Like many, during the months of restrictions for COVID-19, Okisam, a B2B marketing agency in Valencia, Spain, had to get creative to obtain new customers to expand their B2B marketing department.
Ricard Colom, a Marketing Manager at Okisam who specializes in data analytics and automation, understood the assignment.
Okisam has Spanish and international business partners who want to improve their business performance by getting new customers or increasing brand loyalty. Ricard, alongside his super team, decided to develop an automatic path to prospecting.
They found potential customers in their target region after being inspired by a special Google Maps Phantom.
Ricard and his team used the Phantoms in this guide to extract a database just shy of 2,500 companies. As a result of their strategy, Okisam signed 30 new businesses in under 3 months!
What steps did Okisam take to drum up new business?
Here is the list of Phantoms that Okisam used to source new leads:
- The Google Maps Search Export Phantom
- The LinkedIn Company URL Finder Phantom
- The Data Scraping Crawler Phantom
- The LinkedIn Company Scraper Phantom
Their main challenge was to obtain a list of contact emails of companies from a specific Spanish region and local industry.
In this case, the regions they were scoping out were in the east of Spain, specifically Tarragona, Castellón, Valencia, Alicante and Murcia.
Ricard wanted to steer his marketing efforts towards this region to focus on interesting local businesses there.
Step 1: Find local businesses
First, Ricard and his team used the Google Maps Search Export Phantom to extract data from Google Maps.
The team input keywords related to the type of companies and sectors they were trying to find in this Phantom’s setup.
In this case, the terms “supplier” or “distributor” was input via a spreadsheet URL to find businesses specifically focused on the B2B environment.
During the Phantom’s setup, Ricard and his team were able to change the “Browsers language” into Spanish.
The results from the get-go were valuable, as Ricard automatically sourced companies’ contact telephone numbers, business names and websites by scraping Google Maps.
Step 2: Join up the dots with data
Now, Ricard and his team wanted to source more information about each company to paint a clearer picture of which companies they should target.
They knew the more information they could source automatically, the more time they could spend prospecting for the right clients.
They used two Phantoms to do just that.
Ricard was curious about the LinkedIn Company URL Finder Phantom. He used the company names that he and his team had scraped in step 1 of this Flow.
This Phantom quickly found the LinkedIn company profile URLs. These URLs were important for the Okisam team to source, so they could later fill in the blanks about each company’s profile.
Next, they used the Data Scraping Crawler Phantom.
By using the websites sourced in step 1, this Phantom was able to source both professional emails and social media platforms, including each LinkedIn company profile.
The Okisam team found that it worked best for them to automate this Phantom over a period of time. As all Phantoms run from the cloud, they didn’t need to have their computers open or their browsers active to get results.
Step 3: Automating research about each company
Lastly, Ricard wanted to automate the time spent reviewing each LinkedIn company profile. He knew that his team needed to find out if the company profiles extracted in step 2 were interesting potential profiles for the agency.
His strategy was to automate researching each profile.
He knew the buyer persona he was searching for, all that was left was to use the LinkedIn Companies Info Phantom to extract all of the information he needed to make his final cut of companies to target.
This Phantom cut through all the noise to quickly source the information he needed, including each company’s size, website and description.
Step 4: Prospecting with purpose
Now, all the publicly available information about these local companies in eastern Spain and their contact data (email, telephone and website) was available for Ricard and his team to make the next move.
They now had lots of data at their disposal to start inbound marketing campaigns as well as prospecting strategies, that
The best part for the Okisam team was how much time was saved during this process. As a close-knit team of 25 people, they found that achieving quality results was possible by using a few key Phantoms.
Ricard and his team at Okisam use PhantomBuster to target new business prospects consistently and to automate extracting useful data for their digital marketing campaigns.
