are simply part of their email sequence. The point is your email sequence is a huge asset. If you get it right once, then you'll be able to capitalize on it for a while. Our case, we're going to be using a sequence of four emails. You can use many more. In fact, statistics show that six to ten is usually the ideal number, and we'll break down one of my longer sequences next. However, this is what I found quite a bit of success with after testing multiple sequences. So it's the one that I'm going to show you for this specific a quick note on integrating AI here, tools like HGBT can give you pretty solid outlines that you can then rework. And notice how I say outlines here. You should never just really copy and paste what HGPT gives you because oftentimes you can do some additional reworking that can benefit you. Especially if you access the transcribed version of this lesson, you can then copy my sequence or even just the entire lesson and ask HGPT something like, give me a four email sequence for coaches based on a free demo offer using the sort of approach described in this lesson. Then you can tweak it using everything that you've learned in this course. The principles in this course, you'll be able to test your own sequences, test different amounts, and find the one that works for you. So no stress. Alright, let's hop into the word by word of the first cold email from my sequence and go through all the principles that you need to keep in mind. So, as you know, my first subject line is name you're invited. That one we've talked about already. And then the email starts after that with Hello first name. Alright, so this one is crucial, and it's going to take me a little while to explain. Just kidding. This one is pretty self explanatory. Another quick AI comment here, if you're going to be using AI to personalize scale, then you can autofill this kind of humor into intros with tools like replic or a TratGPT script. Something like make the intro to this email warm, casual, and a bit playful using the name first name. Now, names are usually not the best way to do this because you might get corny wordplays or things like that, but we're going to cover more specific versions in the coming lessons. So next up in this first email is, I found your profile on ICF, and I was wondering if you're able to take on more clients at the moment. So here's the first principle to keep in mind. Everything your prospect reads has to be designed to buy you the next few seconds of their attention. It's no secret that the Internet is like a competition for people's attention. All copywriting is one of the arts designed to captivate that attention. So the process is the subject line buys you enough time to read the next few words. The next words buy you the next sentence, the next sentence, the rest of the email, and so on. This case, my wording is a little sneaky because so far, I'm making it seem like I could be a potential client, so naturally, they are going to keep reading. But notice, however, it's not incongruent with what I'm saying. I'm not simply manipulating them. At the end of the day, it's important for me to know whether or not that they can take on new clients at the moment. One last thing to note here is that the ICF reference is true. It's the database where I would find my leads, and it's also a step of personalizing this. So if you're using a lead database or enrichment tool like Clay, then you can feed that info into Chachi BT with a prompt like this. Generate a personalized first line for a coach found on ICF. Assume that they help clients with business mindset. Now, we'll talk a lot about personalization, but basically, it makes your emails look less like a sequence, more tailored and more likely to get a reply because it feels like you're messaging them, not just a list. Just imagine if someone reached out describing your exact specific situation in life with names and details. You'd likely be a little scared, but also you'd be more likely to believe that they can help you spec now on to the next line. I say, My name is Adam, and I actually used to be a coach myself, and now I run an agency for coaches who help their clients with wealth, health, relationships, or anything similar. Now, this part introduces Niching down. We've talked about it. You get it. If you niche down, you become an authority in the smaller segment. Fewer people, but those people like you much more. In this case, it works great because I'm showing that not only do I specialize in coaches, but I used to be a coach myself. So I've seen both sides of the equation. And this is actually true, and I encourage you to find some sort of framing that works for your product or service. If you're trying to create familiarity, and you want to strengthen your expertise. Now on to the next part where I say, Okay, I know what you're thinking, but before you describe this email as spam or some sales spitch, let me say that I'm so confident in my skills to market coaches specifically that I'm willing to offer you a guarantee of ten qualified leads in 30 days or you do not pay me a petty. But I'm getting ahead of myself. Alright, so this admittedly is a pretty bold thing to include in your cold email, but it's my style of outreach. I made it seem at first that I could be a client, so I may as well address the elephant in the room. I'm doing this for a few reasons. Number one, it's self aware. I'm showing I understand that I'm being that guy in their inbox. And second, it introduces the guarantee, which helps to buy time. They don't immediately tune out because the money risk seems removed. And lastly, it emphasizes the niche and expertise. I'm the guy that markets coaches. Overall, this is a polarizing aspect of the email, which is good. Some people will immediately click away. That's fine. But the ones who stay are way more likely to keep reading and then convert. The rest of the email is pretty straightforward, but I'll highlight some parts. While I was looking into your brand, I noticed that you aren't running any Facebook ads at the moment. So this is a lot. Yep, it sucks. I love to go through every prospect and write a fully tailored email, but I simply do not have the time. Instead, I say something that is probably true for most of my leads and which almost definitely needs to be true in order for us to work together. Next, I write Honestly, as cliche as it sounds, you might be leaving money on the table. So here I introduce a painful idea that you're leaving money on the table. And then I back it up with reasoning. And here, ideally, I'd show graphs and examples, but there's no time for that. But I plant the seed and we'll build on it later. Now skipping ahead, I say, I'm not sure if you've tried ads in the past, but through expert Facebook ads, we help coaches target the exact sort of clients that they want without any need to rely on referrals or other volatile methods. Here, this introduces the solution briefly, and again, it's just planting the seed. And this is where niche knowledge comes in handy. I've spoken with hundreds of coaches, and I know most of them rely on referrals. I understand the problem and I present how my solution is both stronger and more reliable. And then I say, I'd love to show you how all of this works more specifically. How about we hop on a 15 minute free demo call to see if we can help you capitalize on this opportunity. Now, this here is the call to action. I frame the call as a low investment but high reward. Then I continue to frame it and say, worst case scenario, you'll walk away with some new ideas. Oh, it's no pressure and just value. So, this is the first email. It's crucial to do a few things here. Number one, make it feel personalized. Number two, get as many people as possible to read as much as possible. Number three, position yourself as an expert, and number four, plant the seed of their problem and your solution. Alright, now, we'll see where to go from there and the next lesson. 11. Breaking Down a Successful Campaign (2/3): In the last lesson, we planted some seeds that are going to make our future emails more effective. As I said, I'm going to cover the four email sequence that I used consistently to book meetings in my agency. So in this video, I'll walk you through the second and third emails. Now, the second email we can call the Gentle Nutch. It's pretty straightforward, and you should send it about 24 to 48 hours after your first email. Let me read it to you. I say, Hey, first name, quickly following up on our last email. As I said, I'd love to see if I can help grow your coaching brand. Again, I'd guarantee you at least ten qualified leads in 30 days or you wouldn't pay me anything. I'll leave the link here again. Speak soon. Now, this email does a few things. First and perhaps most importantly, it's a little nuch. As I've said before, most of your prospects who eventually become clients won't be an ecstatic yes from the start. Instead, they'll be somewhere between the absolutely nuts and the Please Take my money ASAP. So when they read the first email, many of them will be interested, but they're not going to act immediately. Maybe they'll check out our website, maybe they'll think about it, or maybe they'll say, M, I'll do it later. Now, this email is for those people. It's just a few sentences, and I synthesize the core elements of my offer in a very straightforward, non flashy, non salesy way. Now, if you want Chachi BD to do this for you, then you can feed it your first email and try this. Write a short, warm follow up email summarizing this offer in three lines. Emphasize the no risk nature of the guarantee. Now, the second purpose of this email is to summarize our first eil. Lot of people don't read the full first email, no matter how hard we try, and that's just how it is. So this one acts as a compressed reminder. For some people, it will lead them back to the original email, and for a few, this one alone is going to be enough. And one last sneaky tactic here, don't use a new subject line. Send it as a reply to the first email. This one makes it look like it's an ongoing threat. And in the inbox, it now looks like a reply to something that they might have responded to, which makes it way more likely to be opened. You likely do this all the time when you open your the messages that look like replies or threads are the ones that you check first. It's not super complicated, just a few smart principles to keep in mind. Now it's time to get into the third email. And the subject line here is ready to let it be easy first name. Now, I stole this from an email that got. When I read it, I felt this wave of relief. Like, I could just hand off my problems to someone else. I didn't buy the thing. It wasn't really relevant to me, but that line stuck with me. And you can do that, too. When you get emails, read websites, or scroll through post, you want to steal the good phrasing. And you can collect these phrases that work on you and test them for your audience. Now, this subject line is strong because it inspires curiosity and paints the solution as effortless. Now onto the body of the email, which I send two days after the previous. I say, I just realized I didn't add any sort of proof of what we do in my last emails. Here is a screenshot of one of our campaigns. Now, here we introduce proof, some form of results, evidence, screenshots, whatever. But we do it in a way that keeps the personal tone. It doesn't sound like a polished sequence. It sounds like we're writing this one email now specifically to them. And, of course, if you want to defer to AI, you can always try something like write an email that shares a screenshot from a successful campaign. Make it sound casual and human, like I just remember to send it. Now, this type of framing boosts response rates because it breaks the mass email illusion. We frame it as Oops. I forgot to include this earlier. This makes it feel more personal and gives you another excuse to land in their inbox again. And it also germinates the seed from our earlier emails. We already introduced the idea that coaches are generally bad at acts. And now we're finally showing them, Hey, we actually get results. And in case these numbers are confusing, here are the highlights. And then I follow this screenshot up by in case these numbers are confusing, here are the highlights. 1475 leads generated over the course of four months, an average cost per lead of $16.24. And in parentheses, the average price per lead in the coaching industry is $55 per lead. Here we break it down in plain English. That's important. Don't assume people will understand raw metrics or they'll even look at that screenshot. It just has to be there. Also, we make the numbers look amazing compared to the industry. Now, this is quite an important step for which I 100% use AI, because the idea here is to stand out compared to the industry. It's great because you can just pick whatever metric you want. This is what people like Iman gaz do when they show how the thing that they are selling is so much better than the other alternatives. Pick the metrics in which their offer wins and they don't include the countless other metrics in which it doesn't something that you can do is paste your screenshot results into hat UPT and then ask, write a short paragraph explaining why these results are great compared to industry benchmarks. Make sure to include actual statistics and give me ten examples. This proof does a few things. Firstly, it shows that we've actually done this secondly, it provides social proof. We're not pitching in a vacuum. Next, it validates the seed of the problem that you're leaving money on the table. And lastly, it creates Fomo. Your competitors who are doing ads right now are gaining ground on you. So now moving into the next part of the email, I say, now, I know the numbers here are quite high, but doesn't mean that you have to spend thousands of dollars on ads to get results. No. This happened to be a company with a big team and a budget which could afford this, and we scaled the ad spend as we saw success. Instead, you can start with a very humble budget. And the best part, I'll guarantee you at least ten qualified leads within 30 days, or you won't pay us a cent. The offer is bold because we have the results to back it. Now, this part does a few things. First, it establishes credibility, that you work with big clients. Next, it acknowledges a potential objection that they don't have a big budget to work with. Third, it reinforces the risk free offer, and it uses a subtle mental jujitsu. The offer is bold because we have results to back it. Now, let's be honest. It's not the boldest offer in the world, but the way it's phrased, it feels powerful. So you show the proof, repeat the offer, make that connection. And it works. And of course, we wrap up with a CTA to book a call or reply directly. So that's the second and third email in the sequence. The second email is a gentle notch. It summarizes the core offer, feels like a part of a real conversation, and it's great for friend sitters or forgetters. Now, the third email adds proof. It reframes the outreach as personal and connects results to your guarantee and builds trust and momentum. So you want to keep your emails concise, personal, and persuasive. Use screenshots, add proof, and reiterate your value. And you can use AI to test variations fast. Now, we'll tackle the final email next. 12. Breaking Down a Successful Campaign (3/3): Alright, it is time to move on to the last email of our sequence. It's actually going to be quite short and straightforward, but I didn't want to make the previous lesson too long. So just to recap, so far, we made an initial email that set us up as experts, introduced the problem, and positioned our solution as unique and untapped. We also nudged prospects with a concise summary of our offer, dropped proof, reinforced our risk free guarantee, and emphasized why this matters in their niche. All right. Now, how do we close this cycle? Well, let's look. Our subject line is last chance first name. This is one of the subject line principles that we already covered, urgency. It's also vague enough to spark some curiosity. Last chance for what? So I open up by saying, This is going to be my last email to you, and I'll be quick. Just like the first email, you're buying a few seconds of attention. This line is clean, fast, and it makes a promise of conciseness, something that most people appreciate. Also, it fulfills the subject line immediately. This is the last chance. It tells them that the sequence is over, and psychologically, it works great for anyone who is waiting to see what comes next. Spoiler alert. There is no next. Then I say, I run a marketing agency specialized in running extremely high performing Facebook ads for coaches like you. Now we restate the highlights, no fluff. We remind them that we specialize in their niche coaching. We re emphasize that we've done this before, and we lean on the results from the previous emails. The truth is that by not running Facebook ads, you're not using a competitive advantage that you have in the industry. Now, this line reiterates the pain points and missed the opportunity. By this point, we've backed it up with stats and proof. So here, a clean statement works better than more explanation. I, however, guarantee you at least ten qualified leads within 30 days, or you won't pay us a single cent. Now, this is your risk reversal, and it should shine in your final email. No one wants to book a call with a risk associated with it. So we say it again clearly and powerfully. All it takes is a click on your side to schedule a free demo call with us. Schedule it here. I hope this won't be my last email after all. It's a short CTA, clean framing and a little bit of emotional closure. You're not being pushy. You're giving them one last easy decision. Now, that's the sequence. In our first email, it introduces you the niche, the problem, and your offer. The second one nudges them with a quick summary and no pressure. The third shows proof and reinforces the guarantee, and the fourth repeats the core message and closes strong with urgency. You don't need more than this to start. But of course, AI can help you extend the sequence if you want to test longer funnels. You can try this prompt. Based on this four email sequence, write three more emails that add storytelling and testimonials without repeating the same pitch. I give you this prompt because the one thing that we don't have in this sequence is story the next sequence of mine, I'm going to show you how we hit the marks of creating emotional connection through stories quite clearly. It's very effective, but I felt like it didn't flow with this bold offer type sequence. But feel free to test it. You can also feed Cha EBT your best performing emails and ask this. What elements are repeated most often? Which lines drive action? This gives you actual patterns that you can double down on. This is actually one of the best ways to integrate AI with split testing. We'll see later on with our sales calls, feeding AI as much information on what your customers respond to as possible is amazing. CGBT will able to recognize patterns and then double down on what's working. So the key to this sequence is that it's first concise. Second, it's personalized, or at least it feels like it is. And we'll talk about ways to personalize much, much more. Not. Next, it's layered. Each email builds on the last. And finally, it ends with a clear offer and a final notch. Remember these few key things. You can make your own sequence longer. You can add testimonials. You can tell stories. You can provide value instead of just pitching. Again, in this sequence, we're leaning on our bold offer a lot. There are hundreds of ways to do this well. I'm just showing you the one that worked consistently for me. So when you write yours, do not overthink it. Use what feels natural and then test, tweak, and then test again. We split tested dozens of versions before landing on this one. That's why I put these lessons at the beginning of the course. So you can get a working framework immediately while learning the deeper AI stuff that's coming next. So once you build your own version of this, you'll refine it based on results, conversations, replies, and intuition. Again, let's move on to another sequence, and this one, I'll just break down in one lesson now that you know the basics. 13. Optimize the Right Metrics With AI: So you've got your sequence bill. You've got a list, and you're ready to hit Send. But how do you actually know if your outreach is working? Well, that's where metrics come in. This lesson will walk you through the main metrics that you should be tracking in your cold outreach campaigns. So what counts is good and what to do if things aren't looking so hot. So first, we have open rate. So this is going to be the percentage of people who opened your email out of the total number who received it. So the formula here is opens divided by emails delivered times 100. Now, for what's considered good, the average open rate in email marketing is about 15% to 25%. Now, if you have a great lead list, solid personalized subject lines and clever relatable copy, then you can see your numbers hit over 40%, as we've had on some of our campaigns. If it's below 15%, then we might have problems. Now, you might be doing everything within your control right and still have low open rates. And this might be because of your niche. So for example, my open rates in this campaign were noticeably lower than other campaigns of mine, as we can see right here. That's because my lead list was weaker due to the niche itself. Utomi instructor emails are hard to find. So a lot of the emails on my list either don't belong to instructors are old or they straight up bowel. So all of that put together diminishes the open rate like crazy. However, the campaign itself still works quite well because the conversion rate for the people who do open the email is quite high. Now, if your open rate is low, then your subject lines could use some copy tweaking or personalizing. The email that you're using to send out these emails might not be warmed up and they could not even be being delivered. You might be landing in spam or promotions tab of emails. Or, lastly, your list just might not be that great. Now the next thing is the reply rate, a response rate. Now, this is the percentage of people who respond to your email, whether it's positive or negative. Now the formula for this one is going to be replies divided by emails delivered all times 100. Now, one to 5% is about average, and 5% and above is quite strong, but below 1%, we might need to do some tweaking. Now, keep in mind this includes all replies, even the ones that say unsubscribed. But still, it means that they noticed you, read something, and hit reply. That's already a win in cold email land. Now, if your reply rate is low, your copy probably doesn't feel human or specific. You might be too vague or too pitchy, or you might be boring. It's harsh. I know. Next, we have response per open rate, which is your engagement, right? Now, sometimes the response rate may be misleading because it takes in responses regardless of the open rate. However, if people aren't opening your emails, then the response rate is affected. So I actually think a better way to gauge this level of your sequence is to do the percentage of people who replied after opening so the formula would be replies divided by opens times 100. And this matters because it shows how effective your actual copy is once people open the email. Now, for what's considered good here, it's hard to tell because people don't really measure these as much, but I'd say 5% is probably the average. About 5% is great, and then less than 3% something is probably up. Now, this metric is helpful because it isolates one specific step in the funnel. What happens after they open your? Your open rate is good, but your response per open is low, then your subject line is doing its job, but your copy isn't pulling its weight. So it's time to tweak. For example, on the sequence that I mentioned earlier, the open rate is very low, but once they do open, our response rate and calls booked are actually quite high. Almost one out of every ten people who read our email are booking a call with us or asking about more information. Fourth is the call booked rate, AKA, your conversion rate. Now, this is going to be the percentage of people who scheduled a call from your campaign or did whatever desired action of your campaign is. So the formula here in terms of calls booked is calls booked, divided by emails delivered all times 100. Now, this is the number that really matters. It tells you how many people went from stranger to actual potential lead. This is actually one of the biggest incentives to use Lem Cal because you can track the actual number of calls booked, not just the number of people who are clicking on your E. If the number is low, but your replies are high, then you might be engaging them but just not closing them. Or you might be getting a lot of people who are asking to unsubscribe or citing the CT Spam Act. Hush, again, I know. So here you want to check your CTA, your call to action. Check your guarantee and check if you're making it feel easy and risk free. Now for some extra metrics, if you want to get fancy. First, we have our bounce rates, which is the percentage of emails that couldn't be delivered. This one should be under 5%. Otherwise, you should try to clean up your list. Next, we have the positive reply rate, which is the percentage of people that replied with something actually good and not just uns want this to be half or more of your total replies. If most replies are negative, then your targeting or offer is probably off. And if you're not a numbers person, then you can take a screenshot of your mless dashboard and then upload it directly into Ja QBT and then say something like this. You're a data analyst. Look at these numbers for my cold email campaign and tell me what's working and what I should improve. And you can also add this science backed element to the prompt to give you a more objective answer. Answer as a well informed first person, deep search of the web. Then critique as a third person analyst. And then in parentheses, say expert on the matter. Finally, merge both to share your conclusion. And as we've mentioned before, you can also paste the script for this lesson into Chachi PT, so it has contexts, and it can evaluate it based on what we discussed. Good metrics help you stop guessing and start optimizing. If you're getting opens but no replies, fix your email body. If you're not getting opens at all, then fix your subject lines and deliverability. And if you're getting replies, but no calls, fix your CTA and offer framing. And remember, you do not need to guess anymore. AI can be your copy editor, your brainstorming partner, and your data analyst. You just have to feed it the right inputs. Let's keep going. 14. Simplest LinkedIn Campaign That Works: This lesson, I'm going to put you onto a LinkedIn automation sequence that can get you calls like crazy. Now, when we first went over Lemlst, I showed you here in the contacts tab. How we were able to add new contacts with this People search or a CSV Import. And I said we'd come back to this Linktn Import. Well, now it's time to go over this LinkedIn Import to start out this lesson. So the first step of this is that you're going to have to download the EmlessEtension. Now, this is super simple. If we just come here to the Chrome Web Store, you can just go ahead and add it. So now, once you have this downloaded, we are now going to go in LinkedIn to actually use this. So now I'm here in LinkedIn, and I have my EmlessEtension right here. So the way that we're going to do this is first, we are going to input a search query. Now, here I put Udemy and instructor. And as you can see, this and right here is in all caps, and this is what we call a Boolean search que. So what this means is that it is only going to give me LinkedIn profiles that have the terms Eudimi and instructor within their profiles. And other ways that we can use these Boolean search terms is if you have not or O. So for example, I could put Udemy, not instructor so that gives me all the profiles that have Utomi, but they do not have instructor in them. So this could be like people that work at the company Utomi. And then the or term would give me any profile that has either or Utomi or instructor, and it will also provide profiles that have both. So now I'm here at the search results of Utomi and instructor. Now, to put this into mls, what we have to do is first come over to the People tab. Now, if I scroll down you can see that there are 100 pages here with ten profiles per page. So there are 1,000 profiles that fit this search query. So now what we want to do is push all of these profiles into Mlist. So to do this, I can just come down here to this drop bar, and then I can push profiles from all pages. So if we come up to this, we get to see that all of the profiles are going to be imported. Now, this is going to be nearly 1,000 leads that are going to be imported into mls with just a click of a button. But right now, I don't have a campaign that I've created to actually push them into. And I could put them into my contacts, but I want to keep it a little bit more organized and put them all into one campaign. So let's go ahead and move back into Lemlst and I'm going to go ahead and create a new campaign to do this. And the start of the campaign is going to be to send a connection request or invitation on LinkedIn. So now that I have this created, I'm going to name this LinkedIn automation. So now that I have the first step of the sequence here and it's created, I can go back here, and now I can come select the specific LinkedIn automation campaign. And then I can click Enrich Lead and add to campaign. Now it says leads will soon be imported into your LinkedIn automation campaign. Now if we come back here and come to lead list, in a couple seconds, we're going to see all of the leads import into here. So now, as we see these leads are being imported and the numbers only going up. But now before we continue, I also want to show you here within Linktn that I could select these enrichment tools right here. So I could find their verified emails or their phone numbers if I want to do a multi platform campaign. Since that's unnecessary for this campaign that I'm running, I'm not doing it. But in the next lesson, we're going to go over these multi platform campaigns. So stay tuned for that. Okay, so now I'm going to come back here into mls. Now that we have all of our leads, 816 imported, I'm going to come back here and we're going to start with the fun stuff, and that's actually creating the sequence. Now, the first step of this is going to be sending the invitation right here. And I'm going to have it set so it's sent immediately. And what we're going to do is then add the next step, and it's going to be a conditional statement, and that's going to be accepted Invite. And I'm going to click it, and I'm going to change this to wait until they accepted an invite. And then once they accepted the invite, once they accepted that connection request, we're going to move on to the next step of this, which is finally going to be sending our first message to them on LinkedIn. Now, a mistake that a lot of people make on Linktn is that once they connect with someone and they accept that connection request, their first message to them is their pitch. It's a whole paragraph or even multiple paragraphs about whatever it is that their offer is. Now, I could go on a ramble about why this is not optimal, but you should just take my word when I say that people are not going to be receptive to your sales pitch immediately after you connect with them when they do not know you at all. So because of this, our first message to kind of warm our leads up is going to be something very simple. And it's going to be a gift. Now, you might be questioning where I'm going with this, but let me go ahead and add the gift to this message, and then we'll talk about it. Alright, so I went ahead and added in my gift. So to do this, you just come over here into images, and then you can upload your gift. Now, right here, you can see that this gift is something specific. It's a gift of me saying hello to these leads. Now, yeah, this is a little silly, but that's kind of the point of it because we want this to help in warming our leads because we want to kind of come in with this soft and happy kind of intro. And it's something that we just are hoping that they are going to respond with in a positive fashion because in doing so, it indicates that these are warm leads. Another comment to this is that this gift and what I'm doing here isn't something that's just random because this is something that is speaking to my niche directly, because I'm working with Utomi instructors, and Utomi is an online course platform. So what I did here is I went to a classroom with a chalkboard. And I went ahead and wrote hello because I'm working with online instructors. So this is something that's relevant to them. So if you're working in a niche, let's say, finance, then you can go ahead and do this with computers behind you that are showing stocks or something similar, and you can just be waving there. So you can kind of tailor this to your niche, which is going to then increase your conversions with these. What I want to do is create a message associated with this. So we're going to send the gift, and we're going to say awesome to connect with you first name. So now I went ahead and wrote this message out. Awesome to connect with you, and then we can go ahead and add in first name just like that. In terms of the automation, this is it. This is the entire sequence that we're working with. Now, you might be asking, how am I supposed to schedule calls from this point with just saying awesome to connect with you? Well, that's because what makes this sequence so special and so effective is how personalized it would be. So following this message, what we want them to do is we want them to respond with some emotional response. We want them to give something more than just a thumbs up or a simple hello. We want them to say, ha ha, it's great or we want to see some investment from them to indicate that these are then warm leads for us to move into our next step, which is going to be sending a personalized video. Now, I've been running this campaign for months. So let me just go ahead and show you one of the campaigns that I have ran with this so you can kind of get an idea of how these personalized videos should look like. Alright, so now we are here in one of my LinkedIn messages where I did this. So we can see that I have my gift right here saying hello and awesome to connect with you Lucas, we see this guy's name is Lucas Hal. Then we can see that he responded with an emotional response here. He said, Thanks for connecting. I see that we're both doing online education. This indicates that he's warm, and therefore, it tells me that I need to go ahead and send him a personalized video. Now I don't want you to kind of get over your head here and start worrying about this personalized video because all it really needs to be is 60 seconds. It should be no longer than 60 seconds, definitely not longer than 90 seconds because people aren't going to go ahead and watch these super long videos that you're going to send to them just as if they are going to read like long paragraphs that you're going to be sending them if you're gonna be doing these pitches. So, it should be a concise, little video, and now I'll show you the video that I sent this guy. Lucas, you're right. We are both doing online education and I actually have your Utomi profile pulled up here, and I think it's awesome that you have all of these students with just three courses to your profile. Um, right now, I actually help instructors grow their Utomi profiles. But I'm in the process of creating this community that's going to be more tailored to the individual experiences of the instructors on Utomi. So as a pathway to creating this community, I'm trying to get on calls with as many instructors as I can to just see what their experiences, what your experiences on the platform. And while we're at it, I can share my own insights as to the accounts and profiles I've run myself on Utomi. So hopefully we can get on a call and we can discuss and chat about this stuff. It would be super helpful. So, as you can see, it was a simple video that I sent to him. It was under 60 seconds long. And I was concise in what I was asking for him. I wasn't trying to sell him anything. All I was asking for was to get on a call with him because I'm building this community, and I essentially want to learn more about my target audience, which is to Instructor. I also did offer him some value in saying that I've ran a lot of accounts myself, so I can give him a little bit of my insight on the call, as well. So again, I'm calling him out by name, and I'm also mentioning not only what we went over in this chat, but also what I see in his Utomi profile. This is something that I researched. So this is something that's hyper personalized. Now, another thing that we have to is also add in this question right here, and how does that sound? Because oftentimes people can see these videos and they might not watch them, but they have to watch them if I'm asking, how does that sound? So if they're going to respond, they need to see exactly what I said. So now let's go ahead and look at the end of this message. It's as simple as this. He said, Sure, give me your calendar. And then I said, Awesome. Here it is. And then I sent him my Cundi link. And this video that I sent him literally took me minutes to make. It was super simple. Now, although it is true that this sequence I was using in creating research calls and trying to get people on research calls, they weren't sales calls, essentially. Everyone that I'm getting on these research calls, number one, I'm learning more about my audience, which makes me better able to market to them. And number two, are all people that I'm going to reach out to and also are going to be people that are likely to buy my community, to buy into my community once I actually release it. So the last thing that you should do is think that this is wasteful because I'm not directly selling them anything in the call that we have scheduled. Now I'm back here within mls because we're not fully done with this automation quite yet, because one thing that we have a limit on and one thing that we have to pay attention is to the amount of invitations or connection requests that LinkedIn allows us to send per week. And that number is limited to 200 connections. So I'm going to come over here to my lead list, and as we can see, I have 816 leads imported, which is much higher than the 200 weekly limit. Oh, now what we're going to have to do is come over here into the launch sequence. So now we have all of these leads, 816 that we want to eventually receive this sequence. So now, in order to send out all of these connection requests and not run into any issues, to be able to limit this to only 200 per week, what we have to do is come over here. We're going to click Launch for 816 leads, and now we are at our campaign launch recap. So what we need to do here is we need to edit the time between each lead. So let's go ahead and come over here into edit settings, and then we're going to come over into schedules. And here, what we want to do is we want to go ahead and either modify a schedule or we can create a new schedule. We have to do here is essentially have a schedule that's set up where we are not going to be sending more than 200 per week. So it depends if you have Sunday and Saturday. It depends how many days of the week that you have selected, but let's say that we have five days of the week selected. That means that we would have to reach out to 40 new leads per day in order to reach this 200 CAP, because five times 40 is going to be 200. In my case, what I can do is I can actually decrease reaching out to a new lead every certain amount of minutes. So here I have it set to 39, which is going to be perfectly fine. It's a little bit under the cap. So giving me a little bit of leeway here. And I can go ahead and add this schedule. So now that we are left with just this schedule, what we can do is come back here. And now we see that the time between each lead is 14 minutes. So now all I have to do is click this button right here, and then our campaign has started. So there you go. This is how you can set up, automate and run the simplest and most effective LinkedIn outreach strategy. 15. Automated Multi-Channel Campaign: Lesson, we're going to be going over how we can create a multi platform campaign. So this essentially is going to be a campaign that integrates both LinkedIn outreach and email outreach. Plus, we can even throw in cold calling, as well. Now, the first step of this campaign is going to be visiting somebody's profile on LinkedIn. This isn't something that's absolutely necessary. It's kind of just a small addition that we can add into this campaign that can benefit us at least slightly. Because if they see us on Linktn, if they see our name on Linktn viewing their profile, and then following this, they see an email from us, then they're probably going to be just that bit more likely to be open to what it is that we have to say. Now, having said that, the next step of this is going to be sending them an email. So now for this first email, what I want to do here is just simply introduce myself and give some kind of value. So right here for the subject, I'm just going to put value. Of course, if I was actually sending this email out, my subject line would be something different. But this is kind of just for your idea, just so you can visualize what each email should contain. Now what we can do is have a split condition. So this condition can be if they clicked a link on the email, then we'll send them one email, and then if not, then we'll send them another email. We're going to go over this kind of split conditional statement in the mlssPersonalization lesson. But for here, what I'm essentially going to be doing is in this email, this value email, let's say I have some kind of lead magnet or just whatever that I'm giving my leads to give them some kind of value. If they went ahead and checked out the link, then what I'm going to do now is send them another email. And then in this email, it's just going to be following up and essentially asking how they like the lead magnet if they got any value from it. And along with that, I can drop in some other case studies or testimonials, just essentially increasing my credibility. So right here, I put in the subject line so we can see this. If they click the link, then we're going to send them some case study and credibility, essentially. And right here, what I do clicked on Link in Email within one day. I want to change this to, let's say, three days because we never know what people have on their plate. So I just want to give them a little bit more time to actually respond to this. Now what we can do for the no side of this, if they didn't click on Link in the email, then I can send them a message on LinkedIn. So I just went ahead and typed in this example message. So I said, Hey, first name, I see that we're both in industry, and I sent you an email a couple of days ago about valuable topic within this industry. I would love to hear what you think about. So, something that's super short, super simple, we don't want to be blowing up their LinkedIn messages with a long paragraph or two. So I just went ahead and wrote this quick message. I said, Hey, First Lane, I see that we're both in industry, and I sent you an email a couple of days ago about valuable topic within industry, and I wasn't sure if that was the best place to reach you. Let me know if you're open to chatting. So it's something that's super quick, super simple. We're not going to be sending them a huge paragraph or two within their LinkedIn messages because that is just never going to come what we're going to do is add in another step right here. After these two, we're also going to have another email sent to them, and we can look at this one, like the breakup email. So I can go ahead and subject line this as breakup. Again, this isn't actually what I would have as my subject line here, but this is just for you guys to kind of see the format of this. And here, we can essentially say that, this is the last time I'm going to reach out to you and essentially talk more about your credibility, like what you do, and then you can leave your scheduling link there at the end to then hop on a sales call. Let's say that we had this scheduling link also within this email right here, and they did schedule it. Well, if they did schedule a call with us, then we don't want them receiving this final breakup email right here. So what I would do here then is add another conditional statement, and then I would put on click On Linked in email. And then if they did not click on the link, then what I can do is duplicate this right here, and then I can drag it in to the no position right here. And then I can move this email to this position right here. So now it looks a little bit more complicated, but you essentially get the detail right here. So essentially, what we have here is if they do click the link on this email, then they're not going to receive any more messages from us. If they don't they'll receive this breakup email. And here, regardless of the action that they take, they are going to receive this email one day after I send them that message on LinkedIn. Now, of course, I could also duplicate this email right here and maybe change up the copy a little bit, given that they didn't click on the lead magnet in this first one right here. But I could have this one then also have it followed by this breakup email right here. So the case study and credibility right here, and then the breakup email right here. And as you can see, there's essentially infinite ways that we can integrate both LinkedIn and our email outreach in these campaigns. And that's not the only thing because we can also add in manual tasks. So, for example, after all of these, after this sequence is done, we could potentially add in a manual task of calling them. So we could call these leads. Essentially, it's a cold call. We can say whatever we want, but it's going to be a cold call at the end of all this, knowing that we sent them all of this information. So with this campaign, we've integrated both email, LinkedIn and cold calling throughout this entire sequence. So in regards to these manual tasks, so for creating a call for someone to have to actually go ahead and call the lead, you can assign the call task to anyone within your mls. So if you're the only one operating your mls, then you can assign it to yourself, and then Lemls is going to notify you when you have to make this call. And you can also a priority here. If you don't have multiple priorities within your mlss then the priority doesn't matter here, but it's nice that mls is going to be reaching out to you and essentially telling you that, Hey, this is something that needs to happen, so do it ASAP. Alright, well, there you have it. This is essentially how we can run these multi platform campaigns with cold calling, email, and Linktn all within mlst. So this is something that obviously you can kind of change depending on your niche, and you can do different kinds of steps because we have so many options to integrate, especially with Linktn how we can go about creating these sequences. So, you should definitely go ahead and give it a test trial. What works for your kind of niche specifically. And there's definitely one way that you can integrate both LinkedIn and email to kind of have more optimized and higher conversion rates within your sequence. 16. Avoid Spam With AI (Lemwarm): Now, this is going to be a quicker yet still very important lesson when it comes to your email marketing. So we're going to be going over emworm here. Now, emWorm is all about increasing your email deliverbility. Now, what do I mean by that? What is email deliverability? Well, email deliverability is essentially how well your emails reach your recipients inboxes. And this is opposed to either bouncing or going into their spam folder. Now, it may not seem like it, but this is actually huge aspect in email marketing, because if we're going to be sending out all these emails and we're going to be sending out large marketing messages, then if most of them are going to be ending up in people's spam folders, then this isn't going to be doing us any good, and it's obviously going to be doing the opposite, and it's going to be hindering our results greatly. That's where emWorm comes in. So essentially, the way that emWorm works is that it sends out emails to their own email recipients. And if any of your emails land in their spam folders, then the software automatically is going to pull those emails from the spam folder into the inbox of those emails, and that essentially is going to be telling the email software that you are someone to be trusted and you're not just sending spam. The software is super simple, and if you have a LEM list email Pro plan, then LMWorm is going to come for free with that. But if you don't, emWorm is going to cost $29 a month if you're going to be paying month by month. So one thing, if this is going to be, something that you are unsure of actually spending the money on, they have a deliverability test, and this one here is going to be great to actually test how your email is. If you're unsure about that price tag, and maybe you're just curious to see what your deliverability is right now, what you can do is come up here, we're at lemworm.com, and they actually have a deliverability test. So what we can do is send an email from the email that we're going to be using to send out our marketing emails to this email that is now going to load in right here, and then you can click Show My Results, and it's going to show us how well our deliverability is with the email that we sent the email. Now I'm going to go ahead and copy this email, and then I'm going to go to my email, and then I'm going to send out an email, test email to this one, and then we're going to see my results on my deliverability. All right, so I've now sent the email. I'm going to check this box and click Show MRsults. All right, so we see my results right here. My deliverability score is 95 out of 100. So this is very good. And we see a little breakdown right here. 9% of your emails could land in spam. And then we get to see all the technical metrics that it goes and measures for us here. We have all this, and this is something that's familiar to you, then that's good. But we can see essentially what needs work on. And if something isn't all good, then it's going to tell us how we can improve it. Okay, now, if you have an email P plan with Lemlist or you've decided that you want to spend the money on Lem Worm, let's actually get into the software itself, and I can show you around, and honestly, it's super simple. There's really not much to do there. It's very straightforward and helping us. Okay, so now I am here in another account that I created. So as we can see, we have our current deliverability score right here, and we have a detailed report as to how it's all doing. So looking at this detailed report, it essentially gives us a few things. It tells us how many emails were sent and then how many were landed in either inbox or Spam. So today, only one was sent. Now, if this one landed in spam, then this would be red. And as we can see, it's green, so that means it landed in box. But now let's go ahead and move into the warm up section to see how we can change these amount of emails that are going to be sent out every day. Alright, so now we are here in the warm up section, and we get to see a few things. First, we have warm up. And warm up is essentially the amount of emails that Lem Worm is going to send out each day. And obviously, all of these emails that they are going to be sending out is going to be helping us to increase our deliverbility. But we also see a ramp up increment. Now, this is because it's not immediately going to be sending out all ten of these emails on the first day that you activate your account because this can essentially hurt your deliverability. So instead, what it's doing is ramping up to this warm up amount. So it's going to be increasing the emails by one every single day. So let's go back into our dashboard to look at this. So as we can see here, we see this is a linear increase. Right here, we have one email that's being sent out. And we see tomorrow there's going to be two emails to be sent out. Then three, four, five, six, seven, eight, nine, and then ten. And then every day after this, it's going to stay at ten. But as we saw, we can change this in our warm up settings. So we can come over here and increase our warm up emails. If we want to send out more than ten at the max. Now, it maxes us out at 40 emails. So if you're going to be sending out massive amounts of emails every single day, then you probably want your warm up level to be higher than the basic ten. And with this, if you're going to be scaling this up, then you should also be scaling up your ramp up increment, because it depends if you're going to be someone that you have your marketing messages, and you're going to be ready to send them out as soon as possible, then you want to kind of speed this process up. But if you do have a little bit of time on your hands, then it is better to keep it at one per day. But you could honestly go up all the way to about five. And that's essentially it for emworm. As I said, it's a super simple and straightforward software. It is extremely specialized in doing one thing, and that is increasing your email deliverability score. 17. How to Actually Use Calendly: Alright, now it is time to go over Calendy. Now, if you don't know, calendar is essentially just a scheduling software. Now, when I put it like that, it doesn't sound that special, but Calendly can really help us actually increase our efficiency and increase our conversions from actually getting people on to calls. Now, firstly, this happens because we have all of our booking consolidated in one place. Now, that alone isn't all that special, but what Calendly also is able to do is send follow up reminders about our meetings that we scheduled. These reminders can do you wonders in terms of actually getting people to the calls. Now, let's actually get into calendar, and I'll walk you through it all. All right. Now, the first thing that we're going to do is create a new event. This is going to be the specific purpose of each call. So let's go ahead and click Create here, and we have a few different options. But for us, what I'm going to do is go ahead and select a one on one call. Here we're able to do a few things. First off, we can change the name. Let's say we're going to make this a 15 minute discovery call. Now, this name is going to be something that all of your prospects are going to see, make sure that the name is according. Then we can change the duration here. Now that I said 15 minutes, I can change that here, but we can also do a custom time if we want. Then next we have location. If we want to do it on Zoom, then what we'll have to do is connect a Zoom account, and then when somebody schedules, then they'll automatically be sent this Zoom link. So it's super efficient and optimized in this. But we also have a couple of different options here. We can do a phone call, and then this is going to require that we actually get the phone number when they're going to be scheduling the call. So this is just something to kind of keep in mind. Depending who you're sending these out to, this obviously is going to require a little bit more ask of your prospects, and it's going to be a little bit more friction if you're going to be asking for their phone number. So just something to keep in mind there. And then we also have in person, but we also have Google Mets, Microsoft Teams, and you can even do a custom location right here. This is just going to be if you have something that you're going to type in specifically for them, then you can use this. But for the most part, I always recommend just linking in your Zoom account because it makes the process so much easier for both you and your prospects. Next, we have our availability. Now, if we go over here into our availability, what I'm going to do is click here, and then we can set different schedules. These can be presets of your time that you are available. And then for each event that you create, you can just import this preset that you have created right here. And as you can see, it's super easy to edit. You can duplicate and copy these time. So right now, I'm unavailable on Sunday. But I could apply it here and now I am, but I could also remove this right here. Also if you want to be free for, let's say, 9-12, but then you want to give yourself a 1 hour break. 12-1, you're going to be on lunch, let's say, you can then add an interval, and then you can continue again right here. So that I'll be again free 1-330. And now that we're back here and creating our event, we select our availability, and we're also able to change it right here. So if we want to set, let's say, a custom hours, then we're able to change it just as we are here in availability. Once we're all done with that and we select our host, which is going to be ourselves, we can then click Create. So now we're taken here to a preview of how this booking is going to look like when they click the link that we share with them. Now, from this point, what we can do is come over here and click more options, and then we're also able to add all of these options right here. So we can do a confirmation page. We can ask for payment, and this is going to require us to connect a stripe. We can have free busy rules, limits and buffers and one nice thing that we can add right here is going to be a description. So, right here, I just put in a quick little description. So I said this is going to be a free, quick chat to see if we would be a good fit to work together. Worst case, you'd leave with a few new ideas for your business. Alright, so from here, we can just click Save Changes. Okay, so now we're able to exit out of this. And from this point, one addition that we can make to our booking page to make it look a little bit more put together and more professional is we can add our logo. Now, to do that, what we want to do is come over here. We're going to click this drop down, and then we're going to go over to branding, and then you can upload in your logo. So I'm going to go ahead and do that and then we'll come back to each other. So I have the logo right here and now I can click Apply and save changes. Now I'm going to go back to home, and then I'm going to go back and view the booking page that we just created. So as you can see, we have the logo right here. Now, if I were to actually be sending these out to anyone and I was using this logo, I probably would have a white background to it just so it merges a little bit better with this entire UI. But in the beginning of this lesson, I told you that Candi was a little bit more than just the scheduling software. I said that we could have automated follow ups. Now, this is true, and everything that I've shown you up to this point is going to be available for you for free. But if we want to have this extra functionality, then you'll have to upgrade to a standard plan. All right, so now that I got that disclaimer out of the way, to send these follow up emails, we're going to come over here into workflows. Now, as you see, we have a couple workflows right here from the get go. And if we click C A workflows, then we can see all of these preset workflows that Kunde offers us. Now, to show you just how easy it is to set up any given one of these, I'm going to just show you how we can send an email reminder to our invitee. Now, as you can see, you can also send an email reminder to yourself or the host. So if you have a larger team and everyone is going to be taking different kinds of calls, then the host of that call is going to get a reminder if you do this one. But let's go ahead and set this reminder to Invite. So the first thing that we see here is a workflow name. Now, this one differs from the event name because our invitees aren't going to be seeing this name. So this is all internal, so you can name this whatever you want without kind of having to worry about it. But for now, we'll just keep this one the same, and then we're going to select which events this applies to. And for me, I'm going to do this 15 minute discovery call that we just created. And now we get to choose when this happens. So when are they going to receive this reminder? So we can go ahead and edit this. So instead of being 24 hours before the event starts, so we can go ahead and edit this. So instead of being 24 hours before the event starts, let's say that we want to set it at 2 hours before the event starts. Now, we also have the option to do days and minutes here. So that's just something to keep in mind. And then another option that we have is changing the relationship of this time to when it actually happens. So, right here, we have it sent 2 hours before the event starts. But instead, we could send it, say, when it is booked. So let's say we're going to send it 2 hours after an event is booked, or it could be when the event starts or event is rescheduled. You have all these options, but for the most part, you probably want to stick with this before event starts because you're kind of minimizing the variables in this. So let's go ahead and stick with this and we can click Done. And now the action is going to be send email to invitee. Now, let's go ahead and click Edit so we can look at this. Now, as we can see, Caldi has this template for us for this reminder email. So we can see everything with a great box is essentially going to be something that's going to be auto filled with our personal information. So right here, it says event name. This one is going to be autofilled with 15 minute discovery call. And then with event organizer name, that's going to be Adam Taylor. And then at event time, so whatever time it is that they scheduled this on, and the same thing goes for the date. And right here with the invitee full name, this is obviously going to be the name that they inserted when they went ahead and signed up for this. As you can see, you get the gist of this. All this is going to be filled in information. What they call them on Calendly are variables. So if you want to go ahead and edit any of this, edit the copy and add maybe some kind of specific variables, then you can do so in clicking this and then scrolling down, and you see all the different kind of presets that they have. And a lot of them are going to be based on the information that you're asking of your invitees when they are going to be signing up for these calls. And also, one thing to note here is that we can change our template because right now it was set at reminder, but they have a different couple of them that we can go ahead and use. And then also this email address is going to be coming from Cody. So it's not going to be coming from the email that you use to sign up for your Cowley account. So that's just one thing to kind of keep in mind, and we're also able to change it to a no reply. So the no reply, if they do reply to it, we're never going to see it. But if they replied to this one, notifications at Cody, then all those replies are going to go to you and the account that you created when you signed up for your County. So let's go ahead and click Done. Alright, so this is essentially all good to go. We could just click Save, and then this automation will run by itself. But before we do that, I want to show you that we can actually add more actions to this. So this is still going to be following under this time right here. And right now, it's 24 hours before the event starts. I can then add another action. So this one we have is send email to invitee, but I can add another action that says, let's say, send email to host. I can click Next, and then I can just have this as anything because this is going to be an email that is just going to be sent to us or another member of your team that's going to be taking this call. So the copy isn't going to be important. So from this point, what we can do then is click Save, and then there we go. This workflow is now in works. Now, for the very last thing, before we wrap up, I want to show you that we can use this scheduling page in a variety of different locations. Now, for the most part, you're probably going to be using this link. So we can send this link to anyone, and then they are going to be brought to this booking page that we have right here. Now, alternatively, let's go ahead and click Share. If we go ahead and come over here and to add to website, then we're able to, let's say, click this Inline Embed. We're able to grab this code here and insert it directly into our website to have all of our prospects be able to book a call directly right there with our call to action. Now, if this is something that you're not familiar with, it immediately sounds extremely complicated because I'm talking about code. But for the most part, in these no code websites like WIC or Squarespace, you're able to add this super easily and just having an HTML code block that we just put onto our website. So let me just give you an example to show you just how easy this is. So we can come over here, click Copy code. And I pulled up a Squarespace site right here, and I'm going to go ahead and get rid of this button. I'm going to click Add Block right here and click Add Block, and then we're going to click Embed. Now, from here, I'm going to embed a code snippet, and then we're going to click Embed data, and then I'm just going to paste in the code. I'll click back. And then we are going to grab this and we can move it to be centered here on our screen. Right now, we're not going to see anything because the code itself isn't going to come into action until we actually see it on a site. So right now because I'm just editing the site, it's not going to show up. But I can go ahead and preview this site, and then we should be able to see it. From here, I'm just going to click Save Changes. And then from here, I can click Preview. And as we scroll down to the bottom of this page, we should then see our inline embedded county. So as you can see, they can just click right here. Select any time, let's say 1:00 P.M. And they input all of their details right here, their name and their email, and then they click schedule. So there you have it. This is how simple and easy and effective Cally can be in getting people from scheduling a call to actually showing up to. 18. The Best Way to Book Calls?: So in the last lesson, we talked about Calendly as a scheduler for scheduling meetings with our leads. Now, in terms of schedulers, Calendly is kind of the biggest one in this space. But in terms of ecosystem and what we've discussed throughout this course, I wanted to talk about Lem cow. Now, Lem Cal is great because it integrates extremely well with Lemls. So if we're going to be using Lemls to send out this cold email marketing, we can use Lem C in tandem with Lemlst to get a little bit more data because if somebody schedules a meeting with us through Lem Cal, we're able to get statistics on that within our Lemls dashboard. So it's kind of nice to have everything just in one place because we get a little bit more data when it comes to this. And also an added benefit to this is that the UI here is extremely similar to what we have in Calendar. Right here we have our availability, for example, and just as it is in calendar, we're able to edit it. We can even have different presets. So I can close this one and I can add in a new schedule here, and I can duplicate and copy these hours to other days of the week, and I can change them super easily, and I can also turn off and turn on my availability for any given day. Now, in terms of creating an event that our leads can actually go ahead and schedule themselves with, we can come over here into meeting types and we can create a new meeting right here. We have three options here. I'm going to go ahead and just select regular meeting. And just as before, we can name it 15 minute Discovery call. All right. And then once we're done creating this, we're going to have our link right here, and we can go ahead and click Create meeting type. So next, what we have to do is go ahead and add in a little bit more detail about what this discovery call is going to be. So we can go ahead and put in a description right here. We're able to change the duration. So let's change this 30-15 minutes. We also have the hours here. And I don't want to be a little bit too redundant here because we went over a lot of this in the Calde lesson. But we can also have this other kind of personalization right here and changing the color. So if you have some kind of brand color and you want to keep it consistent with that, you can go ahead and change that right here. For me, let's go ahead and select a blue page. And again, just as Caldy had it, we're also able to set the event location. So if I hit a plus right there, I can then select any of these locations to go ahead and have the event. Now, if I want to have it on Zoom, Skype or Microsoft Teams, then I have to then connect my account. Because I logged in with a Google account, the Google Me option here is highlighted, so I'm able to do it. But with these three, I would have to then connect my accounts for them. So, again, I definitely recommend that you go ahead and do this because I mostly work on Zoom. So it's just super easy for all your prospects to then get that email directly when they schedule it. So they have confirmation that this Zoom was created and that this meeting is going to happen. So for now, I'll just go ahead and select Google Meet. And from here, what we can do is preview this booking page. So now on this page, what we're able to do is edit a few more things. So this is essentially what people are going to see when they are given our link. Now, from this point, what they're able to do is choose the type of meeting. Now, because when I created this, I didn't get rid of that first 30 minute meeting, it's right here. But we can see that the one that we just created is right here. So first, they can click right here and they're able to see the availability. And from here, it's super simple. All they're going to do is select a date and time. They're going to put in their name, their email, and any additional information that they want, and then they are going to be send, in this case, a Google Meet link. Now, as you can see right here, there's all of this blank space. And if someone is going to click our booking page, then they're going to see this. Now, we have two options that we can go ahead and do from this point. Now, the first one is going to be to edit this layout. So instead of seeing this empty space, we do this, and then this is going to be centered. Now, this is going to be the easier option here. But alternatively, what we can also do is come back to this layout, and then we can add some widgets to you. And you can go ahead and put in your socials. But one thing that's nice about this is that you don't necessarily have to put in any kind of directing links out of here. You can even put in just a picture. Or you could even put in a testimonial. So if you connect this Senja widget with your em cow, then you're able to put in testimonials directly here into your sign up page. Now, this is kind of a nice addition, but if someone were to come all the way to this point to schedule a call, for the most part, most people are going to do so. But if you want, you can add in these testimonials, and there'll be nice little kind of social proof right there at the end to maybe make them a little bit more excited for your call. Alright, so let's go ahead and exit out of here. And one last thing to mention about this booking page is that if we want, you can also go ahead and change the background right here. So we can have it as any of these kind of default images that they have, or you can even put in a color or some default gradients that they have. So let's go ahead and select this one. And exit out. Now, I also want to show you if we switch this layout to this centered one, then we'll also retain this background here. And if you want, you can also import a manual background. So if you have something with your business logo or any other kind of image that you want to show on this, then you can import it here. Okay, now let's go ahead and go back into Lemcw. So I essentially just showed you the kind of default way that we can use this cause once you go ahead and create your meeting, you can then copy this link and put it directly into all of your emails. But just like Calendly, we also have some extra features to look at. So let's go ahead and go back into our 15 minute discovery call, and we see a couple more tabs here that we can go ahead and work with. And honestly, we don't just have what we had on Calendly, but we also have a little bit more. So, for example, the first thing that I want to show us and probably the most useful option here is our reminders. Now, our reminders are something that we have to pay with with Calendar, but here on Lemcw it's completely free. So the first thing that we see here is that it's going to remind our lead a specific time before the meeting. And, of course, we are able to edit this, so I can have it as 2 hours. Or I can have it as two days. You can essentially change this to whatever you want. I'm going to keep it here at 2 hours. We first see this subject line. It's a reminder of our upcoming meeting, and just as we are able to do on enlist, we are able to add in variables here. So as you can see, there are all these variables that you can go ahead and use here. Now, if we move on to the body, we see that I've already done that. So I entered in this attendee name variable. So first, the template was like this where we didn't have any attendee first name here. But to add this in our selves, what we're able to do is first hit a space there, click Meeting variables, and then we can go ahead and select attendee name right here. Then let's go ahead and reformat this, and then you have it right there, super simple. Now, as you can see here, I also did the same thing. So it says, I just wanted to send a quick reminder about our schedule meeting at, and then it will auto fill with the meeting start time. So just as I did before, we can go ahead and exit this out. I can come here into meeting variables and then put in the meeting start. And again, let's just reformat it right there. Now, another thing that you can go ahead and do is add another step to this. So let's say that this was actually set two days before the meeting. Another thing you can do is click This plus. I can click Show More. And now we can do another reminder email. So here, let's say I'll set it to 2 hours. So the first one is going to send two days before the meeting. This one is going to send 2 hours before. So you can go ahead and change in the body here to be a little different from this first one to make it look like it's not just the same thing back to back. Now, another functionality of Lem Cal, which I think is pretty cool is these questions. So this is going to be something that is very useful to you or it might be something that you gloss over. But regardless, it's something that is super easy to go ahead and add within the scheduling process. So what we can do is come here into this Questions tab and then click Add a New Question, and we can write our question here, super simple. And we also have the option to either make it mandatory or not. Now, down here, we also have the option of the kind of question that we can have them respond. So right here, we have a one line response. We can set it to several lines. We can set it to a multiple choice. So then we're going to have to go ahead and put in the choices that they can go ahead and choose from or we could do a unique choice, which essentially makes them only able to choose one. With multiple choices, they're able to select multiple of the options that you set. Lastly, what I want to mention here in this question section is actually a great benefit of having Lemcal in the kind of ecosystem. And that is that if somebody doesn't go ahead and complete the scheduling, let's say they came to the questions and then they for whatever reason, exited out before actually making that confirmation. What we can then do is send them to a endless campaign that is designed specifically for them. So of course, you're going to have to go ahead and make this lemless campaign yourself. But once you do, you could go ahead and select it from this drop down. And for whoever bounces out of the scheduling process, they can then be retargeted. Now the next thing that I want to show us is in tandem with reminders, we have follow ups. Now, with follow ups, we have the same functionality as before, but instead of being before the meeting, we see here that it's after the meeting. Now, for the most part, this isn't something that I would go ahead and use myself because in the follow ups, I want to make them hyper personalized, and it's honestly just a little bit lazy in my opinion to go ahead and do this. I think it shows in some good effort. You can put some specific stuff that you discuss on the call. Follow ups are just typically something that I wouldn't automate myself. But as we are able to do before, we can also add in other steps right here. Now, the last thing that I want to show you, which is something that you may or may not use is the paid booking feature here. Now, if you want to go ahead and upgrade to Pro, you're then able to connect your stripe account, and then you could set a price for booking this call. So if you have any dollar amount that you want your leads to pay to actually speak to you, then you could go ahead and do this right here. But that's essentially all that I have for you in this Lem cow lesson. So, as you can see, it's something that can really benefit us because not only can it give us extra data, but it also kind of makes our lives a little bit easier and not having to pay for a plan to send these follow ups, and it kind of just works well in this ecosystem that we're operating. 19. Automate Personalization Inside Lemlist: This lesson, we are going to be going over mlss personalization. Now, in terms of email marketing, personalization is key because so many people are receiving hundreds and thousands of emails to their inbox. So somehow, we have to stand out among all of this large pool and oceans of email marketing that everyone is receiving. A way to do this is to make our messages, our marketing messages feel like they're not just sent out to a large email list. Instead, we want to make them feel like they're personalized directly for the individual themselves. There are many ways that we can do this with mls. Let's go ahead and first create a new campaign to get right into this and we'll start this campaign with an email. Now, one thing that you've seen throughout this course are variables. I can go ahead and type in this bracket right here and we have all of these variables to work with. Now, one thing that I have yet to show you is where these variables actually come from. So let's go ahead and go into our settings. So to go ahead and add new variables, what we have to do is come over here into our contacts tab, and then we can scroll over and come over here to this plus icon. Now, it shows us the default fields here, but if we know that we are going to be importing some lead list and it has an extra custom field that is not a default one here on Lm list, then what we can do is scroll down and click Add Custom field. And then for the lead list that I'm going to be uploading, it's going to be Coaching specialty. And I just have to select the data type. So it's a text, it's not a number or a date. So I have that selected, and now I can click Save. So now what we're going to do is we're going to come here and to Import new contacts, and then I'm going to come over here into CSV Import. And then I'm going to upload my example lead list. Okay, so now I have the lead list imported right here. And as we can see, we have a couple basic ones right here, first name, last name, even company, email and website. Now, these are all pulled directly from the CSV from the lead list itself. So the columns within the lead list are named these things. Now, with contacts field, this is where we are going to link those columns in the CSV with the variables within Lemlist. So for company name right here, what I can do is select a field, come here and scroll down go down to company fields and then select name. So now we see that contacts field is company name, and it's linked right here. I have a couple other things in the CSV that aren't linked right here. Now, something that would be relevant to mlss would be Linked in right here, but there's actually nothing in that column within the CSV, as we can see right here, so I don't actually have to link that. But one thing that is filled within the CSV is this coaching specialty. And of course, this wouldn't be a default field within mlss. This is something that I had to create. And lucky for us, we have created it. And if I just scroll down, we see it right here under coaching specialty, and then I can click Continue. Then if we want from this point, we could also enrich the data. So I can find verified emails for the emails that are not present in the CSV, but in that CSV, I have all the emails right there. I can also find phone numbers and LinkedIn profiles. This is something that is already familiar for you guys. So I can go ahead and push to contacts, and now we're going to do is we're going to go back into the campaign that we just created in the beginning of this lesson to see some of this personalization in action. Now, the basics of personalization that we already are familiar with are the variables such as first name. So I can put here first name, you're invited. Now, this is essentially the basics of personalization. Now, having these merged tags and these variables that auto fill with someone's name aren't something that is essentially very complicated, and they're not even necessarily very new to the email personalization game. So I can go ahead and just type in coaching specialty, and we now have this filled in for all the leads that it would apply to. But there's one thing that I want to show you that takes these variables a little step further. Right now with this coaching specialty, this is something that I had to put in manually in the lead list. So I have to see what kind of specialty each one of these coaches was working in. What was their industry? And I typed this all myself. But with LNlst, we have some AI features that are going to make this a little bit easier for us. So, first off, what we have to do is we have to import some leads into this campaign that are going to make these AI variables for us. So let's go over here into contacts. And then what I want to do is I want to grab all of the contacts here. Let's say, I'll grab these three people right here because they have a LinkedIn profile, and this is going to be kind of essential in creating these AI variables. So I'm going to go ahead and add them to my campaign. I'll push them to my personalization campaign, and now I'm going to go ahead and come back here and open this campaign, and then we're going to go over to the lead list tab of this. So from here, what we're able to do is just like before, how we were able to add in the custom variable of coaching specialty, we're going to come over here. We're going to click Add, and instead of just create a column as we did before, we're going to create an AI column. And we can say the variable for this one is going to be named Hook. So I'm going to go ahead and click Save. Now what we're given is this AI variable tab where we're going to go ahead and input a prompt and then we are going to see the prompt output for each of our leads. We could preview them if we want to. So before I go ahead and type in this prompt, let's go ahead and look at the templates that they have for us. So first here within this prompt library, we can search prompts based on specific kind of things that we want to achieve here. So if we want to have it for social proof, for behavioral signals, anything like this, or what you could do is just go ahead and scroll through and see which prompts kind of fit what you're trying to go for. So I think what I'm going to use is this recent market reports published. So I'm going to click Use This prompt, and then we can see it be autofiled. So we can see the prompt right here, and we also get to see a little description about this prompt as well. So there are tens of these templates that we can go ahead and use to really have our personalization game on another level. So I'm going to go ahead and copy this prompt, and then I'm going to close this out, and I'm going to add in the prompt right here. And now what we can do is preview for this specific lead and see what it comes out. So right now we have this prompt developed for this lead specifically, but it's not very personalized, and that's because if we look here in our lead list, we get to see that their LinkedI is here, but we don't have any other information, their company name or anything like this. So what we need to do then is enrich these four leads, and then what we're going to do is run these prompts again, and then we're going to see how they're going to be a little bit more specific. So immediately, we now see that we have company names right here. And their LinkedIn is going to be something that is now imported within mtlss. So they're actually now going to be able to access it. So as we scroll over, we get to see our hook variable right here, and we can go ahead and click on this right here and we can be able to edit it. Now, also a kind of downside about this prompt is that this kind of assumes that the company data is going to be something that is widely available. So if you are going to be working with smaller individuals working in their own small businesses, then this might not be the best prompt for you to go ahead and use. So, in that case, I actually want to change up this prompt, and let's go ahead and choose something else that's going to be a little bit easier to create something that is more personalized. Okay, so let's go ahead and use this prompt. It's going to be a ice breaker from company description. So this is going to be something that is going to be really easy for mls to go ahead and scrape from their LinkedIn profile, and it can give us a good little intro to kind of break the ice and warm up our leads a little more, so we're not just starting off with any kind of cold cell. Here I can go ahead and input the prompt right here, and now let's go ahead and preview it for this lead. So, bam, we see this right here. This is a super concise and personalized statement that I was on your site, and I noticed that you help low income communities with utility assistance. Now, of course, if this is going to be a lead that fits your ICP, then these personalized statements can be super powerful in starting off your emails because it makes it clear that you're not just sending out mass emails. It makes it feel like that you actually looked into them specifically and are intentional in reaching out to them. So let's go ahead and generate this icebreaker hook for four leads for all of them. So now we can also preview them for these leads, and we're also able to edit them as well. So, if you want to go ahead and get rid of these numbers and the NA, this isn't going to show up in any of the emails that you actually send out, so you don't have to worry about those. So, as you can see, these are very simple. They're not complicated. But they go a long way in how simple that they are. And typically, if this is going to be something that's done for all of your ICP, then you're able to have this and then have whatever follows it. If everyone's going to be in the same industry, then all of these hooks are going to kind of get at a similar thing. So you don't really have to worry about what your marketing messages are going to follow all of these sentences because for the most part, it should fit in pretty well. So now if we want to go ahead and add this hook into our sequence, then we can come back to the sequence. And then if we click right here and add personalization, we get to see the AI variable and hook created. So this could follow as kind of the first sentence. So we could say, Hey, first name, then I noticed blah, blah, blah, blah, blah, period. And then following this, I actually have been working in blah, blah, blah. So you can see a follow up like this. I actually, because this one isn't to say I was on your site, and I noticed that you do blah, blah, blah, blah, blah. Then if you follow it by saying what you do, then it kind of doesn't have to address directly what it is that they do. So this can be a natural follow up, no matter what this initial hook is. So AI variables are huge. They're able to make you personalize to a different level that was not able to do before AI came on the scene. Now, another way that we can personalize is through our sequence themselves in our conditional statements. Well, I kind of introduced these conditional statements before, but one thing that is huge in this is if we are able to know their behavior exactly in responding to our emails, then we can then send out next messages that have this kind of educated statistics behind them, and it makes it look like that we were looking at these exact individuals behavior and responding to that. Like, for example, one time I was checking out this product by Iman Gazi, it was one of his courses that he was selling. And what I did on his site is I went all the way to the checkout page, but I never ended up actually buying the product. Following this, I actually got a text message. I said it was from a person on their team, and they said, Hey, I noticed that you didn't actually end up going through with this. Can I offer you this, this, and this to make your decision a little bit easier? And I think the things that they offered was like one month free. I think it was also a payment plan and then one other option as well. But, like, this wasn't actually someone reaching out directly to me. This was most likely just an automated message, but it made me feel like, Wow, they actually paid attention to what I'm doing and they essentially care about me to be able to reach out and do these messages. So this is essentially what we're kind of able to do with these conditional statements on Lemlist. Let me actually show you one of the sequences where I use this conditional statement to actually help me figure out a big problem in one of my sequences. For a long time ago, I was running this sequence, and I found that a lot of people in my sequence were clicking on the link in my email, but many of them were not scheduling a call for me for some reason. And as you can see right here, I have this conditional statement, which is, click on the Link within one day, and if that is true, then they'll get this email. I saw you clicked our link, but you didn't end up scheduling a call. Was there an issue with our availability, or is there something else that I can help now, you might be wondering, what about all the people that clicked on the link and schedule to call? Did they still receive this email? Well, the answer to that is no, because the settings I had on this campaign was I had this book a Lem cow meeting enabled, which would stop the campaign for people that would book this Lem C meeting. So if they actually booked the meeting, then the sequence would stop and they wouldn't receive this. But if they didn't book the meeting, then it would continue. So that means for everyone that clicked on the Link in my email didn't book a call, then they would receive this email. And I found out that actually the reason why a lot of people weren't scheduling a call is because a lot of the leads on this list that I was working with were in Australia. And because of that, there was a large time difference from me being in America, and none of the times I had worked for them. So because I had this conditional statement here, and I was able to reach out directly to them, I got a very high reply rate, and I was then able to fix this, and I was able to schedule a bunch more calls after making this tweak. In this scenario, I use the conditional statement to fix a problem that I had. But of course, we can also use these conditional statements to be proactive and kind of anticipate the decision making and anticipate the kind of approach that our leads are going to be taking on our campaigns. So now that we're back in this campaign, we can also see that there are more conditional statements to work with. We don't just have the clicked ink on email. Um, if they have a LinkedIn URL, then we can set this conditional statement, and if the answer is yes, then, for example, we could send them a message on LinkedIn. And because that we're working on LinkedIn, we can then set an AI variable that has something to do with pulling some information directly from their LinkedIn profile. And if not, then we can do another step here that doesn't involve Linkedn. Let's say it's another email that we're sending. And then also we have more conditional statements here. So if they booked a meeting, we can then send them some email confirmation. If they opened an email, and then we see that they didn't take action to end the campaign. So let's say they opened this email and this was one of our final emails, right? Let's say it's our second to last in our sequence. And if we go to our settings, we have stopped the campaign for people that reply by email, linked in message or Whatsapp or clicked on Link or whatever it may be. Let's say it's clicked on Link. So they clicked on a specific link in my sequence, and then I can go ahead and put in the specific link for this email, right? If they if they did not click that link, then we know that they opened the email. They didn't click the link, then I can send them another very personalized email, knowing the exact decisions that they made to then be able to get to this point where they would receive this email. So you can just imagine how personalized we could get in these messaging to our leads. Alright, so there you have it. This is limbless personalization. And as you can see from this lesson, the possibilities are endless. 20. Hyper-Personalized Intros With RepliQ: This lesson, we're going to be going over replic. Now, replic is a super unique and specialized software that essentially helps us send super personalized emails to our lead lists. Now, it is able to do this because within our lead list, what it requires is the websites to our leads. So it's our emails and the websites. And what it does is it's essentially going to overlay a video of us speaking, and it's going to be inputting a scrolling version, a scrolling view of that leads website. So essentially, we would record a video that is saying, Hey, you know, I'm here on your website, and I work with businesses just like you to help them do X Y Z. Obviously, in the video that you're going to be recording for this, you're not going to say anything too specific to any individual's business, but you also don't want to make it seem like it's something that is extremely broad, because what they're going to see is they're going to see you and they're going to see their website. So that's just to say that that should educate the kind of script that you're going to go ahead and record to be associated with these emails that are going to be sent out. So let's go ahead and get right into the software and I can show you around. Okay, so now that we're here on the dashboard, we get to see that replic gives us a few different options within their software. Now, in this lesson, I'm going to be going over the video function because I think that this is what replic gives us that has the most value for us. So let's go ahead and select video. And here, we're able to choose our video background. So this essentially is going to entail us choosing a specific thing of our leads that we are going to be including in our lead list when we're going to be uploading this into replica. So in the beginning of this lesson, I told you that we are going to mainly be using websites. So this is mainly because this is probably what would be the most kind of universal thing that all of you would be. So you could alternatively, use their LinkedIn page. You could use their Facebook. You could use their Instagram, their YouTube, or you could use other things that they have here as well. But again, for the most part, I think the website functionality is what gives us the most value here. So let's go ahead and select websites. So now, from this point, what we're going to do is choose personalized video background. Now, this one here personalizes the greeting and the video background. So the difference between the two is that it's going to use AI to essentially mimic your voice and say hello to that person's name specifically. Now, you can go ahead and try this. So maybe with the specific voice that you have, it will work better or worse. But for the most part, from what I've seen, it doesn't seem very refined, and it really is a little bit obvious that this is an AI voice that is, like, cloning you essentially to make these greetings. So you can go ahead and try it out yourself, but the safer option here is to just choose this personalized video background. Now it's time to add in our video here. So again, kind of like what I said before, we don't want to be too specific in this. You can have some greeting. You don't want to mention a name because this is going to be sent out to multiple people, but you want to be as specific as possible without kind of outing yourself that this is going to be a generic video used across a bunch of people's pages. Obviously, it's going to be best to have your lead lists be as specific to a niche as possible because then you could talk about broader specific pinpoints that then apply to your business and the niche that you're working with. So, think back to the sequence that I was doing with Lemls. In that, I said that I noticed that they weren't running Facebook ads at the moment. Again, as we went over in that lesson, that wasn't necessarily true. I was just saying that I was making that statement, and for some people, it applied, and for others, it didn't that's kind of a strategy that you could employ here. But obviously, the kind of best way to do this is to actually go on to people's websites and do it individually, like we talked about in the LinkedIn personalization lesson. So you have three options here. You can either upload your video yourself, you can record it right now. Or we can use this demo one. I'm going to go ahead and use this demo video right now just so we can make this a little bit quicker for us. Now, we had that same option here in either importing a file yourself or using this example one. Now, for this, I'm going to go ahead and use our example list. But when you're going to go ahead and import your only list here, you just want to make sure that it's concise and it's very organized. Now, this isn't going to be a problem. If you're going to be uploading a lead list here that you're going to be using on other softwares as well, then it's probably going to be fine. So we can then just go ahead and hit Next now. To now be able to edit how these videos are going to look. So the first thing that we see here are the options and how we are going to have our video appear with their landing page. Now, here I would, for the most part just always stick with the small bubble because as you can see, if we select this big bubble, we see how it comes up right here in the middle and with full screen, how it kind of changes into being this. Now, what we really want to do here is make it seem as natural as possible. Now, with all this movement here with going from small to large, you have to think in the perspective of your leads and the perspective of your prospects. This is going to be some kind of editing feature that made you be able to do this. Now, if you're going to be sending them just this quick 32nd video, you're probably not going to be putting in this effort to edit it, and something like this would look much more natural. So we should go ahead and select this one right here, and then we are able to edit a bunch of things here. So we can edit the title, we can edit the video description. You can input a Calendly link or a em coal link right here. We get to change the position of the video, so we can put it in the bottom right, top right, whatever we please. I would probably keep it in the bottom right for the most part. Then we can also change the video shape. So we can make it square, circle. This is going to be all up to your preference. For the most part, I would probably just keep it as a circle, but we're also able to change color options here. So let's go ahead and make this blue. We could change the background color. Let's say, we're going to make it red. All these colors are actually going to show up when they go ahead and click the link and they see the video. We're not able to see them right here, but for the most part, I would probably just keep everything basic or you could input your brand colors here as well. Next, we have our button text. So our button text is essentially just going to be a CTA button. So you could go ahead and put this in for, let's say, booking a call with you, and then you could put in your link here for your scheduling page. You could put it to your website. You could put it to whatever action it is that you want your prospect to take. So let's say I'm going to put book a call. And then we have two more options here in scrolling up or staying down. So this right here, we could change it to go up and down, or we could change the preview of the website to only go down, or I can uncheck this, and then we're only going to stay at the top of their website. Now, honestly, just having this top of the website might be something that would be a little bit more natural, but you could also go ahead and do the scrolling function here as well, which is fine. And then we also have display moving or static mouse. So as you can see, right here, it's super small on the screen that it'll essentially move from left to right to up here and maybe down here. Now the movement of the mouse is a little bit too smooth for my liking. It doesn't look very natural because as you can see when I'm talking here, my mouse is moving in not these smooth patterns that we have right here. It's kind of just moving as I'm talking. So I'd probably take off this display moving mouse. So now that we're all done, we can start our video creation. But first, I have to go ahead and put in a link right here. So I'm going to go ahead and put in a Lem cow link. Okay, so now our file has been uploaded, and we can click Show me the videos, and then it's going to take a second for these to populate. Okay, now that these are done, we can go ahead and preview them. The video is to make your prospector feel that you know him or his company buys. We can see this demo video and the preview site going down right here. We can also choose the salesforce.com one. Let's go ahead and listen to this. The goal of the video is to make your prospector feel that you know him. So, as you can see, like this is quite convincing. If you have a good script on you and it's going to be relevant to your niche, then these can be super converting. So now let's go ahead and back out of here and take a look at the integrations. So as you can see, we have lmless integration along with HubSpot. And all of these other softwares, as well. We have Apollo right here. This is going to be something that's familiar to us. So what we're able to do is link these in, for example, to our endless campaigns. So instead of having them click a link, it will be a video that is going to be integrated directly within our campaign. So as you can see, the possibilities for converting and using replica to the MAX potential is absolutely great. So if you're unsure how well an approach like this would work for your niche, you can go ahead and use your free trial credits to run a test campaign and see how your prospects respond to it. All right. Well, that's it. For this lesson, I'll see you in the next one. 21. Run a Demo Call to Get Prospects Excited: Now it's time to discuss how we can convert clients when we get them on sales calls. So now, at this point, there's cause for celebration. Yay. You're now on a call with someone who not long ago, probably didn't know much about your brand. And now they're just so close to becoming your client. So how can we go about actually converting them? Well, today, we're going to be breaking down one of the most important parts of the client acquisition system, and that is going to be your first call. Now, this is going to be the first of a two call sales model. It's going to be about 15 minutes long. And while this might seem casual or introductory, it's actually one of the most strategic things that you'll do in your entire sales process. And that's because the goal here is not to pitch, nor is it to explain your offer, and it's definitely not to convince anyone of anything, really. Rather, this call is about positioning. It's about establishing yourself as an authority, building a genuine connection. And here's the key framing the conversation so that you are the one qualifying them, not the other way around. So, let's go ahead and break it down. Now, I'm going to be going over the script that I use in my own agency, and don't worry, you don't have to take notes because I'll attach it in the resources. Now, right at the top of the call, you need to take control. So one of the first lines from the script is, let me give you some clarity on how our 15 minute calls. First, I'll tell you a little bit about how my agency operates and who we work with and what matters to us. Then I'll ask you some questions to understand your business a little better, and then from there, we'll decide whether it makes sense to set up a longer format call. Now, I want you to notice what this does. First, it sets the agenda. It shows that you've done this before, and it gently implies that not everyone gets to the next stage. Now, this is crucial. You're not selling here, you're curating. Now, I'm not telling you that the second they get on the call, you want to go ahead and start with this first line from the script. Quite the contrary, because one part of this is that we really do want to build a connection. So even if small talk isn't your thing, you can always have a little bit of that in the beginning of your call just to kind of set this stage and make them feel comfortable in going into this call. Now, going back to that first line, that one sentence tells them that this person knows what they're doing. Whether you run an agency, local service or some other business, this exact framing will likely work. You just swap the word agency for whatever your business type is. Now, the next part is where you give your story, but briefly. And this is not just any story. It's a biography. It's strategic storytelling. So you want to hit why you started the business, who exactly you typically help, what results you get, and what kinds of clients don't tend to be a fit for your business. So from my script, I said that we're generally looking for clients that are already running a coaching brand successfully and they want to scale. So the point here is that you're pre framing your ideal client. You're telling them, again, without being aggressive, that there's a standard that you work with. You only work with certain kinds of people, and if they're not that, then maybe it's just not a good fit. But this is also a kind of sneaky tactic, if you want to look at it one way, because at the end of the day, who would want to label themselves as running an unsuccessful business? Almost everyone is going to put themselves in the place of running a successful business or they're going to feel like they have the potential to do so. Now, another thing that we should be honest about is that every small business owner should be doing this because really, you don't actually want to work with every. You want to work with the people who are likely to succeed with what you offer. So this part does two things. First, it builds credibility, and second, it acts as a filter. Now, once you've positioned yourself, it's time to hand the mic over to them. Now, again, this is from the script. So before we jump into the specifics, how about you tell me what inspired you to start your business? Now, this is where the human side. You're giving them a chance to share their why, their story. You're building rapport here, not just because it feels good, but because it sets the emotional tone for the rest of the conversation. And people love speaking about their business. Oftentimes, it's something that they're extremely passionate about. So we're really just putting them in a great position to then continue the rest of this call. Now, right after this, we're asking you took time out of your busy schedule to have this call. Why is that? Now, this is gold because you're asking them to voice their pain or their desire to tell you why they're here and what they're hoping to change or achieve. Now, this creates emotional investment. They're no longer just hearing about your offer. They're telling you why they might need it. Now it's the time in the script where we want to switch gears from rapport to diagnosis. This is where you ask targeted strategic questions. Who do you serve? What's your price point? How do you currently get customers? What are you doing in monthly revenue, and what would you like to be doing 12 months from now? Now, these aren't just getting to know you questions. You're identifying whether they're truly a good fit, whether they're ready for what you offer, and if they have enough pain or ambition to make this worth pursuing. For example, asking, what's your process of turning a stranger into a client isn't just about gen. It's about understanding if they even have a process. If they say, Well, it's mostly referrals and word of mouth, then that gives you a gap. Pain point. And it's the same with revenue. Yes, people might hesitate. But remember, you can just respond with something like, think of me like a financial advisor. I need to know your numbers to then give you your best pass forward. Here, you're being respectful and firm. And again, you're the expert in the room. And you can even ask them if they've ever used a service or some other offer that is similar to what you're offering. It's not to sell them yet, but it's just to understand their experience and their expectations going into your offer. This call is essentially like a doctor diagnosing a patient. You're not recommending surgery yet. You're just checking the symptoms. Now, here's how you wrap up. Well, after our brief discussion today, I have a high level of certainty that we can get your results, and I think it's worth a longer 45 minute discussion. Open up my calendar, and let's pencil on a time. Now, notice here that you're not pitching your offer, you're not diving into prices or deliverables. You're just selling the next step. And you're doing it with confidence. You're showing leadership and you're staying in control of this process. This works because you've already built trust. You've filtered them and shown them that you're not just another service provider. You're a partner who understands their business. So to recap, the 15 minute call is not about selling. It's about framing. You're setting the tone. You're diagnosing their business. You're qualifying them. And if everything aligns, you're moving them forward. Now, that second call, the longer 45 minute one is where you'll actually dive into the nitty gritty, your offers, pricing, and timelines. But you won't get there if you don't nail the first conversation. So treat it like an audition, not just for them, but for you because high quality clients don't want a desperate salesperson. They want a confident guide, and that's what this call is all about. And that's what you now know how to deliver. Alright, now on to the longer 45 minute call. 22. Follow this Sales Call Script: All right. Welcome back. In the last lesson, we talked about the 15 minute intro call. It was a powerful way to build rapport, set the frame, and qualify your leads. This lesson is about the next and final step, your 45 minute call. Now, this is where you're going to zoom out and zoom in. You're zooming out to show the big vision of how your service changes their business or life, and you're zooming in to talk specifics, build belief, and close the sale. Let's break it down section by section. Now, you're not going to start this call by jumping into features or offers. Instead, you're going to reconnect with their why and get them emotionally invested from the first few minutes. So directly from the script, you're already successful. So let me ask why do you want to scale? Why do you want high ticket clients in a more hands off way. Now, this does two things. It reminds them that they're here for a reason, and it elevates the conversation to strategy and not just transactions. Then we're going to go ahead and recap the first call. So just to summarize, we talked about X, Y, and Z, and we agreed that more high quality leads is the key to making this happen, right? Now, this alignment matters. It confirms that they said that this was a problem. Now you're here to help solve it. Now we're going to move into the next section, which is going to be establishing the alternative. Now, this is where you create contrast. It's where the client needs to feel that your approach is clearly the smartest way forward. So you list out the other options. In my case, I was running Facebook ads. So I said, run a billboard ad. That's no feedback and little ROI or you can run a TV ad, which also has zero feedback and little ROI. Now, your other option is running measurable targeted digital ads that track every single dollar in and every single lead out. Now, would you agree that that's a better route? Even if you're not selling Facebook ads, the point is universal. You're framing your service as the logical solution in a sea of noise. This is a key persuasion move. You're going to show them the inefficient status quo and then offer your method as the intelligent alternative. Okay, so now that the path is clear, you're going to lay out exactly how you. This part is going to vary by business, but the structure works for any service based business. So in my case, the process was simple. First, we are going to clarify the value of their offer. Then we're going to build a funnel or a system that amplifies that offer. We're going to follow this by using traffic strategies, ads, SEO, and outreach to drive people into that funnel. And then finally, we'll qualify leads, follow up and now, in my agency, when I was working with coaches, one way that I commonly started out my funnel was creating a quiz. So whether it's a quiz, an eBook, a challenge or a webinar, you want to explain the mechanism in simple terms. We're going to create something free and valuable that draws and leads, and we trade that for their email. Then we're going to guide them to book a call. Here, we're going to filter out the noise and get you talking only to people who are genuinely interested and qualified. So here, we're just emphasizing ease and leverage. The business owner wants to scale, but they don't want to spend 10 hours a week taking calls with unqualified prospects. Now, again, before we get too far into this lesson, I want to let you know that just as I did with the 15 minute call, you can access the full 45 minute call script that I use in my agency and the resources of this lesson. Now we're moving on to the next section, and this is one of the most powerful parts of the call. And it's all about vision. Let's talk worst case first. Maybe we're going to get a few leads and a couple of calls a month and maybe a few clients from that. It's not nothing, but it's modest. Now let's talk about best case. We create you a machine. You're talking to ideal clients every you're filtering out the noise, you're building up your authority, and you're scaling your income and even using that extra traffic to grow passive income streams like a book or a course of yours. Now, this is when people buy, when they see themselves in that future. You want to make it real and you want to make it feel possible. You can also tie it back to earlier things that they said, their goals, their frustrations, their dreams. And this is all where it comes together. Now, before the close, there's one more filter, and it is powerful. You're going to say something along the lines of Let's shift years for a second. I want to talk about culture fit. Then you speak from your heart, your business values, what kind of clients you enjoy working with, and what kind of working relationships that you want. For example, we love working with clients who genuinely care about what they do. We value honesty, transparency, and long term impact. Then you asked, does that sound like a good fit to you? This does three things. First, it repositions the sale as a mutual decision. Second, it builds emotional safety. People want to work with people that they vibe with. And third, it makes the sale feel like it's a shared commitment and not just a simple transaction. Finally, we've approached the close. If you've done this right, by now, they trust you. They want the income. They feel aligned with your values, and they understand how the system works. Now you ask, would you like our help to implement this? And then directly, you're going to say, great. So based on everything I've outlined, does $2,000 a month seem unreasonable to you? This framing is important. You're not just asking if they want to buy. You're asking if it sounds unreasonable, which flips the default. It gives them space to say yes or to ask questions without feeling pressure. Then you simply guide them through payment and logistics, and that's it. Now, this second call is where everything clicks. It's not about showing off your offer. It's about doing a couple of things. Leading the conversation, helping the prospect envision their next level, positioning your service as the natural next step and closing confidently, as a partner, not a pushy salesperson. If the first call was about qualifying them, then this one is about showing them that you're the obvious choice. And when done right, it doesn't feel like selling. It feels like alignment. 23. Fathom + AI to Improve Your Calls: This lesson, we are going to be going over fathom. Can see right here, it's fathom dot video. And what Fathom is an AI note taker that you can have on all of your sales calls. Now, this is actually something that I found relatively recently. Now, this is because I was on a call with somebody, and after the call, they sent me in these notes from Fathom. And they were super valuable because everything that we were going over in the call was all new information to me, and it was something that I was getting a lot of value from. So seeing these notes after the fact was something that I greatly appreciated. So since then, I've implemented it for myself, and all of my prospects have loved it. One thing that's probably one of the biggest and most useful use cases for this AI note taker is being able to input all of our transcripts into Chat GPT, and then we can essentially get a very, very deep understanding of our audience and their pain points, what they need, how we want to target them. So this can essentially educate the copy that we're going to be sending out in our other marketing messages, and essentially gives us just such a deep understanding of them, and this is going to help us with everything. This is something that I do not want you to overlook because this gives us such a competitive advantage because data is honestly everything. And if we have this data, we have this raw data through all of the meetings with your sales calls, discovery calls or whatever it may be. Why not use this extra data? Why not put these transcripts into ChaiBT and leverage the power of AI to help us gain a deeper understanding of our audience? Alright, but that's enough talking. Let's actually get into the software, and I can show you around. Alright, so the first step is going to be creating our account. So let's go ahead and do that. And then right here, you can set it up as you please. I'm going to have it set at all meetings on my calendar, and then summary in recording as well. Sometimes you might just want the summary, but I'm going to have summary in recording. So I'll click Continue. And then here, you can just tell them a little bit about yourself and then click Continue. Now, from this point, we're going to have to download the app for this. So let's go ahead and do that. Okay, so now we have it downloaded and we are in the dashboard of Fathom. Now what I want to do is start this test call to show you how this function works. So let's go ahead and click this, and we're going to have to first connect to Zoom. So you can go ahead and select this box right here and click AAO. And then let's go ahead and start this tutorial. Now we can go ahead and join this call. And as you can see, we'll always have a fathom note taker join our call. Now, typically, we'd have somebody join this call, and I think it's actually supposed to have the tutorial person join, but it's okay because typically, what you would do is once someone joins, you're then going to be able to start recording right here. But now that nobody's joining, let's go ahead and click Skip and start recording now. Recording in progress. So, as you heard there, we now have this recording in progress taking place. So what now is happening is that Fathom is recording this meeting. So essentially it's getting a transcript and it's recording everything that's happening on the screen. But not only that, we are also able to highlight certain parts of our meeting. So at the end of this, it's going to give us a summary of what happened in this meeting. But if we know that something right now is happening that's very important, we can click this highlight button, and then it's going to highlight this within the notes, and it's going to take a little bit more priority in kind of describing this section. And then accompanying this highlight, we also have this drop down here. Which gives us a little bit more kind of specific reaction as to why this section should be highlighted, right? So we have a positive reaction. We have this section needs review, or this is going to be where we're going to give some feedback. And additionally to this, we also have some pausing section, so we're able to pause the recording. So as you can see, now, this is paused. I click resume, so then it's back to being resumed. And we also have an end here. So when we're done with this entire meeting, we can then click end. So now let's go ahead and do that. Recording stopped. So now it gives us a little bit of a kind of overview of this. So because I was the only one in the meeting and I'm the only one whose audio is being recorded, we can see that there's one monologue detected. So this is saying that you talked for a very long time here, and it also gives me the talk time percentage. So because yet again, I was the only one in this meeting, I talked for 100% of the recording. So now let's go ahead and view recording in summary. Okay, so now we are here within our summary. So first thing that we could do start recording that. This meeting is being recorded. We can go ahead and listen back to this recording. But because this is essentially what I just went over with you, we don't need to do that. Now, if we look down, this is the more interesting part. We get to see the summary of this meeting. Now, of course, there's also a transcript, but you have all that. Now, in this summary right here, what we're able to do is first see the main key topics of what I discussed, right? Now, because this is a fathom walk through, it's all about fathom. Right? So, also, what we're able to do here is we can click any one of these given bullet points. Very important. And I'm going to click this highlight. We are going to be taken to the point in the meeting where each one of these bullet points was then discussed. Now, you get to see this in real time, because this is everything that I kind of just went over with you. And looking at this, I think it did a quite good job of capturing nearly everything that I said. So not only do we have the specific topics here, but we also have key takeaways and an overall meeting purpose. But if for whatever reason, you don't really like this kind of default setup that they have here, what you're able to do is come over here and you can change the kind of call it was so it can then kind of be more educated into creating the best summary possible. Over here, I think this general one fits quite well because yet again, I think it did a quite good job at capturing this. But also what we're able to do is come here to this gear icon, and we can click Customize, and we can then use AI here, give it a little prompt. As you can see right here, we could increase the detail. We can just essentially give it little pointers of how we want these summaries to be formatted, a little bit more to our liking. Now, let's go ahead and exit out of here. And one more thing that I do want to mention here is, first off, we are able to copy this summary to a Google Doc. So if you want to compile these anywhere, then you can go ahead and do that. But one thing that Fathom also has, which is very helpful in doing this is that they have this search functionality right here. So first, let's go ahead and back out to the Fathom homepage. Now, as you can see, right here, it is going to compile all of the calls that we have ever recorded using Fathom. But taking that a step further, we can use this search bar to search for specific keywords or events or topics or whatever. If what we search is going to be within any of these meeting transcripts, summaries, recordings, whatever, then it will show up here in our search bar. So if you have one call that went over, let's say, specific KPIs for your business or for the client that you're working with, then you can come in here and search in some keyword or some specific thing that was said in the call that you know is going to be on the transcript go ahead and put that in and then you're going to be brought exactly to that point within the call. So once you finish your call with someone and you want to go ahead and send them these meeting notes, you have a couple of ways that you can do this. First, what we can do is come here and we can copy the share link. And then you can go ahead and email it over to whoever was attending your call. And another way that we can do this is actually go into the call itself. Now, being back in here, what we're able to do is again, come here to this share icon. And then what we can do instead of sending them a link we can then add their email right here, so it's going to be formatted a little bit better for them. So we're not just sending them one random link that they're then going to have to click to access the summary. If we just put in their email right here, they're going to be emailed the full summary, and it's going to be right there for them. All right. Now that is essentially a full walk through of fathom. Now, one extra thing that I do want to mention is if we come over here into our settings, first, we get to see that Zoom is fully enabled here, but we can also add Google Meet and Microsoft Teams, as well. But if we scroll down a little bit, we get to see a little bit more integrations. For example, if you want to integrate this with Hubspot, and you could assign essentially summaries and values to individuals that are in your Hubspot with the calls that you just had with them, then you could do that with a Hubspot integration. So there you have it. This is how we can use Fathom to record, transcribe, and summarize all of our Zoom meetings that we have. Plus, it's all for free. 24. Understand the Power of Warm Lead Generation: Alright, we've talked about cold outreach extensively. We've hunted, chased and politely, or not so politely, slid into inboxes. But now we're flipping the script. Instead of going after leads, they come to you. Welcome to Warm Lead Generation. This section is all about building systems that attract your ideal clients organically, while you sleep while you eat while you rewatch. Succession for the third time. Now for a quick distinction, with cold leads, you start the conversation. They weren't expecting you. You've got to work for their attention. Now, with warm leads, they found you. They already have some level of interest or awareness. Now, your job is just to not screw it up. Warm leads convert better. They respect your positioning more, and honestly, they're just nicer to talk to. Basically, there's four ways to generate leads cold outbound, organic ads and affiliates. The beauty of outbound is that you have full control, and we've covered that extensively. Beauty of organic is that you invest the time upfront and then reap the rewards perennially, if done right. So here's what we'll be covering in this section and why. How to build simple high converting landing pages with Mailchimp. And yes, we'll use AI to do it in literal seconds. How to use lead magnets, like video lessons, eBooks, or quizzes to actually give people a reason to sign up. Cool tools that help you build lead magnets with AI, like Magic write and Canva and lead quizzes. How do you use blogs and SEO to grow your list organically, even if you haven't written since your dear diary. To find search traffic opportunities using SEM Rush and how to send that traffic to your lead magnets, and how to find gaps in the market in YouTube and get evergreen traffic who become leads. Also, how to automate back end sequences segmentation and mail chimp automation that builds trust while you're doing literally anything else. By the end of this section, you'll have the tools and AI prompts to attract leads who are already looking for your solution, convert them with compelling offers, and nurture them automatically with real value. Alright, let's build a machine that brings in leads without you having to send another cold DM or email. 25. Leverage AI to Build a Landing Page: Alright, so in this lesson, we are going to be going over durable.co. And as you can see right here in their USP, it's an AI that builds a website for you, and it literally just takes a few seconds for us to build a website that is wholly usable. Now, there are many AIs that offer this kind of same value proposition that they can build websites for us. And I've looked at many and many of them, and I found that durable.co is the best. Okay, so let's go ahead and get into it. Let's go ahead and click this button right here, start for free. And now we just have to describe our business. Alright, so I went ahead and typed in a prompt right here. All I said was that my business is a social media marketing agency for orthodontists. So now we can click Next. And now it asks us, where is our business located? Because it's going to create the copy around our website and being a local business. So let's go ahead and enter in the location here, and I can put in Washington, DC. Now I'm going to click next. Now we have to enter the name of our business. And now, just because I made this up, what I can do is see some suggestions right here. So personally, I think this one would work fine. And I can even just get rid of this last part right here. And now it just needs to load up, and here we go. This website is now being generated, and our website is ready. So now, all we have to do is create our account to actually be able to access the website and do some changes. So I'm going to go ahead and do that. Okay, so here we are. This is now our website. We can scroll down. And as you can see, this is pretty solid for just having input a couple of words and coming up to this. So we can see that the copy is tailored for Washington, DC, the location that I put in. We see that there's nice kind of transitions in between the sections right here. And also, and maybe, most importantly, what we're able to do is change literally anything that we see. But they give us a phenomenal foundation to work with. And now, if I want to change the font of, say, everything on the page, I can come up to here, and I can come to fonts, and then I can change the font with the specific parts of the page. So if I want to have a different heading font, then I can do so. And if I want to have a different body text font, I can do so. Then we can also change the size of the headings. So we see that right here. And I can go ahead and max this out and come up to here and remove the success from the name, so I can come right here. But another great thing about this is that we also have AI in all of this editing process as well. So if we want to generate a tag line right here, we can do so. So as you can see right now, I had this just generate. I can click rewrite, and then it'll change something again. And we can also come up here and just make little adjustments to the text. Next, we also have all of these images right here that are being created. Now, let's say I want to change this one because it's not really communicating much. I can regenerate this, and then in just a second, we'll see another image that was just created by AI. Now, these ones are pretty solid. This one I could probably regenerate again because this is a little funny, and I don't know if that's the exact vibe that I'm going for in this. But still, as you can see, it's super easy to just click these and then we're able to have new elements to our landing page in just seconds. And then if we ever want to add any sections or remove them, then we can also do so with just a click of a button. If I want to add this section, I can add in a client testimonial right here, and now we can see that it has generated. So right here, it has three separate testimonials that it just created. Now, if this was us, we should actually replace these with some real ones. But as you can see, the formatting here is great and it's super easy for us to just come in here and edit anything. We could change this image for something real and we can change the text right here. And change the person. So all of this editing is super easy, but the most impressive thing is just the fact that this foundation was created for us in literal seconds. So if we want to change other things of the overall style of this, then we can do so. If we come up to customize, we can change the colors. Let's say, instead of this green kind of color palette, what I wanted is, let's say, a lighter blue, and we can say something like this. I can come back into customize, come back into the colors, adjust this to then have the accent color, let's say, be a purple. Yeah, we can make it like a darker purple right here. I can click Done. And then we can see that we have all of the buttons, which are accent colors now changing. Now, right here, if any of them are for whatever reason, not changing, then we can also come here into the colors and then select it right here. Now, this is actually because this was part of a separate set of the color palette, so we can adjust really everything here. So if I come here, I can make this one black. And they have these different color palettes just so everything on your page isn't just going to be in one color. It's going to be separate and transitioning. So here we go. This was a pretty solid page to just have been designed so quickly for us and the fact that we're able to essentially change anything and also add all of these things to it. So say you want to go ahead and put in your Calendly link, you can use this custom code here and then input this embedded code, and then you can select it and then paste in a Calendly link, and then you can have your calendar show up right here. Now let's go ahead and get rid of this section. I can come here, click these three dots, click Delete, and now I can click Save. Now the website has been saved. We can come up here and to publish, and now we get to see the different plans that they have. So they have a starter plan billed at $12 a month if you are going to be paying by year and at $20 per month, also billed by year. Now if we change it to monthly billing, we can see it goes up to 15 and 25. You can see the features that are listed for each of these plans right here. Now, for most people, I would assume the starter pack would be fine because you get to get your own custom domain. You get unlimited pages. So if you're working as an agency, digital media agency and you want to create websites for a bunch of your clients, then you can do so with these unlimited pages. And yeah, with here, we get a little bit more kind of work on the AI side. So we get unlimited invoices, social post generators, Google ad generators, and we get to have more users. So if you have a larger team, that you need everyone on kind of separate accounts doing their own thing, then the business plan would probably be right for you. But if you are solo or you have a smaller team, then the starter plan should be fine. Alright, that is it for this lesson. So this is how we can build a landing page in just seconds with using ai and durable.co. 26. Add an AI Chatbot With Manychat: Lesson, we're going to be going over lsite.com. Now, si, the benefit that this gives us is that we're able to add a chat bot to our website completely for free and without any code. Now, there actually is going to be one step of code, and this is going to be inputting the code that it gives us on LLSte into our website builder. So if you use Squarespace, if you use WIX, then you're able to go ahead and paste this directly into your website, and then the chatbot will appear. Just as we see one right here. So once you go onto Osit, you can then create an account completely for free, and then we can scroll down here until we see this AI chat bot. So we'll click it, and then we get to choose from a couple different templates right here. So, as you can see, we have all of these templates to choose from. And for the most part, we're going to be able to essentially change this entire thing. To get it to whatever we want. So this intro message, the options here, the colors, and we can change that entire thing. So I'm going to go ahead and stick with this first template, and then I'm going to click Continue with template. Now, it's going to ask us for our website URL. So essentially, what it does is it scrapes our website, so it gets a basic level of knowledge about what it is that our business is about, so it can create this basic foundational chatbot. And then after this, we can go ahead and input more information to make this a little bit more advanced and a little bit more helpful to our customer. Now I went ahead and pasted in an example website. Now I'm going to go ahead and click Analyze. And then right now, it's going to take just a couple seconds to go ahead and analyze the website details. And now it's done analyzing my website. So we can see how this virtual assistant has now automatically just changed. It says, welcome to Digital Skills Academy. How can I help you improve your marketing skills today? And then there's three questions right here. What courses do you offer? Can I get personalized support, and how can I access the free course? So now if we go ahead and click, how can I access the free course, we can see that it's now going to wait before giving us a response. Now we see that it says I couldn't find any specific information on how to access the free course in the provided documents. So this is all on us right now. We have to provide all of the details, the files, and whatever. Now, also, this free course that it's referring to, it's from an example website that I created. So there's actually no free course that exists, but it's still cool to see how this all operates. To train the assistant, you can go ahead and put files about your business. You can add in Q&As, so FAQs that you know that your leads and prospects are potentially going to ask your chat bot. And you can also just input direct text blocks of you just training the AI. So another thing that we can do is come over here and adjust the automatic greeting. So if we go back to the beginning, we remember that we had these three quick replies to this first welcome message. Edit this message here, it's super easy. We just have this text box right here that we can go ahead and change anything that we want here. We can do simple text edits like bold and italicizing, and we can also put in a link right here within the first welcome message. In terms of these quick replies, well, whatever you put in here that you want your prospects to go ahead and click, then you can also input either in text blocks or in files, like the direct answers to these. So the chat bot can directly answer them, and there's no issue that arises. And of course, you can also lead these quick replies to either have them fill out a form on your website, or you could even ask them to input their information directly here. So you're collecting lead information. Now, next, we also have the theme. So we can go ahead and change how this looks right here. I personally like this white on white look right here. And then the accent color, you can make it whatever it is on your website. But we can go ahead and stick with this pink one right here. Then we're also able to change the font. Now, once you have all of this done, all you have to do is then click Publish. Then have to select a plan. Now, if this is the only widget that you're going to be using on this website on ALF Site, then you can go ahead and select the free plan. And then now, all we have to do is copy this code and then paste it directly onto our website and then bam, that's it. We now have an AI chat bot on our website. Super simple, super easy. So as you can see right now, these are almost all of the platforms that integrate with ALF Site. And I'm going to show you now just how quickly we can do this on an example Squarespace website. So, first step of this is going to be copying the code, and then now I'm going to move over into Squarespace. So I'm here in this example Squarespace website. Now, what I can do is add a block to this section and then put code right here, and then I select the code, make sure it's set to HTML. And then all I have to do is paste in the code. And then as I click off of this and hit Save, I then have to click exit, and then we should see right here we have our AI chat bot present right here on the website. So all it took was a couple minutes, and we were able to create this virtual assistant for our website. Something that seems super complicated just became a couple minute task for us. So I definitely recommend that you guys go over to ELF site and go ahead and embed this on your website because it's really a no brainer. It takes a couple seconds, and it's just super easy and super helpful, honestly, as well. 27. Drive Traffic With Blogs, SEO, & AI Articles: We've covered how to build an enticing page that includes a lead magnet your prospects will want to kill for. Now I'm going to give you some ways to drive traffic to S site and actually get those juicy warm leads. Of course, with a little help from AI. The two ways we'll be covering are the two ways that I think are the most systemizable. Logging and YouTube. And which one are we starting with? Well, the text based channel that feels like it should be wearing skinny jeans. Blogs. And yeah, I know that the word blogs sounds like it's 2012, and we're all typing away on my space. But hear me out. Blogging done right is still one of the most organic, evergreen and scalable ways to grow your email list. It's not a trend. Instead, it's a system. If you've seen any of my other stuff, then you know that I'm a broken record on this. Know your niche and know your ICUP, your ideal customer profile. That person, your ICP, is out there googling the exact problem that you solve right now. And guess what? If you write about that problem strategically, then your blog posts can show up on Google. They'll find it, they read it, and now you've got their attention. And unlike cold traffic on social, this one is intent based traffic. It's people that are actively looking for what you offer. Your job? Put the solution where they're looking. So what do you write about? It's going to be the same idea as YouTube content, which we'll cover later. You want to answer specific questions with specific answers. So if your niche is burnout for remote workers, then don't write five tips for working remotely. That's fluff. Instead, post how to avoid burnout as a remote software. Or remote work routines for introverts. Or why remote workers feel isolated and how to fix it. Of course, you can use AI here with prompts like, give me ten blog post ideas for helping ICP with pinpoint using search friendly phrasing. You can also paste in a newsletter issue and say, rewrite this as an SEO friendly blog post and suggest three stronger titles based on high search intent. Now this lets you repurpose your content while also optimizing it for reach. This will all make more sense once we cover SEMRush in the next lesson, which will actually tell you exactly what keywords are hot. Now, here's the mindset shift. You're not just writing to write. You're writing to fill a gap in the market. So causally, you want to find where there's unmet demand. And to find that demand, we're going to use SEO, search engine optimization. Again, we're going to break down SEMRush in the next lesson, but here's the big picture strategy. You want to start with a broad topic from your niche. So for example, we have gut health or productivity for creators or Linkedn content. Then you can use a tool like SEMRush or Ubersuggest to find all these things. Keywords, people are searching, how many people are searching them, and how hard they are to rink for. Now, the sweet spot here is going to be high search volume, low to medium difficulty, and directly tied to your offer. Now, those are your opportunity gaps. High demand, low competition. Now, here's how to make your blog posts SEO friendly without turning into an SEO your title tag, you want to include your main keyword here. So, for example, 15 minute workouts for busy professionals. And for your meta description, you want to keep it as a short, clear summary of what it's about. So, for example, you can put quick workouts that you can do from home. No gym required. For the URL, you want to keep it clean and keyword rich. So, for example, youdomain.com, backslash 15 Minute Workouts. Now, your first hundred words are very important. Here you want to focus on using as many keywords as you can, but prioritize keeping it natural. Now, in terms of formatting for our headings, you want to use H one for the title. This is going to be the biggest one and then H twos and H three is for the structure and the body of your article. You want to make sure that you're also going to be utilizing Alt text. This is going to be the descriptive text on images. This one helps both SEO and accessibility. Next, you want to pay attention to internal links. So if you link to other relevant posts and pages that are also credible, then this can help you rank with your SEO. And also, one thing that you want to note here is you want to make sure that all of your links are working and not broken. Because if you put in broken links, then this is going to harm your SEO score significantly. Then you want to make sure that you have a CTA, a strong call to action at the end. So something like what more tips like this, Join 7,000 plus freelancers and get new articles every week. Of course, our good old Cha chiPT can help with a prompt. You can say something like review this blog post and suggest improvements for on page SEO, including a better title and meta description. This is actually the kind of thing that I tell Cha HIPT to optimize my courses for SEO, which may be how you found me. It's so meta, right? Now, here's where it all comes together. Your blog equals a content engine, and Mailchimp equals your back end sales machine. Now, to connect the two, you want to embed a sign up form at the end of every post. Even better if it's contextual and offers something extra, like a lead magnet. And along with this, you can also add inline CTAs mid article. So something like on the full morning routine template, drop your email here. And you want to make your blog homepage act as if it's a landing page. One big call to action, a Mil chimp powered form and minimal distractions. And next, you want to make your value proposition irresistible. For example, no fluff, no spam. Just the most useful insights that I've learned building a seven figure agency. We've covered lead magnets already. This is where they shine. If someone just read your article about freelancer stress, then offer them download our seven day freelancer stress detox plan. They sign up boom. They're now in Mailchimp, tagged and segmented. And from that point, you can set up an automated welcome sequence, start nurturing that relationship, and you've now got a system that turns searchers into subscribers, into lets. And worry not, we're about to cover how to do all of that later in this section. Now, here's the big takeaway. You don't need to be a blogger here. You just need to be strategic, right? Content that meets real demand and use AI to brainstorm ideas, write faster and optimize smarter. You turn readers into subscribers with clean CTAs and good design and let Mailchimp automate that follow up. This is one of the most evergreen list growth methods out there. You'll be writing once, you'll be ranking for months and even years, and you'll just be letting your content continue to pull Let in. Next up, I'll show you exactly how I use SEMRush to find high potential keywords and build a content strategy that actually gets results. 28. Gain a Competitive SEO Advantage: Now it's time to discuss how we can get our newsletters and blogs to be seen organically through search engines. Now, the process that makes our content discoverable is called SEO. Now, we went over this in the course. SEO stands for search engine optimization, and one of the key ways that we can do this is going to be with our keywords and the types of articles that we are going to be writing. Now, SEMRush is probably the best software out there that has everything that we need to do when it comes to optimizing for SEO in our newsletters. And now we are in the software. So as you can see, right here at the top, it's smrush.com. Now, if I'm being frank, I could honestly probably create an entire course that is solely dedicated to SMR. We have so many tools here that do a whole lot of different things. Now, one thing that I definitely recommend to you when you're coming into SEMRush is having a blog or a newsletter website that's already created. Now, so much of the benefit that we get from using SEMRush is going to be coming from actually going ahead and putting in our own domain here, our own website. Because what it does is it analyzes it with everything that has to do with SEO. As you can see right here, these are all going to be relevant kind of subjects that are going to kind of help us in improving our own website SEO ranking. So SEO is a huge umbrella. There is so much to cover here in terms of optimizing for SEO. So what I want to do in this lesson is kind of give you a quick overview that covers the most important parts for you. Now, starting with this analysis, the first thing of SEMRush that you should definitely go ahead and do if you have a website or if you don't have a website is go ahead and go over to the keyword research section. So let's go ahead and go into the keyword overview. So as you can see we don't have to actually put in our domain to search in for any keywords. We can right here below, put in our website if we want, and then it'll tell us kind of how our keywords that we're entering are going to relate to our website in terms of difficulty and stats like this. Now, these keywords are the top of the iceberg when it comes to SEO, because keywords kind of lay the foundation. It's the easiest thing for you to go ahead and implement that can also have the biggest impact on your ranking. So let's go ahead and put in AI as a keyword. So as we can see with AI, we have a very high search volume. This is 1 million within the US alone, but the keyword difficulty is 100%. So this is the hardest kind of keyword that we could potentially rank for. So what we want to use SEMRush for is to kind of take this broad keyword of AI and give us some ideas, as you can see here, for some more specific things that aren't going to be as difficult to go ahead and enter. So let's go ahead and look at keyword variations here. We're going to view all of these keywords. So now we're here in this view of looking of all these keywords that are related to AI, and we see a bunch of different metrics here that I'm now going to explain. First, we have intent. Now, on SEMRush, there is four different intent categories. Now, as we can see here, these four are listed right here. There's informational, navigational, commercial, and transactional. So transactional is basically going to be those searches that people are going to be putting in with the intent of buying. Now, commercial is going to be the kind of a step before transactional, where they want to kind of go ahead and learn about the things or services that they hope to buy, maybe at a future date, but that exact search that they're putting in, which is a commercial search intent is not going to be something that will lead directly to a purchase as transactional now, navigational is essentially going to be a search that helps an individual get to a website. So this can be Subaru website, for example. And lastly, we have informational, which is just going to be how individuals are going to get more information on a topic. So this can be just a very broad question of what's a good place to eat. So this can be a very broad search, something like what's a good car. Now that we have these intents down, let's go ahead and come back here. And next we're going to look at volume. So volume is essentially as we see here, it's the average number of monthly searches for a keyword over the past year. So looking at this top keyword right here, character AI, we see that there's been an average of about 3,350,000 times that character AI has been searched every single month within the past year. Next, we have KD, which stands for keyword difficulty. So this one is pretty straightforward. The higher the number, the harder it is for you to rank highly within this specific topic. So right now, looking at volume and KD keyword difficulty, what we want to look for is something that has a very high volume, but also a low keyword difficulty. So it's not going to be as difficult for us to rank highly for these. So looking at this, we have this volume now put from highest to lowest. So this is a good way for you to have this structured because as I said before, we want to find things that have very high search volume. Then what I would do is probably just go ahead and look through this keyword difficulty and scroll down and find ones that look viable that we could possibly create content on that can then boost us in that specific topic. I can go ahead and scroll down here and I can see different keyword difficulties with their respective volume. Now what I can also do is come up here and select this filter, which is low hanging fruit, and these ones are usually just trending opportunities that are probably going to be good for you to go ahead and get in because they're not going to be too difficult to go ahead and capitalize on. Now, in the realm of AI, what tends to have pretty good keyword difficulty with respective high volume is usually specific AI generators. So as we can see here, we have a few. We have MUA. We have novel AI, brainy, we have runway down here, and these ones are all going to be specific softwares. So if I had a newsletter that was specifically going to be dedicated to AI and tech in general, what I could do is create newsletter topics on each one of these AI softwares and then have them on my blog and create more in depth articles on them. And this will likely have me ranked very high when people search these things. So once you have these decided and you've gotten some insight from here, next, what I would recommend you to do is come up here to the competitive research tab and then come here into Keyword Gap. Now, the way that we use keyword Gap is going to be putting in our website versus our competitors website. And we can go ahead and add up to four of our competitors, and we can see where they are ranking on specific keywords where we aren't. So those are going to be some spaces that we need to go ahead and fill, hence the name of the section, Keyword G. So once you do this and you have a good set of keywords that you want to go ahead and create some content on, the next tool that I want to show you is going to be down here, we're going to go over into content marketing, and then we're going to go with SEO writing Assistant. So we can go ahead and select Analyze my text. Then once you have your keywords and you've decided that you're going to be making an article around a specific set of keywords, you can then put in that article 0R newsletter or blog post into here, and then it's going to tell you how well you rank for SEO. I'm going to go ahead and put Runway AI. Then I can just go ahead and click Get recommendations. On this point, I can go ahead and type in a few kind of sentences that are going to be summarizing what I'm going to be speaking about, and then I can go ahead and click Compose. And then SEMRush is going to kind of expand it into something that is going to be very SEO optimized. Now, the next thing to discuss when it comes to SEO is going to be backlinks. So backlinks is obviously as it sounds, it's going to be on the back end of our website. Binks and SEO work in two separate ways. First, you're going to have backlinks that are going to be on your website that are going to be linking to websites outside of your website. So this, for example, can be you talking about some product and you have an affiliate link attached to a word as a hyperlink. And then people can select it, and then they're going to be taken off of your page. So here, in this context, what we want to make sure of and what we want to make sure that is okay, so our SEO is not going to be harmed by this is that we want to make sure all of the links that we have within our website are not broken and they in fact work. So if we have any broken links within our website, then this is going to harm our SEO ranking. The search engines know this. They know if we have broken or correct links within our website. Now, another way to increase your ranking based on these back links is for you to go ahead and link reputable sources. So say that you have a newsletter that is talking about politics. You want to make sure that when you're going to be discussing things, if you can link to some reputable news organization in context of whatever it is that you are discussing to maybe give some more information about a specific part of your newsletter, then you should go ahead and do that because this will give you a little bit more credibility when these SEO engines are going to be scraping your website. On the other side of a coin of a back link is going to be when other websites are going to be linking to your website. So again, in these cases, we want to make sure that all of those links that are going to be linking to your website are going to be correct and not broken links. Depending on when people are referencing your website or newsletter or blog, these are going to be a little bit harder to kind of track and kind of maintain because sometimes you don't have control over the people that are going to be talking about your website. But if you can control this, then you want to make sure that these are all going to be good links and nothing is going to be broken. Now, do this, to check this here, we have a couple ways to do this. Here in Link Building, we have Blink analytics. So of course, here, what you're going to have to do is go ahead and put in your own website. Let's go ahead and check this world wildlife.org, and we can go ahead and see what it is that is here. So the backlinks from May 2024 to April 2025 here. We can see that across time, they have decreased significantly. Now, I can't say the exact reason for this as to why this happened, but one thing that I can say is that looking here at their authority score, you can see that although they've had this decrease, it doesn't seem to have impacted their authority score, so kind of how they rank in terms of their backlinks in SEO. So their authority score has remained consistent. So the decrease in backlinks hasn't been a problem. So this goes to show that the more back links that you have on your website doesn't necessarily mean the higher you're going to rank in SEO. So if this is something that you're concerned about, I wouldn't be too stressed out about for me, I would just recommend that all the links that you have that are going to be in your control to make sure that all of them are going to be not broken and they're all going to be functional. So now, lastly, what I want to show you and bring your attention to is to go ahead and put your domain within this domain overview. Right now, we see that it's stuck with this world wildlife.org, and we get to see so much information here. Now, typically, if your website isn't going to be as large as this one, it's immediately going to give you some tips that you can go ahead and implement to increase your SEO score. And these ones are always going to be good things for you to actually keep in mind and take action on because oftentimes they are going to be simple little tweaks that you can make to your website that are going to pay off in big dividends. Now, speaking of paying off in these dividends, we can also see the effects of all of our changes right here within SEMRush. So right here with worldwildlife.org, we can look at this organic traffic in comparison to this paid traffic. So it doesn't matter if you're only going to be working with paid traffic or if you're only going to be working with organic traffic. What we can see regardless is the number of traffic that is going to be given to our website. So how many people are going to be visiting our website at any given date and time. So over time, as you make these small tweaks and adjustments, you can come back and you can look at this traffic data and you can see what's working and what's not and what's working, you can double down on and what isn't can just forget. Now, like I told you in the beginning of this lesson, SEMRush has so much stuff that we can go over and we can analyze. Now, what I did in this lesson was give you a quick overview. That is going to be able to get you started with the most important things that are going to give you, honestly, the most improvements to your page. Alright, so that's it for SEMRush. Now, this might be something that is going to be a few steps ahead of where you're currently at, but I don't want this to be something that you forget about because SEO is going to be a pivotal part in your newsletter or your blog or whatever content that you are going to be posting. Do not ignore SEO because it can really pay you dividends and it can give you crazy gains. 29. Use AI to Win the YouTube Game (VidIQ): Is somewhere within your funnel or marketing strategy, then there's one software that you cannot ignore, and that's VDIQ. Posting on YouTube and not using VDIQ is honestly like playing darts with a blindfold on. If you don't have much experience with YouTube and the strategy that entails, vidIQ is what it's going to give you that significant advantage. But let's go ahead and get right into it and hop into the software, so I can show you how you can leverage it to upgrade your YouTube game. So the first step is you're going to want to come to app.vidiq.com, as you see up here. And you can create your account in just a few seconds, and then you're going to be led to this homepage. Now, if you already have a YouTube channel that you're posting on and there's a lot of content to kind of analyze, then I would 100% recommend that you go ahead and connect your channel because a lot of the benefits that we get from VDIQ come from it being able to see our page. But I'm going to assume that we have nothing. There's no YouTube channel, and we want to start from jumps here using the software. So there's a couple of things that we can go ahead and look at here on the platform that's going to help us in YouTube. The most basic functionality of VDIQ is their ability to find trending keywords. This is kind of what they built up their software around. And since then, they've expanded it. As you can see, we're able to create thumbnails, find trending videos, and generate video content. And we're going to go through all of this. So you'll have a good grasp of the software by the end of this lesson. So let's go ahead and start here with the fine trending keywords. So again, here, if you have a channel to connect, then you should go ahead and do that. So it already has some information and you don't have to start from zero. But as we see here, we have some trending keywords from just this month. We can change it to this week, we can change it to today. And if we click View All rising keywords, we get to see an expansion of this. So before we saw the search volume and volume change, but here in expanding it, we also get to see the competition. So obviously, a low competition is going to be better than something that's very high because it's going to be easier for the content that you're making to rank highly within these searches. Now, let's go ahead and go back here, and we can search up some specific keywords related to your niche. So let's say that we are going to be working within the AI realm. So I'm going to just go ahead and do the most broad search possible and just put AI. So as we can see, we see that the search volume here is going to be very high. So this one is going to be a given given the thing that I put in which just AI, and there's so much on AI nowadays. And kind of with this, we also see that the competition is very high. 95.36, you really can't get much higher than that. But the reason I do this is because when I put in this kind of broad keyword, what we're able to do is see related keywords. So I have it here. And I can also click up here, and we get to see all of these keywords that are now stemming from my original keyword of AI. And we can just go ahead and search through this and we can find things that seem like they're good opportunities to make videos on. So looking at this list, what we're able to do is also filter it based on these search categories. So number of words, the overall score. This is VDIQ score. So it takes in things like the search volume. It takes into account the competition. So this is what this overall score means. And let's go ahead and filter this from high to low. And we can see How AI is the highest rated overall score within this kind of AI realm. So one thing that we notice from these top scores is that Hollow AI mid journey, I see runway here, and these ones are all specific AI softwares. And as we can see, they have pretty significant search volume, and the competition to them is all relatively low. So all of this takes into account into creating their high overall score. I had a personal brand that was based around AI, then it would be probably a pretty good idea for me to go ahead and make videos on all of these softwares that are kind of just walk throughs. And from this, what we can do is also click here, and we get to see more information that is related to this keyword. So we have a full overview here. An extension of this is as we see that this is a very high overall score, we want to know how are we going to make videos regarding this and how can we kind of take advantage of this high overall score and low competition? Well, what this does in VDIQ what it gives us is these questions. So as you can see here, we see what is most popular in using this halo AI as a keyword in our search. So we see that this highest overall search right here, this question is how to use Halo AI. So we might want to go ahead and click on this, and now we are brought to this specific overview of how to use AI, and we can go ahead and make our video starting from this. So this is going to take me into the next part of it IQ that I want to show you. So I'm going to go ahead and copy this, and we are going to come back here to this homepage, and we're going to generate a video idea. So here, right here, just on the Some page, I'm going to go ahead and post this, how to use Halo AI, and we're going to hit search. So now, with their feature, what we're able to see is a title, a description, tags, a kind of generated thumbnail here. These ones aren't the best, typically, but they're kind of good for inspiration. And we also get to see a hook and an outline for this video all based on this one little statement of just five words, how to use Halo AI. So from just a couple minutes of looking at the keyword search within VDIQ, we're then able to grab this one that ranked pretty well. Bring it into this function within VDIQ and then it goes ahead and makes us this entire outline for our YouTube video. And, of course, we're able to go ahead and adjust things within here. So let's look at this title right here. Halo AI Made Easy. I can go ahead and refine and I can just change it as I please. So we see right now that it's a 55 score. So let's go ahead and click Make Longer. We see that this one has a higher score, a 63. We can go ahead and click this and click Apply. We can also refine and say, let's go ahead change tone. And say educational. And we see this one here, Halo AI explains simply. So we can go ahead and apply this one. And we can do the same thing at each one of these steps. So we can refine the description. We can go ahead and add some tags, and we can see the thumbnails, the hook, outline, and we're able to edit all of this within IDIQ. Okay, now let's go ahead and move on. Now the next thing I want to show you is out. So outliers are essentially videos that we can see that are posted by channels, and for whatever reason, they serve as an outlier on that YouTube channel is in that they perform way better than everything else on that page. So we see this 82 X right here that I hate the Render Pack collection 750 powers more. We see this 82 X represents that it performed 82 times better than the average video posted on this page. And we can go ahead and search in any topic queue. So let's go ahead and put in fitness and see what we here we see outliers here that they have performed over 100 times better than the averages on each one of these pages. So it's always a good idea for you to go ahead and search in these outliers to see these videos and see kind of a pattern if something there is that you can discern about why these performed so much better than everything else on their page. And then you can take those learnings and apply it to your own channel. There's especially a lot of functionality that comes in this when you do connect your YouTube channel. So this is all going to be very specific to your own experiences and your own kind of brand and your YouTube channel. So this is something that I would recommend that you do, and you can go ahead and walk around this kind of software and see how it can benefit you and see the tips that it gives you because a lot of the time, what it is going to be telling you is going to be stuff that is very valuable and actionable for you to go ahead and implement on your page to make your YouTube that much more efficient. But the main thing that I would take away from VID IQ is these trending keywords. This keyword search is honestly invaluable because it really lets you get a step ahead of everyone else within your niche that isn't using tools like this because you're able to see data that nobody else can kind of conceive. This is data that only people can know about if they're actively looking for it on platforms like this. If people are just going to be posting kind of whatever they want, then they're going to be way disadvantaged compared to you using a tool like this that enables you to see so Alright, so my actionable step for you after this lesson is you should go ahead and create this vidIQ account and then put in a keyword of your niche. Honestly, you could just put in your niche itself and then go through, go down this rabbit hole of keywords within here and find yourself the next video that you should create. And once you do, once you find that exact keyword that you want, then you can come back here and you can put it in here and to generate a video idea, and this can give you some inspiration and some guidance as to where you should go with your video.