In today’s competitive market, prompt and effective lead generation can make all the difference. The importance of gathering and utilizing lead data quickly cannot be overstated, as timely follow-ups can significantly enhance conversion rates. In this guide, we’ll walk through a powerful system using Make.com, Apollo, LinkedIn, and Apify for automating data enrichment, enabling you to capture leads and prepare for impactful sales calls—all in under a minute.
The Importance of Data Enrichment
Data enrichment involves enhancing your lead information with valuable details, such as contact information, LinkedIn profiles, and company backgrounds. By calling leads in less than 60 seconds from form submission, sales professionals can increase their chances of conversion by nearly 400%. This automated workflow ensures you’re equipped with meaningful insights to make personal connections and increase your sales success.
What You Need to Get Started
Before diving into the setup, make sure you have access to the following tools:
- Make.com: For workflow automation.
- Apollo: For data enrichment and contact information.
- LinkedIn: To pull professional profiles.
- Apify: For web scraping and data extraction.
- Google Sheets: To store and manage lead data.
Setting Up Your Workflow Step-by-Step
We’ll create a scenario within Make.com that captures lead data and enriches it using Apollo and LinkedIn. Here’s how it works:
Step 1: Create a New Scenario
- Open Make.com – Sign up or log in.
- Create a New Scenario – Click the ‘Create a New Scenario’ button in the top right corner.
Step 2: Trigger the Workflow
- Google Forms as Trigger: Use Google Forms to gather lead information. Set up a simple form that includes:
- First name
- Last name
- Email address
Step 3: Set Up Google Sheets
- Create a Google Sheet to store incoming leads. Title the columns:
- First Name
- Last Name
- Company Name
- LinkedIn Profile
- Enriched Data
Incorporate into Your Workflow: Use the ‘Add Row’ function in Make.com to input data from the Google Form submission into your Google Sheet.
Step 4: Enrich Data with Apollo
- Apollo Setup: Sign up for Apollo, generate your API key in the settings, and connect it with Make.com.
Create a Contact in Apollo: Use the submitted lead’s email to automatically create a new contact in Apollo.- Retrieve Enriched Data: Map necessary fields back into your Google Sheet, such as:
- Phone number
- Job Title
- Company
- LinkedIn URL
Step 5: Web Scraping LinkedIn with Apify
- Using Apify: Run a LinkedIn profile scrape using Apify to get additional insights about the lead’s professional background. You’ll need to create a custom web scrape to pull data like job history and shared connections.
Step 6: HTTP Module for Company Website Data
To gather website data, use an HTTP module in Make.com to make requests to the lead’s company website based on the domain collected from their email address.
Step 7: Summarize Data with ChatGPT
Integrate OpenAI’s ChatGPT to summarize the information retrieved through web scraping. You can feed it the data — including snippets from the website HTML — instructing it to generate concise summaries about the company and the lead. This enriched profile is essential for sales reps before they make a call.
Step 8: Finalize and Update Google Sheets
Post-enrichment, update your Google Sheets with final summed up information from Apollo, LinkedIn, and the website to create a comprehensive profile for the lead in a single location.
Tips for Maximizing Your Lead Generation Process
- Speed is Crucial: Always strive to call leads within 60 seconds of submission. Set reminders or use automated notifications for your sales team.
- Customize Messages: When preparing to call, customize your message or approach based on the enriched data you’ve gathered.
- A/B Testing: Test different lead generation strategies or workflows to assess which approach yields the highest conversion rates.
Conclusion
Automating lead generation through Make.com, Apollo, LinkedIn, and Apify not only saves time but significantly improves your chances of closing deals. By implementing this streamlined workflow, you ensure that your sales team is prepared to engage potential clients effectively and promptly.
Ready to transform your lead generation? Dive into these steps today and start seeing the results. For detailed blueprints of this automation process, feel free to reach out for a consultation!
