YPMS Episode 9: Social Listening with Twitter to Get Into your Prospect’s Mind and Solve Their Problem (B2B prospecting)

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Show Notes

Casey Stanton
You’re listening to your perfect marketing strategy, the only podcast to teach you what marketing tactics are working right now, how to know which tactics are right for your business, and the immediate steps you can take to deploy those tactics to grow your business to today. Hey, it’s your host, Casey Stanton with CMOx, the Fractional CMO Company. And I’m here with my friend, Geordie Wardman from https://onestopdevshop.io. And Geordie is going to be talking to us today about social listening, and how you as an agency owner, or someone selling B2B, or selling SAS, can use social listening to find people who are having conversations and be able to approach those people with your product or service in a way that feels really authentic, and also has pretty high open rates. I’ve known Geordie for a few years, we are in a mastermind together. And I really appreciate his view on SAS on building businesses. He’s just got like a lot of experience and authority in the space. And this is a little hack or trick that he’s been working working on. This isn’t something that Geordie does. professionally. It’s just one of those tricks that’s working right now kind of an underground tactic. And he wanted to hop on and share the good news. So with that, Geordie, welcome.

Geordie Wardman
Thanks, Casey, excited to geek out on some marketing. Yeah, man.

Casey Stanton
So what’s really popular right now is cold email. And it’s this notion of go over to Apollo.io, go over to Seamless.ai. Go wherever you want to scrape from LinkedIn, and then just blast people. We’re talking like, thousands of emails, you put together a multi part email sequence, and that like that works. But what’s wrong with that?

Geordie Wardman
So I use Apollo and and I have had some success with it. And I will continue to use it. The way I use it, those really specific. So we can go into that later. But what I’ve what I’ve been doing outbound, you know, like any good marketer I’ve been doing outbound on must be eight or nine years. And traditionally, the way it was done, you kind of you go to Upwork. And you get a guy to say, Okay, I need SAS owners, or I need plumbers or whatever, and a guy would build you a list. Or, or you go out and buy lists, say you buy listens, usually about $1, a lead or something like that. And as you get, you know, or maybe you get a better deal, maybe you can get like 2000 leads for a couple hundred bucks or something like that. And you just start emailing them. And what I found with that was even no matter how much I tweaked the copy of my emails, you really just kind of hoping to hit the person at the right time. And so, you know, even though I might be able to get the open rates, high response rates were really low. And that was just because, you know, people were I wasn’t hitting him at the right time. And so, so was social listening was

Casey Stanton
That you weren’t hitting him? Because there was no intent.

Geordie Wardman
Right there. What I was guessing. So with, so Okay, put it this way, I sell software services, right. So it could be like, anywhere from building your website to, you know, building an app or something. I mean, basically, every business on the web has a website, right. So at some point, they needed my services. But when I was hitting them, I wasn’t hitting them at the time that they needed my services. So while maybe it may be great to get a response back, oh, that’s, that’s great. I’m going to be doing my website in six months. Sure, I can put that in my CRM and reach back out to them. But to be honest, you know, I’m not my CRM skills aren’t that good. And it’s just like I moved on. And so or it could be like, ah, I, you know, it’s too bad. I just finished my website. So what I what I started to do was to go out, and have VA look through like LinkedIn, or Facebook or something, and comb posts, saying, does anyone know, a good web developer or a good designer, because that’s when I wanted to hit him was right when they needed my services. And so what we’ll get into a little later is actually, there’s ways to automate this. And Twitter is a really good source. And that’s where I’ve been getting most of my leads is from Twitter.

Casey Stanton
Yeah. So before we get into that, so I think that this this, this piece about intent is so important. It’s like, what’s the difference between the Google Display Network and the Google Search Network and search has intent? Someone’s on Google searching for a problem and a solution? That’s right, you know, fibromyalgia, you know, medication. They’re looking for a solution versus being on YouTube and maybe like watching video share, there’s like maybe some intent if they’re watching the video, but it’s not the same as actually searching for the thing. And what you’re saying is doing a cold email strategy, which is asking a list broker or a digital list broker, like a platform to give you a list of names, there’s no intent behind that there may be some point in that lifecycle of that customer, they might have a need, but there’s no analytics to say their need is present, their need is pressing, they’re looking to make a financial decision here in the next 60 days, there’s none of that right?

Geordie Wardman
No, none, you’re guessing is really the, the shotgun poetry just, you know, casting really wide net, hoping, you know, get one or two leads from out of 1000, or something, which you know, is, is a lot of resources. When you’re sending out 1000, you get one or two leads

Casey Stanton
And you’re also like pissing people off in potentially in a small market. So some folks listening might have a very small market. And you can’t just like blast everyone all the time, in a small market, and give you have a limitless market like VTC, fitness or health or personal development. Sure, maybe you can get away with a more aggressive kind of spammy campaign. But when you’re in a closed market, and there are 100, or 1000, or 5000, targets, and that’s it for business, you just can’t like turn on your your Reagan’s and shoot out spam messages to people and hope that you’ll get one or two or three of them every time you send out a couple thousand emails, it just is like, it’s bad behavior. I think it burns your brand. Your brand equity doesn’t work. Do you agree?

Geordie Wardman
Oh, totally. Yeah, if I was in that sort of space, it would say 1000 or 5000, I would probably be writing much more personalized emails and and maybe even just rather than doing that as putting them into like a Facebook, you know, audience and trying to hit him with ads, you know, a lot more subtly is probably the approach I would go to.

Casey Stanton
Yeah, there’s, there’s something powerful about being an inbox, but it’s also personal and like, yeah, that’s right.

Geordie Wardman
Just because one and you want to save your bullets to right, you don’t you don’t want to be hitting them three or four times you want to hit right at the right time.

Casey Stanton
Yeah, otherwise, you can like The Boy Who Cried Wolf, right? You’re always like, yeah, we’re taking the opportunity. And by the time they actually need it, it’s like they can’t see your message because you just have ad fatigue from the same same message coming across your screen all the time. Right.

Geordie Wardman
That’s right. That’s right.

Casey Stanton
Yeah. Okay, interesting. So I still think cold emails has a it’s like, potentially useful for some businesses. But this idea of social listening, I think is really cool. So the premise of social listening is. So Robert Collier, who says, join the conversation in the mind of the prospect that says, right, yeah, that’s like the goal of marketing. So the best way to join the conversation is to like, see the conversation happening in real time. And then like, literally join it. So tell me how that works. And why Twitter and why not other platforms?

Geordie Wardman
So so what I found with Twitter is it First of all, you’re getting a lot of data, right? There’s, I think I read something like 6 million tweets per second. But Twitter has really good API where you can come in, you can connect like a Google Sheet or something. Um, so we so this is how we started out, we did a proof of concept just by going in and you can know, I think you can even go through the interface and do like a search on on your keyword. So let’s say, for example, mine would be, you know, web developers or something, I’m looking like someone that’s looking for web developers, or I need a new website or something like that. So I could go in like, and play around with some keywords and get some tweets back relatively recently, within probably I don’t want to go back, like two or more than two or three days, because by that time, it would have been totally bombarded by people. But, um, so you can pull up a bunch of leads through these leads back these tweets. And you can either direct message them, which I find sometimes works, but what I’ve been doing is actually getting someone to go in and do little due diligence and find their email, and I haven’t dropped into an autoresponder and actually write them an email, because then then you’re going, as you say, like, the inbox is a lot more powerful than I think responding inside of Twitter, you know, like, and so what I found is by, you sort of get the lead from Twitter, but bypass Twitter by not responding in Twitter, because inside that tweet, I mean, you can do it, but you’re competing with about 15 other people in some some cases. If it’s a competitive field, which mine is, and I sent him an email, and I almost always get a response back. It’s either like, thanks so much for you know, thanks so, so much for writing. The, you know, let’s set up a meeting or it’s like, oh, I just found someone, but at least, you know, like I’m getting a wall or hot. And those have been one of my best lead sources is is getting them from Twitter and going through email and getting them that way.

Casey Stanton
It’s really interesting. So you’re not joining the conversation in the thread on the tweet, you know,

Geordie Wardman
I’m not doing it in Twitter. And and it may work for some less competitive sort of keywords. And I have tried it. And so there’s no reason that people can’t try. I’ve tried responding in the thread, I’ve tried doing VMs VMs is better, obviously. But what I find really like an email really works well. And I think part of it is because you are capturing them at the right time. And also it shows some hustle, right, like, so the other people aren’t doing it. The 15 guys that wrote in the thread, they’re not taking the time to look up and write a personal email. So even though I’m automating this, it shows like some hustle my side, and the prospects really seem to respond to that.

Casey Stanton
Yeah, that makes sense. Tell me this response that happens, like your competitors that are responding. They’re responding on the tweets, they’re doing a similar type of thing.

Geordie Wardman
Yes. So they, they’re doing it, which is great, right? So that’s good marketing, they’re doing it they’re listening on, on Twitter. And, and they’re responding. But, and I respond to, um, but what I find is that, you know, it’s just gets lost in the noise of Twitter. And so unless it’s like somebody’s friend, you know, like a personal reference or something that it might cut to the noise. But, you know, this cold response inside the thread is not, I haven’t been finding success with that. But like I said, you know, go circumventing that and hitting him with email at that time that I know that they need the service with a really well crafted email has been getting good response.

Casey Stanton
Yeah, that makes sense. So one of the things that I see people do in marketing that I think is a mistake is they do like a one shot. So they go to that tweet, and they reply once and they say, Okay, did my job. If they want my services, they’ll come back, you know, they’ll reply, they’ll reach out to me. So you mentioned an autoresponder. So does that autoresponder have multiple emails. Are you trying multiple times?

Geordie Wardman
Yeah, yeah, definitely. So, um, I do manual on five emails spread out over like. So short, and, and a short amount of time, there’s not like over three weeks, I’m not hammering them. But you know, I’m just saying, just, I do one the first day and I keep it short, you know, like, sort of, like a pair, you know, like, a line and then maybe two or three sentences. And then a line that sort of, like with a call to action is like something that’s a question that they need, you know, like, classic direct response marketing.

Casey Stanton
And not like, here’s all that I offer. Here’s my pricing, like.

Geordie Wardman
No, all I want is like, hey, let’s get I want to get him on the phone. Right? That’s what I want to do. So if I could just get a Yeah, hey, let’s chat like when’s good? Like, I want a one line response back. And I want to get him on the phone. Because I am definitely not going to close the money now. And so I gotta, I gotta get him

Casey Stanton
Over here. Listening has ever closed anything of substance or value three milliwatts, right. Just like, it’s kind of hard to do.

Geordie Wardman
Yeah, it’s really hard to do. Unless you got a low real low value. product. You know, that’s that’s low risk, you know, $50, or something. People might be like ash or whatnot, you know, right.

Casey Stanton
But if you’re, if you’re trying to get like a good solid service based client

Geordie Wardman
Yeah, you’re not closing them on email.

Casey Stanton
Cool. And this is like starting the conversation. I think back when I met my wife, we met on a dating app. And my whole goal was to get women to respond to me. Yeah. Like, you find women that that I thought were attractive. And then I just had to get them to respond to me if they didn’t respond to me, there was zero chance for a relationship. Yeah, right. All I needed to do was get the conversation started. So I had to elicit a response. And that was the game I played. And, you know, a lot didn’t reply, you know, 80% didn’t reply. But the 20% who did reply, then, you know, I got to see if that was someone that I wanted to actually have a conversation with. I didn’t make that assessment before I opened the conversation, right?

Geordie Wardman
That’s right. Yeah. Classic direct response. Yeah, classic. It was man.

Casey Stanton
Oh, man, my subject lines where I’m like, I think there’s some of my best work ever.

Geordie Wardman
You’re motivated, right?

Casey Stanton
Super motivated. Okay, so you say Day Zero, you send an email and then what you follow up the next day, day one?

Geordie Wardman
Well, so I think it’s probably I wait two days, I think one day would be a little aggressive. And then the second email would just be like, Hey, I’m just checking in. Did you see this email and I and I have the, you know, below. It’s in the thread. You know, So they can look at classic replying to kind of Yeah, yeah, yeah, exactly. You can do that with Apollo, you can do that with mailshake. With. Exactly I happen to use Reply.io for this, but only because I like the no opt in, you know, like those spam stuffs really subtle. So it looks much more natural.

Casey Stanton
Oh, tell me about that. You mean like how they can opt out?

Geordie Wardman
Yeah, exactly. So they every autoresponder is required to have some kind of, you know, spam. opt out and in replies is really subtle. What it is, is like, way down the email. It’s like, PS, if you if you don’t want to hear from me, just let me know. And that’s there’s a there’s no like unsubscribe link or anything because that that stuff doesn’t work. I’ve tried that. And right now,

Casey Stanton
if I sense through your Gmail inbox, is that right?

Geordie Wardman
Yeah, that’s right. So it goes through goes through that. If they don’t send through it at least looks like it’s going through he I think he does actually send through

Casey Stanton
A desert masks or hatever. And that’s important, because if someone’s seeing an email come from, you know, some hexadecimal ad. Yeah, exactly. Yeah, they just don’t open those things. And also, I know that having links in cold emails, especially tracking links, can increase your spam score and reduce your ability to get inbox right. That’s right. That’s right. Yeah. Those clear as possible, I think, replies neat. reply that IO. anyone listening SOS mantra, SAS mantra, calm had a lifetime deal for reply, that IO is like 50 bucks for a lifetime deal.

Geordie Wardman
Really? Geez. I should have gone on that is is that still around?

Casey Stanton
I don’t think it is. But there’s always the black market.

Geordie Wardman
Yeah. Oh, yeah. Okay, I must be paying like 70 a month or something. I better look into that.

Casey Stanton
Yeah, yeah, you can go to Facebook and Facebook groups that have ltds lifetime deals, and they’re the recent groups, people bought them. They’re just not using them. So now they’re gonna sell them, and they sell them for like a $20. Premium. It’s a great place to pick up.

Geordie Wardman
Oh, I’m definitely looking into that.

Casey Stanton
So you’re using reply, but how are you pulling this data? What are the things before you get to that one of the things I like about your methodology here is that it’s a pain in the ass. Like, what you’re asking people to do here is not a one click solution. And I think that that level of difficulty scares off the opportunists scares off the weaker competitors, the competitors that don’t have the same commitment to their business that you have. And it allows you to compete almost in a blue ocean.

Geordie Wardman
It’s totally bleach, totally blue ocean, I would say that that’s it. I mean, I can’t say because I’m not on the other side. But But my response rates and open rates tell me that it’s like a blue ocean strategy that no one’s really doing right now. And maybe people and I won’t say that, because I did get hit by a podcast. But and I’ll give you an example of why why I saw that this was so so effective was I had been, there was something going on at the time. I’m a podcaster, too. And at the time, I was looking for a video solution, you know, a side by side video solution, because I didn’t like zoom. And so I made a little tweet or some somehow I was tweeting like this, I can’t wait for Oh, I think I know what it was at squad cast. I was using squad cast. And I said, I was tweeting out to them. What I like to do sometimes to to make companies move quicker is to sometimes tweet out to them, you know, because, oh, we better answer this. You know, like, sometimes with customer service problems. I’ll tweet to the company and say, I’ve got a problem. And then they, you know, like I can be sitting in the support queue. But by doing that I get immediate assistance, because you know, it’s on social media. So I tweeted out to squad cast, I was like, I can’t wait for you guys to have some video record option because I really need that. And what happened was, like, within a few hours, Riverside, which is another podcasting solution that has video, wrote me an email, and they didn’t respond. Yeah, they didn’t respond to me in in the tweet, they wrote me an email and said, Hey, I saw your tweet. Just to let you know, we have video podcasting abilities right now. And we’re only such and such. And then it was like this, you know, had my name and have my email. And I said, this is so great. I wrote it back. And this is I want to get on the phone and found find out how you how you did this, because I was doing it. But as far as I knew I was the only other guy doing it. Oh, wow. So he he did this is probably about three months ago. And I was like, let’s talk. And so he got on the phone immediately. He was trying to close me. But I was like, I want to know how are you doing this? Is there software something? And he said, No, no, I just have a guy that goes through and does the same thing. So We were essentially doing the same thing. But I started to build software to automate this. And that’s what I’m doing right now.

Casey Stanton
Okay, so tell me tell me the tactic. What does this look like? What’s the cadence? Do you have someone offshore that’s doing these searches? is it happening that API? What is it?

Geordie Wardman
Yeah, so So essentially, what you can do is you can manually do this, I think there’s some there’s some apps now I think Glide is one or you can connect like a Google Sheet to Twitter. I mean, you can just google this stuff. Or you can go to Upwork. Someone can do this for you very easily. But you basically want like to hit Twitter, like at midnight, you know, and then and then once a day, and you get all this stuff back. Right? So you pulling it into Google Sheets? And then after that, what you can do I just

Casey Stanton
You’re you’re pulling in tweets that have what you’ve defined to be what phrase, phrase and broad match or phrase and exact match keywords?

Geordie Wardman
Yeah, exactly. So it’s usually exact match. And so you can you have you have a number of keywords that you’re allowed to do for free. I believe that it’s 40. Like, 49, because they cap it at 50 keywords. So Oh, that’s a lot though. Yeah, I know, it’s a lot. So that’s free. So you have tapped into the API? I’m pretty sure. I mean, this is what but it’s certainly like 10. Right? So let’s say I mean, give me an example of someone that what are your clients? Or what are your listeners with like,

Casey Stanton
So let’s say someone’s in the merchant services space? So they’re selling? You know, banking partners effectively? So you’d be down on stripe or Shopify?

Geordie Wardman
Yeah, so so. So what I would do is put in, put in some keywords like Shopify chargify, you know, chargebee, or whatever, you know, whatever the competitors are, I always put the competitors in, and then I would put in some, then only put in some, some of the other keywords like, does anyone like I’m looking for, you know, that sort of thing? Does anyone know, those sorts of I tried to put those sorts of phrases in, does anyone know, good, you know, alternative to, you know, charger, fire or whatever. And so you can put these keywords in, and then you’ll get a list of these, and you might get a lot of false positives. But you can just have a guy that goes through and I just hire a guy, he’s from India is like, you know, cost practically nothing.

Casey Stanton
Just ballpark it, what do you pay hourly for offshore labor?

Geordie Wardman
So I’d like less than five bucks for a free end for this type of stuff, right?

Casey Stanton
This first guy or is an agency of people?

Geordie Wardman
He’s an agency that I’ve been working with for a while. But put it this way. I mean, this guy does this for me, like, you know, like, it’s like, oh, basically, like, two, three hours a day or something. And, and my, my monthly bill from him and say, you know, 250 or something? You know, and one lead for me in the software business could be $30,000. You know, so I could be doing this for 10 years, and get, you know, like, make my money back just for one lead. So, you know, so it’s, yeah, it’s it’s a, you know, it’s an absolute no brainer, and I usually am getting, you know, maybe four to five responses. You know, sort of, well, let’s say it’s more than that I probably getting three responses a day, from you three people that you email a day to respond to you. Yeah, exactly. And I’m not sending out that many emails. So and sometimes it’s just like, you know, no, no thanks or whatever, but there at least responding to me. And most of the times, it’s, it’s like, yeah, let’s get on a call or or it’s, um, you know, we start some kind of conversation. That’s, you know, either you know, do you know, so they can do this Oh, I’m not the right fit, but you know, something like that. So yeah, it’s been very effective.

Casey Stanton
It’s a beautiful idea. So that offshore so in India for anyone listening I love the idea of using offshore labor for this kind of stuff. Especially offshore that is managed. You want you don’t want to deal with like, as I say, everyone a wall Yeah, you have to be like, hey, my guy’s gone. Give me a new guy.

Geordie Wardman
Yeah, yeah, exactly. Agencies really good for this. I like India for this type of stuff. And I like to Philippines is two places that I use for this sort of low level data. And and I so what I do usually is I will find out the best one way to get the emails because that’s, you know, sort of high level stuff. So I will do that. And then I build an SMP like in Google Docs or something. And then I say, here’s the way I want you to do it. And so I buy the service. I use any mail finder, which you know, there’s a lot of them out there. I think rocket reach for something. reach any mail Finder. Hunter.io. Yeah, exactly. Snow, Snow v. Snow. Like, yeah, something like that. Adobe.io. So any one of those. So you just what you do is you go from Twitter, there’s a process you can basically determine from Twitter, like who the person is, what’s his first day? What’s his last name? Where’s his website? And then you just put first name, last name, website, domain name, and you can find the email like, you know, if it’s, you know, kcse Mx Oh, you know, it can find it because it runs through all the different combinations. Like it’s a Casey Stanton. Is it c Stanton? So finds email, and then I just have just build that one or two variables from the tweet. So for example, like, you know, I saw you were posting on Twitter, Twitter’s a variable. Oh, looking, you’re looking for a, you know, whatever the variable is, you know, so you got to have

Casey Stanton
Looks like you’re looking for a SAS build, you’re looking at

Geordie Wardman
Yeah, I’m looking for SAS builder, you’re looking for this, whatever it is, you got to have two or three variables from that, from that data set into reply, because that’s what customizes it makes it look like, I was really hustling, right? Meanwhile, I’m not doing anything. But this guy’s doing it and it’s automated. And it looks like I’m hustling. And the guy’s like, Whoa, you hustle. I want to talk to you, you know,

Casey Stanton
Right. Especially, I mean, getting getting three leads a day, man. I mean, I don’t know what company doesn’t want three more qualified b2b leads a day. That’s just like, right,

Geordie Wardman
Yeah. And then sending out that many emails and sending it. Like, I don’t want to be sending out 300 emails a day, right? Because it’s gonna lower every First of all, beginning too many leads, who wouldn’t be able to manage it back? I set a rule like no more than 25. You know. So you also like,

Casey Stanton
if you’re getting that quantity of leads, it may, it may be indicative that your market is really responsive and receptive. But odds are you’re getting you’re going to get crappy leads, they’re not going to be super targeted. If you’re getting high volumes, low volumes like that. It feels to me like if you’re doing it right, you’re probably getting a highly targeted lead who has, you know, interest need? Right? Like, that’s the good leads?

Geordie Wardman
Yeah, that and also, I can handle it right. So now I put it in my CRM, and I’m paying attention to it. So the qualified leads, I could drop it into my CRM, and I’m paying attention to it, I could do proper follow up. I can’t really do that with the, you know, with the, with the, you know, casting a wide net method. Hey, you know, that’s great. reach me out in six months. That’s like, way too. I need like, you know, something that’s much more sort of certain than that.

Casey Stanton
Yeah, totally, totally. Hot. So one of the things I know about you, just from our relationship is that you are process driven. Yes, you like a good process. So you building an SLP? out? I think it’s perfect. I think you and I share this methodology, which is like, if it’s gonna get done, right, I’m gonna do it the first time and the second to a millionth time someone else is going to do it. That’s right. Yeah. So you do it yourself, you figure it out, you kind of put on that technical hat, you sleuth, you find the email address, you look and figure out what’s the best email uncovering tool, whatever, you build that into a document. And then you can hand it to anyone who can effectively read and has a heartbeat, and they can do the work. And because you simplify the process so much. You’re not paying for the intelligence of the person, you’re paying for the labor of the person and therefore you can afford to hire some that’s lower in like the experience spectrum.

Geordie Wardman
That’s right. That’s right. I mean, I could go to like a high level firm out of the US or something, and they could figure this all out. And I could be paying 1200 a month for this customized service that I would really understand what they were doing. I could be getting leads back, right? I can’t be getting late and the Hey, this service is great. I closed one lead that was worth 15 grand, I’ll keep paying these guys 1500 a month or whatever it is. But but i do that i there’s times where that’s appropriate. But in this case, if you know it’s not needed, right, so you just I’m telling you how to do it. Yeah, you know, and so you just go in you you essentially go to Twitter and do all this and then you find the emails and you drop it into reply with vector

Casey Stanton
in the connection piece. I’m a little unclear on Did you say the Glide was the software

Geordie Wardman
So yeah, so I don’t use Glide, I was using Google Sheets. And so since I’m a programmer, I have I have developers, you know, the developers did this. I’m saying, when we did the proof of concept, you can go in and easily connect to Twitter, I’m pretty sure that they have you like advanced search or something like that, you can go and do this. If you want to, you can reach out to me, https://onestopdevshop.io. And I can build something like this for you very affordably. And we can just I can tell you more specifically, if you want to go and build it yourself or hire someone, I have no problem telling you how we’re doing it.

Casey Stanton
So I, that’s, that’s awfully generous of you. One of the things I’ve learned in business is that we shouldn’t create repeatable systems for something that isn’t proven yet. And it’s probably best for anyone on this call before they reach out to you just to go on Twitter, just to search their search queries. And just to see the normal Twitter advanced search results, and spend an afternoon poking around seeing maybe they have to go back a week or two, just to find the right type of leads, go find their email addresses, build all this logic out, and see if this works for them. See if this makes sense for their business, see if there’s conversation, see if they can understand the language that’s being used in social media that represents a need. And then once that happens, they realize that all that work was kind of a pain in the ass. But it proved the concept. And now it’s time for the automation to take the work off their plate and hand it to like technology plus, maybe someone offshore. That’s unreal. That’s right. Yeah, that’s exactly right. So anyone right now could just do this. What’s the simple thing to do? search.twitter.com? Is that the right page?

Geordie Wardman
That sounds right. Yeah.

Casey Stanton
Search? Calm?

Geordie Wardman
Yeah, we can, I can definitely put in the show notes. I’ve seen the inner. It’s like advanced search that you can do. And you can go through and test all the search queries.

Casey Stanton
Okay. [email protected], slash search, a fin advanced. And you can do things like all these words, exact words, any of these words, none of these hashtags. If, yeah, from these accounts. That’s amazing. So every day you’re sending these emails out? Do you launch them all kind of around the same time in the day? His reply?

Geordie Wardman
Yeah, I think reply does it I and I do it European time. So it’s probably 6am. European time. And that. And that’s only because most of the people that I’m trying to target are in Europe, it’s hard. It’s difficult for me to speak with someone like say, from Pacific Standard Time. So I’m targeting mostly Europeans, but it doesn’t matter means email, you can always set up a time to chat with it. So when you know for wherever,

Casey Stanton
Yeah, awesome. What I love about this is like you’re sharing so freely. That’s very effective strategy that is like pretty inexpensive, like close to free. And the reason that you can share this is because most people listening to this won’t take action. And it was right.

Geordie Wardman
And also, you got to think about it. I mean, it could work in in so many different markets, you know, that it’s, as I say, as you say, it’s blue ocean right now. But there’s so many markets where this this could work. I mean, it’s just really specific to your, your specialty and the keywords to so you may be able to niche down in the keywords and be able to find very good leads this way.

Casey Stanton
Yeah, I think it’s huge. So what comes up for me is like, this thought, okay, if I’m gonna be doing this work, if someone’s gonna be doing this work, do they also need to have a pretty active Twitter profile? And it doesn’t sound like they have to know they have to be doing regular posting or anything, right?

Geordie Wardman
No, it has nothing to do that. Because all you’re doing is a Twitter handle. That’s it has the ability to search. So you can have zero, right?

Casey Stanton
Zero followers?

Geordie Wardman
Zero follow, you could really, essentially create this search thing. I mean, I happen to use my own one which has some decent activity on it. But But I like I said, that would be more important if I was approaching them through Twitter, which I don’t do. Since I’m doing it through me emails is irrelevant what my Twitter handle accounts has.

Casey Stanton
That’s amazing. And when you send these emails, are you doing anything with a secondary email domain are you sending from your primary email domain

Geordie Wardman
I send to I send to a secondary and that’s only because I want my VA to be to see it, and I don’t give access To my VA to my primary email just because it gets all my email, it’d be too overwhelming for her. But so

Casey Stanton
Let me rephrase, you use the same domain though, just like a different inbox.

Geordie Wardman
No, I, it’s actually different. So my main domain is onestop.io. Right? So shortly at one stop that I Oh, what I do is I do Jordi dot one stop that site for her. And it’s because it’s like $2 a year for this. Plus, when I’m sending, if there’s any problem with, because I’m sending emails on this domain, if there’s any problems with that, it’s not going to stop regular email coming in on my main domain. So that that’s just sort of another outbound sort of hack that he might want to consider is my main domain is onestop.io. If I stopped getting email on that, because I was sent, you know, I was sent, I was being too aggressive on my, my outbound strategies, that’s dead, that’s me dead in the water on the phone with you know, support and, you know, wherever my hosting, you know, who, wherever I’ve to, that sounds like a nightmare. So if I have one stop site, I don’t care if that goes down. It’s only my outbound. So um, so that’s why I do that. And plus, I give it to, to my VA says she has access, it’s just sales related. And, and so that that’s, that’s just basically good outbound marketing.

Casey Stanton
Do you worry about having a website at one stop dot site?

Geordie Wardman
No, I don’t. Because what I do is I do see name and forward it. So one stop that site, you know, just forwards over to so somebody can look at the domain and be like, what is this? Who are these guys? And so they look at one stop site. And if she names over to one stop

Casey Stanton
Cool. This is incredible. So the tools that you use, is like, first do this manually, you did this manually, you found it to work. And then you got the confirmation from a podcast company, that what they were doing was very similar. And then you went out because you’re technical, and you solved it in a technical way. But this is something that someone could absolutely run themselves, they could get someone offshore to do this labor manually. It’s not as pretty or as simple or as automated as your process. But it certainly could ever prove proof of concept and make a sale from it, and then take the profits of that sale and invest it into automation and technology.

Geordie Wardman
That’s right.

Casey Stanton
Yeah, I think it’s really easy here in business to be like, Oh, shit, you know, what I need is I need to spend hundreds of dollars on the software. I don’t know if it’s gonna work for me or not. Yeah, that’s right. There’s like go slog go to Twitter’s Advanced Search, find the keywords and see if people are having these conversations. And if they’re not, you probably have what the wrong keywords or maybe,

Geordie Wardman
Yeah, just keep exploring, I mean, like I said, if your market is really small, it may be it may be more sort of infrequent, and that you’ll be getting leads. But you know, if you expand the leads, I mean, everyone knows their own market, right? So you expand the leads the keywords, and you can pick up more data. So your VA will be sorting through more data, but the leads will be in there. So there was a time where I was getting, you know, I mean, we were getting a lot. So this is why I started to automate it. And we were getting a lot of false positives. But it was worth it to sort of search through that. So he’d search through, say, 500, to find, you know, 20 really nice leads in there. But you know, really, that didn’t take him that long, he could go through that just scroll through these false positives. Whereas I would never do that I’d never have the time to do ever but he was doing that was his job. That’s what I was paying him. And that’s why I was sort of to three hours a day, because he’s sorting through these false positives in the beginning. And and then, you know, hustling to find the email.

Casey Stanton
I think of Dan Sullivan, with Strategic Coach, he says, outsource everything, but your genius. And yeah, here is the creation, you know, he’s got the 8020, what’s the 80%? Here, the 80% is identifying this needs to happen, and maybe doing the initial search to prove it. And then the 20% of the work is just to like, do it all the time and automate it, someone else can do that stuff. And I think you’ve got a great solution for that. So then you’re using Preply. But someone could use another tool like auto close or Apollo.io. Or, yeah, there’s the mailshake. They’re like a dime a dozen. These

Geordie Wardman
Woodpecker is another good one. woodpecker.io is another because again, it’s the unsubscribe stuff. It’s very subtle.

Casey Stanton
Yeah, Woodpecker also has a really nice swipe document of good cold emails.

Geordie Wardman
That’s right. And the other one is Quickmail.io, a friend of mine made that one’s really good too. Oh, cool. I don’t know, QuickMail. Yeah, that’s a good one.

Casey Stanton
Great. So these are different tools that you can use for that emailing. People, are you kind of encouraging them to pull these lists and have some dynamic variables in there that get loaded into the emails so that the emails feel more personalized? The point of the email is to get them on a phone call. So is your call to action to like a calendar link? Or for them just to reply

Geordie Wardman
I don’t like doing calendar links, I sometimes put that in my in my signature. So it could be like, you know, speak with me here. But that’s not my call to action. That’s just if they want my call to action to say, you want to, you know, how does your calendar look? Yeah. And so, you know, I’d love to get on even if it’s five minutes, you got to be low, low commitment, right? Even, I’d love to chat with you, even if it’s five minutes, right? And then says, How does your calendar look? And it says, you know, like, an open ended question that they have to respond to? Yeah, sure. I’d love to chat

Casey Stanton
Amazing! So me, the cold emails that I receive in my inbox are just like 10 sentence paragraphs that I can’t skim. And I’m just like, what the hell is this? You know, is it just like, delete before you read it? And you’re talking about thin, very, to the point with an open ended question at the end, that drives a conversation. That’s right, yeah. Cool. And then just give me one subject line, what’s one subject line you’ve used?

Geordie Wardman
So I usually I usually put whatever they’re looking for in the subject line. So for example, um, you know, let’s say, the other big one that for me is applying to people that are posting jobs, right. So they’re saying I’m looking, you know, like a job was posted, that says, I’m looking for a web developer or something like that. So the, the, the subject would be your position at your company, something like that. Okay. So you could do like, you know, the variable would be, you know, put the company name in the, in the, in the subject line, so that it’s personalized. And then it’d be like, do you need, you know, whatever the service was that they need? Something like that. The other one my standard is if I have to use this quick question. So because all lowercase Yeah, yeah. You know, quick question, you know, because that could be like, you know, what, is this one of my customers? Who the heck is this? I better look at this. Right. So quick question is like, you know, that’s like a no brainer. Or quick question, Casey, you know, something like that. That’s, that’s a good one. But I just say quick question. I mean, I’m getting like 60% on that. open rate. So that Yeah,

Casey Stanton
I also love. Like, when I send out webinars, just an email that’s like, Are you free Wednesday? We were like a for what? Yeah, very intriguing. Yeah. Okay, cool. So then you’ve got these emails, they’re going out with reply. And through this, you’re getting in a pretty tight market, with one offshore person at 250 bucks a month with kind of effectively No, well, he said, reply. So replies, like, let’s say 50 bucks. So for $300 a month, you’re getting three open conversations with leads a day?

Geordie Wardman
That’s right. Yeah. Not every day. But you know, I would say it’s, you know, I could say five to six solid a week at least. So

Casey Stanton
So five solid leads 20 leads a month. It’s 300 bucks. Yeah, it means $10, a lead something like that.

Geordie Wardman
Yeah, something like that. When a lead is worth at least six grand, you know, that’s just minimum. It’s ridiculous. Yeah.

Casey Stanton
And this is one of those things to like, strike while the iron is hot. If you’re interested in doing this, do it. your competitors are probably being lazy. They’re only if they’re using social listening. They’re only replying on Twitter. Yeah. There’s also like other social listening stuff that you’re not talking about here, which is not really needs to be talked about. But it’s like the whole world of social listening for major brands. Like, what do people think about Coca Cola right now?

Geordie Wardman
Yeah, so I have used those tools. There’s one called brand 24. And there’s another one called mentioned, and you can use those, I was just getting so many false positives that I just found, like it was better for me to just kind of customize it.

Casey Stanton
And how are they getting the data through Twitter’s API was like, yeah,

Geordie Wardman
Keyword is similar, but I was just getting I mean, we’re talking about like, 10,000 false follow Jesus opposed to? So I don’t know what they I don’t know how they were doing. But I just found more control when I went right to the API.

Casey Stanton
Makes sense? Yeah. Awesome. And the solution that you had just high level how many hours did it take a developer to build it out?

Geordie Wardman
Um, so I think we can you know, like, You know, I mean for really like Google spreadsheets, you know, like, right to Twitter

Casey Stanton
For something serious supportive long term. Twitter. Yeah, anywhere. There’s no question that Twitter’s gonna be closing this API. No, no, of course. Yeah. Right. It’s like core to their business. Yeah, this is so helpful. So I think this is really exciting. You have such high open rates, you have such great response rates, you’re able to test copy, you’re getting in front of the few but mighty potential leads, you’re not shooting a shotgun and hoping to hit something. It’s like you’re coming out with your sniper rifle. And you’re just getting a couple targets a day, and you’re not even doing the work, you’re getting someone off shore to do it. I think this idea of adding manual labor may feel arduous or burdensome to people on the call. But it’s it’s easy once you can define an SLP just to like cycle a human body in there to do the work. And if they’re not good, you get someone else and less. So last question here is where do you find that talent? Would you go to Upwork? for it?

Geordie Wardman
Yeah, of course, not bad. I mean, for this type of talent in Upwork is is usually like to find a developer No, I don’t go to Upwork. I would go, I would go to, you know, LinkedIn and ask my friends, you know, where’s the good developer? But for this, I mean, it’s pretty, you know, this is really sort of a commodity type of labor, you know, so you and I go to, as I mentioned, Philippines is great, excellent work ethic. and India, is probably I’m probably not quite as good as Philippines, just they’re a little bit more reliable in the Philippines. But there’s great talent out of India, too.

Casey Stanton
I like a company in Philippines called up level solutions calm, okay. And they’re a managed Filipino agency. And you get a manager that you work with, and there’s kind of great

Geordie Wardman
I mean, and they work.

Casey Stanton
I’m in Philadelphia, so they they’ll work my time zone. And if I wanted them to do something, let’s say on LinkedIn, they will VPN into the city of Philadelphia and operate LinkedIn.

Geordie Wardman
Yeah, that’s great. Yeah.

Casey Stanton
So that stuff is all possible. And that’s a managed team that anyone could sign up with. Or you could shave a buck and a half off and find someone direct. Might not be worth the labor to go find that person when up levels there. Yeah, yeah. Cool. Jordy this has been huge, man. This is you open my eyes. I didn’t really consider this as a traffic opportunity. It’s really, I think, sexy.

Geordie Wardman
Yeah. So festive, for sure.

Casey Stanton
Yeah, thank you. And if anyone wants to reach out to you, they can go to https://onestopdevshop.io. Is that right?

Geordie Wardman
That’s right.

Casey Stanton
And we build we can build this type of MVP for like I said, probably 80 hours. It’s amazing, man. It’s unreal. Yeah. Awesome. Our God, thank you so much for being on.

Geordie Wardman
All right. Pleasure, Casey.