Gift-based Outbound: Your 20% Lead List, Part 2

A few days ago, I introduced the topic of a 20% lead list for your Gift-based Outbound ("GBO") campaigns.

Today and tomorrow, I will share some techniques for creating your 20% lead list.

First, what is GBO?

It's the practice of sending interesting gifts to high-value prospects as a first-touch.

GBO helped us 8x revenue in 5 years at Scorpion.

To get started with GBO, you need to create a list of businesses in your target vertical.

You can:

• Create the list yourself (scrape association directories or GMB, pull from event lists)

• Get the list from a trusted partner (ask an adjacent or indirect competitor to share theirs)

• Buy the list from a vertical specialty firm (for example, Technomic for restaurants)

• Buy the list from a list broker service (ZoomInfo, Apollo, LinkedIn)

For your first GBO campaign, you'll only need 500 or so businesses.

Here's a tip: get the list in your hands. If you're using a list broker like Apollo.io or LinkedIn Navigator, download the leads. You'll need them in your hands to take the next step: segment the 20%.

More on segmenting the 20% in tomorrow's email!

Best,

CQ

 Frequently Asked Questions

What is Gift-based Outbound (GBO)?

The practice of sending interesting gifts to high-value prospects as a first-touch outreach. It was a significant driver behind Scorpion's 8x revenue growth in 5 years.

What are the main ways to build a target vertical lead list for GBO?

Creating it yourself by scraping association directories, GMB, or event lists, getting it from a trusted partner like an adjacent competitor, buying it from a vertical specialty firm like Technomic for restaurants, or purchasing from a list broker like ZoomInfo, Apollo, or LinkedIn.

How many businesses are needed to start a first GBO campaign?

Around 500 businesses is enough to get started, a manageable size for a first attempt at gift-based outbound rather than an overwhelming initial list.

Why does it matter to actually have the list downloaded and in hand?

Because the next step, segmenting the list down to the top 20%, requires working directly with the data. Leads still sitting inside a broker's platform aren't as easy to segment and refine.

What comes after building this initial lead list?

Segmenting it down to the top 20%, the most promising subset worth focusing gift-based outreach on, a process covered in more detail in the following day's explanation.