December 30, 2024 • 15 mins
Transitioning from traditional lead generation methods to AI-powered strategies opens up new possibilities for small businesses looking to grow their customer base efficiently. By focusing on the right audience, engaging them with smart hyper-personalized messaging, and streamlining communications, businesses can create a competitive edge in the digital marketplace.
Highlights:
- Understand the Power of Generative AI: Discover how AI can help small businesses identify their ideal customers, streamline communication, and ultimately boost sales.
- Build Meaningful Relationships: Learn how to use AI to craft personalized messages that resonate with your target audience, turning cold leads into warm relationships.
- Stay Competitive: Explore strategies to ensure your business stays ahead of the curve in an ever-evolving digital marketplace.
Learn more at https://TechWithHeartNetwork.com/Lead-AI
Schedule a free consultation with Digital Marketer, Patrick Smith at https://MeetPatrickSmith.com
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:00):
You're listening to Tech with Heart,
(00:02):
empowering business success in a digital era.
Sponsored by Revealio, innovative software solutions
that make your business come alive.
Here is your host, international bestselling author,
speaker, female tech founder,
and innovative expert, Michelle Calloway.
(00:25):
Hello and welcome to the Tech with Heart show.
Tech with Heart is all about enlightening and empowering
small business owners to be able to embrace technologies
and systems and strategies that are gonna help
set them apart and be competitive
in a rapidly changing digital business landscape.
Today's topic is about AI lead generation
and it's about smarter selling for small businesses.
(00:46):
And today's expert guest is Patrick Smith.
Patrick is an innovative seasoned business coach
and digital marketing strategist
with over 30 years of experience.
He is also a speaker and an author.
Focusing on empowering small business owners
to embrace smart digital marketing practices
so that they, those small business owners can grow
(01:08):
and maintain a competitive advantage
in an oversaturated business marketplace.
Fun fact about Patrick is that he is known
as the RV digital nomad.
He actually gets to tour around the United States
in his RV and make money, cha-ching, cha-ching,
while driving because he's so good at what he does
(01:30):
in the digital marketing space.
So he also loves to teach other entrepreneurs
how they too can have that kind of freedom
and make a lot of money so that they can have the life
that they've always dreamed of.
So today, again, we're gonna talk about AI lead generation.
So help me welcome to the Tech with Heart stage, Patrick.
(01:51):
Oh, thank you so much, Michelle.
Makes me sound special.
Patrick, I'm very excited about what you're gonna be sharing
with our audience today regarding AI lead generation
because as you all are probably very aware,
AI has been out now for a couple of years
and it's really, really changing
and leveling the playing field a bit more
(02:12):
for small business owners.
So we're gonna talk about how this AI tool
can specifically take away a lot of the guesswork
when it comes to helping small business owners
identify their target audience.
And so Patrick, what can you share about this tool
that will really help differentiate anything like LinkedIn
or Sales Navigator, tools like that?
(02:34):
Can you kind of share with us?
The new generative AI is exploding in growth.
And if you're like me, I can't go without getting 20
or 30 different emails a day without something about AI.
The question is, how can I use that to grow my business?
(02:57):
Should I use it to grow my business?
And is my competition using it to grow their business
so that they have a leg up, if you will, on me,
that they have an advantage over what I'm doing?
So generative AI has multiple pieces to it
(03:18):
when we think about using it for a business.
We can use it in one of my systems,
I call it a quadrobot system
because we have four different bots that we use.
And one of the bots we'll talk about specifically today
is the lead generation bot.
That's that first portion of how do I get a lead?
How do I find a lead?
And how do I know it's a good lead?
And how do I know that that's my ideal customer
(03:40):
that I'm talking to?
Then you're gonna have a bot that needs to be able
to communicate to that ideal customer
after you found them.
You're gonna need to have automations and things in place
with the AI that has the right way to speak to that person.
And with the new stuff, we can actually use voice bots
that will call that person and carry on a conversation.
(04:05):
So the first thing that we have to think about
is who is your ideal customer?
Who is that person that you like to do business with,
that is interested in what you have
and has the money to pay for it?
Who's that person?
So that person, that avatar, that's your ideal customer,
(04:25):
if you can think about them in your brain
and where do they hang out?
What do they want to do?
What are their needs and focuses?
If I'm selling golf balls, it might be a good idea
to have a customer who's in a golf course.
Because guess what, he's gonna need golf balls.
(04:45):
Now, if I'm selling golf balls,
I probably don't want to spend my time at a hair salon.
With generative AI, we can go out,
use what's called big data.
Every time you buy something
or anytime you do any search online
or anytime you do anything online,
there is somebody who's collecting your information.
(05:05):
And a lot of times they'll resell that.
They'll package it and resell it.
And sometimes it won't be with your name on it.
Sometimes it will.
But they can find out that that IP address on your computer
likes to go out and look for golf balls, for example.
All business is relational.
(05:26):
If we can find a way to find the right customer
and then create a relational communication with them
and then follow up on that communication,
that's just money in the bank.
So the first thing that we do when we're looking at
working with generative AI is we need to instruct the AI
on what it is we want it to do and who we are.
(05:48):
What's your business name, your website, what do you sell?
Who does it help, that thing that you sell?
Who's your customer?
Who does it help?
What does it do for them?
What problem does it solve for them?
Who's the contact person that they should contact
if the customer is interested in them?
If the customer is interested?
And then what's the personality
(06:08):
that you want your AI to have, which is really fun.
Cause you can make the AI friendly, fun.
I use happy and professional a lot of times,
but you could make it sarcastic.
Then once we've got your business profile,
then we come in and we work on integrating that profile
with whatever database management system you may be using,
(06:29):
whether it's HubSpot, Go High Level, Salesforce.
Then we go to the training portion.
And in the training portion, what we do is we say to the AI,
okay, here's a website where I have information
about my business, go there and learn about me.
Or here's a data, a spreadsheet or information
(06:54):
about my company so that you can go
and learn more about who I am.
So what we can do is we can search
to find people in a specific industry in a specific area.
For example, a contractor who lives in a certain city
like Seattle, Washington, okay.
And then we can filter that and say,
(07:15):
I only wanna see businesses that have, let's say,
three to 10 years of experience
or only has a contact method that includes a work email
or is a C-suite C-level management
or I've got a lot of filters that I can use to decide
(07:37):
who do I want to see as a result of the people search.
I can go to a company search.
I can do a domain search where I can say, okay,
I'm looking for somebody with the name of a company
or their website and see the results of that.
We also have a program called an influencer search
where if you have a product or service
(07:58):
that influencers would like to talk about
and you probably know social media,
influencers love to chat.
They love to see products that they can get a referral fee
or an affiliate fee for.
Who would be a good influencer for me?
Somebody who likes to talk about sports and golf
and that kind of stuff and has a big following.
(08:20):
So I might go into my influencer search
and I would sort it based on the number of followers
they have, the age ranges, what reels they have,
what kind of engagements they get,
what their engagement rate is, maybe, you know,
how many people they communicated with in the last days,
(08:40):
certain hashtags, I can create all kinds of different things
on an influencer, find out about that influencer
and then I can take that influencer's information
and I can start a campaign to talk to that influencer
about my golf balls and why they're so special
and why the influencer should tell their people
about my golf balls on their social media site.
(09:03):
And by the way, Mr. Influencer, if you do that,
I'd be happy to give you an affiliate fee
for helping sell my golf balls.
So now all of a sudden, you could go to somebody
who has hundreds of thousands of customers that you need
and talk to one person who has 100,000 people
that might be interested in your product or service.
(09:26):
Now that's maximizing your rate of return.
You didn't spend a fortune in Google ads and Facebook ads
and everything else to do that.
Once you found the lead, you put the leads into a list
and in the list, once they come in,
then we can do what's called a data enrichment.
It'll show you like the LinkedIn site for the customer,
(09:47):
it'll show you additional information on the customer,
for example, what other social media sites they might be on.
In this one instance I just pulled up,
it shows every phone number that might be available
for this one person, I mean phone number,
every email address, there's like, I don't know,
(10:08):
one, two, three, seven, 10,
like 10 or 11 email addresses for this person that we found.
Where they're, what their education, their job history,
their lead, what they do, all different kinds
of just tons of data.
Then what we can do is we go, okay,
we wanna send a direct message to this person.
(10:30):
So we click our little AI button that says direct message
and the system went out, looked at the business profile
and created a DM.
So it's each message is individually created
for each contact, which is mind boggling
(10:53):
when you think about it, okay.
And this all took about 10 seconds to create.
You can come in and edit the prompt,
just click a button and edit the prompt
if you want it to prompt in a different way.
And if you're happy, you can copy it,
send it right out in a direct message manually
if you wanted to, or using our integrations
(11:14):
with your database management system.
Our autopilot search, this is a little bit of an upgrade,
but with our autopilot search, we create all
of these searches, we create a search for you
and then tell the system, okay, I want you to go out
and search for people that have these characteristics
and I want you to repeat it so many times a day,
(11:34):
a week, whatever.
And I want X number of leads.
So we could say, okay, system,
I can only handle 10 leads a week and really follow up on them.
So go out, run the search, do all that, get the 10 leads
and send them to me automatically into my Google doc
(11:55):
or my CRM or wherever you want it to be sent to.
The other thing that we do in our system
that is insanely important is that we verify
every email account of the person that we're relating
with, we're connecting you to.
So when we go to get you an email account,
(12:16):
it's run through what's called zero balance,
which is a place that makes sure
that that email will not bounce.
And we also have an ability to be able to do
a negative search where you can search it and say,
do not give me an email that says info at
or support at or something like that.
Because those tend to be emails you don't want
(12:37):
to send things to because you're not gonna get an answer.
It will be more chance of you being into spam.
One of the things that I offer everybody
in everything that I do, whether you're a customer
of mine or not, is a free consultation
that is no hassle, no pressure, no sweat.
You can call me, you can get on a Zoom call with me
and I will give you freely trials of information
(13:00):
that you would have to go pay somebody else
a bunch of money to get.
Jump on my calendar, go to meetpatricksmith.com.
Pretty simple, E-E-T, Patrick, P-A-T-R-I-C-K,
Smith, S-M-I-T-H,.com.
And if you want to go and check out this AI lead generation
tool that he's talking about,
(13:21):
you can actually go to techwithheartnetwork.com
forward slash lead dash AI,
and you can like watch some videos,
you can better understand how it might work for you.
And this is really, again, one of the best lead generation
AI tools that I've seen so far
because it's a comprehensive suite
and it indeed can integrate
(13:43):
with your existing business infrastructure systems,
basically, namely a CRM,
so that you can have like automations in place
for that outreach.
And then the follow-up for those outreaches
because it's not enough to just reach out one time,
it actually requires you sometimes following up
(14:03):
three to five to seven times.
It just really depends on the person
that you're reaching out to
and what they might have going on.
But I know in the world of marketing,
you definitely have to have many, many touches,
touch points where you're actually trying
to get the person's attention
because entrepreneurs are just busy, right?
So I really recommend you go there and check that out.
(14:25):
And I want to thank Patrick for being our guest today.
If you are a small business owner
and you want to be around innovative,
but yet heart-centered entrepreneurs
who are taking advantage of leveraging AI
and other technologies and automations
so that they can grow rapidly,
make it appear as though you have a humongous team,
(14:47):
but maybe there's only like three or four of you.
That is something that we really strive for here
at the Tech with Heart Network.
We want you to come and consider joining our community.
And people like Patrick are always teaching us
incredibly valuable tools, systems, and strategies.
And so we'd love to have you come check us out,
techwithheartnetwork.com.
(15:08):
We are a nonprofit organization
focused on enlightening and empowering you,
small business owners, to soar in a digital era.
So here's to your success.
And we'll see you next time.
You're listening to Tech with Heart,
(00:02):
empowering business success in a digital era.
Sponsored by Revealio, innovative software solutions
that make your business come alive.
Here is your host, international bestselling author,
speaker, female tech founder,
and innovative expert, Michelle Calloway.
(00:25):
Hello and welcome to the Tech with Heart show.
Tech with Heart is all about enlightening and empowering
small business owners to be able to embrace technologies
and systems and strategies that are gonna help
set them apart and be competitive
in a rapidly changing digital business landscape.
Today's topic is about AI lead generation
and it's about smarter selling for small businesses.
(00:46):
And today's expert guest is Patrick Smith.
Patrick is an innovative seasoned business coach
and digital marketing strategist
with over 30 years of experience.
He is also a speaker and an author.
Focusing on empowering small business owners
to embrace smart digital marketing practices
so that they, those small business owners can grow
(01:08):
and maintain a competitive advantage
in an oversaturated business marketplace.
Fun fact about Patrick is that he is known
as the RV digital nomad.
He actually gets to tour around the United States
in his RV and make money, cha-ching, cha-ching,
while driving because he's so good at what he does
(01:30):
in the digital marketing space.
So he also loves to teach other entrepreneurs
how they too can have that kind of freedom
and make a lot of money so that they can have the life
that they've always dreamed of.
So today, again, we're gonna talk about AI lead generation.
So help me welcome to the Tech with Heart stage, Patrick.
(01:51):
Oh, thank you so much, Michelle.
Makes me sound special.
Patrick, I'm very excited about what you're gonna be sharing
with our audience today regarding AI lead generation
because as you all are probably very aware,
AI has been out now for a couple of years
and it's really, really changing
and leveling the playing field a bit more
(02:12):
for small business owners.
So we're gonna talk about how this AI tool
can specifically take away a lot of the guesswork
when it comes to helping small business owners
identify their target audience.
And so Patrick, what can you share about this tool
that will really help differentiate anything like LinkedIn
or Sales Navigator, tools like that?
(02:34):
Can you kind of share with us?
The new generative AI is exploding in growth.
And if you're like me, I can't go without getting 20
or 30 different emails a day without something about AI.
The question is, how can I use that to grow my business?
(02:57):
Should I use it to grow my business?
And is my competition using it to grow their business
so that they have a leg up, if you will, on me,
that they have an advantage over what I'm doing?
So generative AI has multiple pieces to it
(03:18):
when we think about using it for a business.
We can use it in one of my systems,
I call it a quadrobot system
because we have four different bots that we use.
And one of the bots we'll talk about specifically today
is the lead generation bot.
That's that first portion of how do I get a lead?
How do I find a lead?
And how do I know it's a good lead?
And how do I know that that's my ideal customer
(03:40):
that I'm talking to?
Then you're gonna have a bot that needs to be able
to communicate to that ideal customer
after you found them.
You're gonna need to have automations and things in place
with the AI that has the right way to speak to that person.
And with the new stuff, we can actually use voice bots
that will call that person and carry on a conversation.
(04:05):
So the first thing that we have to think about
is who is your ideal customer?
Who is that person that you like to do business with,
that is interested in what you have
and has the money to pay for it?
Who's that person?
So that person, that avatar, that's your ideal customer,
(04:25):
if you can think about them in your brain
and where do they hang out?
What do they want to do?
What are their needs and focuses?
If I'm selling golf balls, it might be a good idea
to have a customer who's in a golf course.
Because guess what, he's gonna need golf balls.
(04:45):
Now, if I'm selling golf balls,
I probably don't want to spend my time at a hair salon.
With generative AI, we can go out,
use what's called big data.
Every time you buy something
or anytime you do any search online
or anytime you do anything online,
there is somebody who's collecting your information.
(05:05):
And a lot of times they'll resell that.
They'll package it and resell it.
And sometimes it won't be with your name on it.
Sometimes it will.
But they can find out that that IP address on your computer
likes to go out and look for golf balls, for example.
All business is relational.
(05:26):
If we can find a way to find the right customer
and then create a relational communication with them
and then follow up on that communication,
that's just money in the bank.
So the first thing that we do when we're looking at
working with generative AI is we need to instruct the AI
on what it is we want it to do and who we are.
(05:48):
What's your business name, your website, what do you sell?
Who does it help, that thing that you sell?
Who's your customer?
Who does it help?
What does it do for them?
What problem does it solve for them?
Who's the contact person that they should contact
if the customer is interested in them?
If the customer is interested?
And then what's the personality
(06:08):
that you want your AI to have, which is really fun.
Cause you can make the AI friendly, fun.
I use happy and professional a lot of times,
but you could make it sarcastic.
Then once we've got your business profile,
then we come in and we work on integrating that profile
with whatever database management system you may be using,
(06:29):
whether it's HubSpot, Go High Level, Salesforce.
Then we go to the training portion.
And in the training portion, what we do is we say to the AI,
okay, here's a website where I have information
about my business, go there and learn about me.
Or here's a data, a spreadsheet or information
(06:54):
about my company so that you can go
and learn more about who I am.
So what we can do is we can search
to find people in a specific industry in a specific area.
For example, a contractor who lives in a certain city
like Seattle, Washington, okay.
And then we can filter that and say,
(07:15):
I only wanna see businesses that have, let's say,
three to 10 years of experience
or only has a contact method that includes a work email
or is a C-suite C-level management
or I've got a lot of filters that I can use to decide
(07:37):
who do I want to see as a result of the people search.
I can go to a company search.
I can do a domain search where I can say, okay,
I'm looking for somebody with the name of a company
or their website and see the results of that.
We also have a program called an influencer search
where if you have a product or service
(07:58):
that influencers would like to talk about
and you probably know social media,
influencers love to chat.
They love to see products that they can get a referral fee
or an affiliate fee for.
Who would be a good influencer for me?
Somebody who likes to talk about sports and golf
and that kind of stuff and has a big following.
(08:20):
So I might go into my influencer search
and I would sort it based on the number of followers
they have, the age ranges, what reels they have,
what kind of engagements they get,
what their engagement rate is, maybe, you know,
how many people they communicated with in the last days,
(08:40):
certain hashtags, I can create all kinds of different things
on an influencer, find out about that influencer
and then I can take that influencer's information
and I can start a campaign to talk to that influencer
about my golf balls and why they're so special
and why the influencer should tell their people
about my golf balls on their social media site.
(09:03):
And by the way, Mr. Influencer, if you do that,
I'd be happy to give you an affiliate fee
for helping sell my golf balls.
So now all of a sudden, you could go to somebody
who has hundreds of thousands of customers that you need
and talk to one person who has 100,000 people
that might be interested in your product or service.
(09:26):
Now that's maximizing your rate of return.
You didn't spend a fortune in Google ads and Facebook ads
and everything else to do that.
Once you found the lead, you put the leads into a list
and in the list, once they come in,
then we can do what's called a data enrichment.
It'll show you like the LinkedIn site for the customer,
(09:47):
it'll show you additional information on the customer,
for example, what other social media sites they might be on.
In this one instance I just pulled up,
it shows every phone number that might be available
for this one person, I mean phone number,
every email address, there's like, I don't know,
(10:08):
one, two, three, seven, 10,
like 10 or 11 email addresses for this person that we found.
Where they're, what their education, their job history,
their lead, what they do, all different kinds
of just tons of data.
Then what we can do is we go, okay,
we wanna send a direct message to this person.
(10:30):
So we click our little AI button that says direct message
and the system went out, looked at the business profile
and created a DM.
So it's each message is individually created
for each contact, which is mind boggling
(10:53):
when you think about it, okay.
And this all took about 10 seconds to create.
You can come in and edit the prompt,
just click a button and edit the prompt
if you want it to prompt in a different way.
And if you're happy, you can copy it,
send it right out in a direct message manually
if you wanted to, or using our integrations
(11:14):
with your database management system.
Our autopilot search, this is a little bit of an upgrade,
but with our autopilot search, we create all
of these searches, we create a search for you
and then tell the system, okay, I want you to go out
and search for people that have these characteristics
and I want you to repeat it so many times a day,
(11:34):
a week, whatever.
And I want X number of leads.
So we could say, okay, system,
I can only handle 10 leads a week and really follow up on them.
So go out, run the search, do all that, get the 10 leads
and send them to me automatically into my Google doc
(11:55):
or my CRM or wherever you want it to be sent to.
The other thing that we do in our system
that is insanely important is that we verify
every email account of the person that we're relating
with, we're connecting you to.
So when we go to get you an email account,
(12:16):
it's run through what's called zero balance,
which is a place that makes sure
that that email will not bounce.
And we also have an ability to be able to do
a negative search where you can search it and say,
do not give me an email that says info at
or support at or something like that.
Because those tend to be emails you don't want
(12:37):
to send things to because you're not gonna get an answer.
It will be more chance of you being into spam.
One of the things that I offer everybody
in everything that I do, whether you're a customer
of mine or not, is a free consultation
that is no hassle, no pressure, no sweat.
You can call me, you can get on a Zoom call with me
and I will give you freely trials of information
(13:00):
that you would have to go pay somebody else
a bunch of money to get.
Jump on my calendar, go to meetpatricksmith.com.
Pretty simple, E-E-T, Patrick, P-A-T-R-I-C-K,
Smith, S-M-I-T-H,.com.
And if you want to go and check out this AI lead generation
tool that he's talking about,
(13:21):
you can actually go to techwithheartnetwork.com
forward slash lead dash AI,
and you can like watch some videos,
you can better understand how it might work for you.
And this is really, again, one of the best lead generation
AI tools that I've seen so far
because it's a comprehensive suite
and it indeed can integrate
(13:43):
with your existing business infrastructure systems,
basically, namely a CRM,
so that you can have like automations in place
for that outreach.
And then the follow-up for those outreaches
because it's not enough to just reach out one time,
it actually requires you sometimes following up
(14:03):
three to five to seven times.
It just really depends on the person
that you're reaching out to
and what they might have going on.
But I know in the world of marketing,
you definitely have to have many, many touches,
touch points where you're actually trying
to get the person's attention
because entrepreneurs are just busy, right?
So I really recommend you go there and check that out.
(14:25):
And I want to thank Patrick for being our guest today.
If you are a small business owner
and you want to be around innovative,
but yet heart-centered entrepreneurs
who are taking advantage of leveraging AI
and other technologies and automations
so that they can grow rapidly,
make it appear as though you have a humongous team,
(14:47):
but maybe there's only like three or four of you.
That is something that we really strive for here
at the Tech with Heart Network.
We want you to come and consider joining our community.
And people like Patrick are always teaching us
incredibly valuable tools, systems, and strategies.
And so we'd love to have you come check us out,
techwithheartnetwork.com.
(15:08):
We are a nonprofit organization
focused on enlightening and empowering you,
small business owners, to soar in a digital era.
So here's to your success.
And we'll see you next time.
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