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If you’re a Salesperson working in B2B sales, lead enrichment is a term you should be familiar with.
You’ve already gathered your leads, whether through purchasing a B2B email list or using lead generation forms.
But what’s next? How can you leverage this lead list to close more deals and boost lead conversion?
What is lead enrichment? What are its benefits? And how can you use lead enrichment to get more out of your lead list?
In this post, we’ll explore why enriching your leads is essential for converting them into clients, and how La Growth Machine can help you get the most out of your leads, 100% free and unlimited.
What is lead enrichment?
Lead enrichment is the process where marketers or Sales reps take existing lead data and enhance it by adding layers of information, typically using an enrichment tool
Example 🔍
For instance, let’s say you attended a networking event and came away with a list of 50 leads. These individuals have already shown interest in your company and offering, making them ideal targets for you to engage with. However, you don’t have much additional information about them.
So, the question is: how do you turn this list of 50 leads into qualified prospects?
That’s where lead enrichment comes into play.
Lead enrichment helps you gain deeper insights into your leads, allowing you to build a clearer picture of who they are and how best to approach them.
This means that instead of shooting spaghetti at the wall and hoping it sticks with a generic message, you can craft a personalized message tailored to each lead, greatly improving your chances of conversion.
But what kind of information can you enrich in your lead’s data?
Types of Lead Enrichment Data:
Think of enriching leads as adding additional layers of information to your existing lead data.
Contact Info
This is usually what people refer to when they talk about lead enrichment. Gathering contact information is the primary reason the term “lead enrichment” exists!
And you can easily understand why… Without contact details, you simply can’t reach your leads, no matter how much else you know about them. 😅
Here are some common examples of contact data you can (and should) enrich:
- Personal email: Often useful for recruiting purposes.
- Professional email: Essential for reaching leads where they conduct business. Email outreach should still be prioritized, but it’s most effective when integrated into multichannel campaigns.
- Phone numbers: A great way to catch your lead off-guard and follow up if they haven’t responded elsewhere. However, reaching someone by phone can feel much more intrusive, so use it carefully.
- etc.
Demographic Data
While contact info is the starting point, demographic data provides deeper insights into who your leads truly are. It goes beyond just names and numbers, focusing on:
- Location
- Job Positionz
Don’t get too caught up in these details, though. Use them as an initial segmentation layer, and then apply more advanced segmentation criteria.
Firmographic Data
Firmographic data is essentially the B2B counterpart to demographic data. Understanding the company your lead works for is just as important as knowing the lead themselves.
By incorporating firmographic data, your lead enrichment process becomes more precise, which is crucial in B2B sales. This includes insights like:
- Industry and Sector: Knowing this can help tailor your pitch to address industry-specific challenges or opportunities.
- Company Size and Revenue: This shapes your understanding of their budget, decision-making process, and potential needs.
- Location: Assists with localizing your marketing efforts and understanding regional market dynamics.
- Technological Stack: Knowing what technologies a potential client uses can help you position your product to integrate or improve their existing systems.
The more accurate your lead enrichment, the more up-to-date your data will be. You’ll spend less time researching and be able to deliver more precise, targeted messages when engaging with leads.
Pretty neat, right?
Did you know? 🤔
Lead enrichment typically involves specific software, but sales automation tools like La Growth Machine often have it built-in.
Our tool automatically enriches yourleads and identifies the prospect’s contact information.
What makes our process unique is that we don’t enrich in bulk; instead, we spread it out over timeas leads are activated during a campaign!
This ensures lead quality and accuracy, giving your Sales team the most up-to-date information when developing sales outreach ideas.
Moreover, unlike most enrichment tools on the market, lead enrichment with LGM is completely free and unlimited!
Want to try it out? Have 14 days completely for free!
Why is Lead Enrichment Important?
Lead enrichment plays a vital role in sales prospecting because it ensures your lead data is up-to-date, accurate, and relevant.
By enriching leads with additional lead intelligence, Sales reps can identify high-quality leads faster and develop more effective lead nurturing strategies. Plus, this data makes it easier to follow up with leads.
Additionally, lead enrichment also helps:
- Clean up and standardize your lead data: Lead enrichment helps to ensure that your lead data is standardized, so you can pull better insights from it.
- Better qualify your leads: Since you have cleaner data, it’ll be easier to qualify leads thanks to the qualification process being based on more accurate data
- Uncover purchase intent: It can help to reveal a lead’s purchase intent by uncovering their interests, needs, and motivation to buy.
- Identify trends or commonalities among leads: This can help you uncover commonalities among leads, so you can develop better marketing strategies or create more relevant content.
- Match leads with the right messaging: Craft messages that are tailored to each lead’s specific needs, using the benefits mentioned above.
Ultimately, lead enrichment maximizes the potential of your leads, driving higher conversions.
Risks of Lead Enrichment With Automation
We can all agree that lead enrichment is crucial for having the most comprehensive and, most importantly, up-to-date prospect data. However, automating lead enrichment can pose risks, especially if you’re using a Growth Hacking tool.
Expert Tip 🧠
Be cautious with aggressive prospecting; it could get you flagged by LinkedIn, risking account suspension.
LinkedIn has been ramping up efforts against automation. Check out our updated article on LinkedIn limits to avoid getting banned!
Here are a few key points to keep in mind:
- First and foremost, segment your target audience carefully: This is crucial for successful prospecting. Proper segmentation allows for personalized messaging, which significantly boosts conversion rates. Need help with segmentation? Check out our ultimate guide.
- Understand legal requirements: Ensure compliance with regulations when enriching leads.
- Know how your automation tool works: Be aware of how it affects enrichment processes.
When uploading leads to La Growth Machine, you’ll notice that leads won’t be enriched immediately.
This approach is fully intentional. Although our enrichment process lets you enrich your data for free and without limits, it does require us to visit your lead’s LinkedIn profile.
If we had to visit hundreds of profiles at once, LinkedIn could flag your activity and cause problems. That’s why we recommend sticking to our regularly updated default limits.
By spacing out the enrichment process over time, we ensure that your leads are enriched properly without raising suspicion from LinkedIn or X.
How to Enrich Leads’ Data Using La Growth Machine
Now that you understand the importance of lead enrichment, let’s dive into how La Growth Machine makes it easy to enrich your leads.
Trust me, it’s really simple.
With our platform, you can set up automated workflows for lead enrichment, nurturing, and sales outreach with ease.
Here’s what our Enrich feature can do:
- Automatically enrich the emails of your leads. We’ll verify existing emails and update incorrect or missing ones.
- No LinkedIn profiles in your file? La Growth Machine will find them using the prospect’s name and company info.
- Want to prospect via Twitter but don’t have their Twitter handle? We’ve got you covered.
And the best part? Unlike other enrichment tools that are restricted by a credit system, our solution offers you unlimited and completely free enrichment!
Let’s go through an example together, shall we?
As you can see from this screenshot, enrichment is enabled. La Growth Machine will automatically find emails, LinkedIn accounts, and so on…
Depending on the data that can be enriched, your prospects will follow different paths in your campaign:
- If LGM has enriched the lead’s professional email, an email will be sent.
- If LGM has not, LinkedIn will be prioritized for activation.
Expert Tip 🧠
To help you differentiate between the three types of email addresses, here are examples:
- Professional email: [email protected]
- Personal email: [email protected]
- Catch-all email: [email protected]
Based on the settings you choose, La Growth Machine can enrich all or part of your leads’ email addresses.
Important: Avoid enabling catch-all addresses, as they are often shared by multiple people and typically have a low response rate.
Top 5 Lead Enrichment Tools
In case you’re not ready to use La Growth Machine to optimize your lead generation processes, no worries—we’ve got you covered!
Here’s a list of the 5 most popular lead enrichment software tools, along with:
- A brief description
- Their key advantages
- Main drawbacks
- And pricing
We understand that the lead enrichment process can seem daunting, but with these tools, you can streamline it and gather accurate, comprehensive data about your leads.
Take a closer look at each tool’s unique features, pros, and cons to find the one that best suits your business needs.
| Lead Enrichment Software | Description | Advantages | Drawbacks | Pricing |
|---|---|---|---|---|
| Hunter | An email search tool that allows you to find professional email addresses using domain names or company profiles, leveraging firmographic filters to refine the results. The data can be exported to a CSV or integrated directly into a CRM. | – Fast and efficient – Large B2B email database – Email verification | – Limited to email search, with few additional enriched data. | Free for 25 searches per month, with paid plans starting at €34/month. |
| Datagma | B2B data enrichment platform known for providing email addresses and phone numbers. It can also enrich more detailed information about companies. Enrichment can be done via CRM integrations or by exporting CSV files. | – Highly detailed data, allowing for comprehensive lead enrichment – Native CRM integrations | The most interesting features require more expensive subscription plans. | Free for a limited number of searches. Paid plans start at $32/month. |
| DropContact | Automated lead enrichment and data validation with AI-powered algorithms, enriched data can be downloaded as CSV or integrated with CRM. | – Affordable pricing – Automated and quick data enrichment | The accuracy and completeness of data might not always be 100%. | Based on a number of searches. Starts at $24/month. |
| Prospeo | Email enrichment tool that pulls data from multiple sources, focusing on real-time data updates. Data can be exported via CSV or integrated through an API. | – Simple and intuitive interface – Billing only for valid email addresses – A generous free plan that allows you to get started efficiently | – No native CRM integrations – Limited to email search | Free for 75 credits per month. Paid plans start at $39/month. |
| Clay | An automation tool that aggregates data from various sources, allowing users to have a higher enrichment rate. It’s a no-code platform for personalized outbound campaigns and integrates with CRMs and other apps. | – Highly accurate and verified data – Data waterfall enrichment – Seamless integration with popular sales and marketing tools | High cost can be a barrier for smaller businesses but has a freemium model. | Freemium. Starts at $149 per month for limited credits. |
Recommendations 🗣️
If you’re looking for the perfect blend of these tools, the first four on the list are already included in La Growth Machine’s enrichment system. And the best part? It’s completely free and unlimited! 👌
Wanna scale your automated prospecting while sending hyper-personalized campaigns?
Access my top enrichment templates using La Growth Machine + Clay right here 👉
It’s up to you now!
Lead enrichment is a powerful way to enhance lead quality and drive sales growth.
By gathering essential data about your leads, you can further personalize your approach and improve your sales outreach efforts.
However, it’s important to be mindful of the risks that come with automation and ensure you’re using a reliable, trusted tool like La Growth Machine.
Want to try it out? Have 14 days completely for free!
Happy enriching!
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