Using Clay for Inbound Sales
In this step-by-step guide, you'll learn how to effectively use Clay for managing your inbound sales, streamlining the process of qualifying leads based on the information you gather from your inbound forms. This guide will detail how to build a system that qualifies leads based on whether they use a work or personal email, and gathers additional information from their LinkedIn profiles.
Step 1: Understand the Use Case
The primary use case is to utilize Clay, along with your website's inbound form, to identify leads and qualify them based on data from their LinkedIn profiles, such as company size and industry. The process will vary based on whether the lead uses a personal or work email.
Step 2: Set Up Your Table
Create a table in Clay where you'll keep track of the leads. Your table should have columns for the lead's first name, last name, and email address.
Step 3: Extract Domain from Email
To determine whether a lead has used a personal or work email, extract the domain from the email addresses. You can use Clay's built-in function to extract the domain from an email address.
Step 4: Identify Personal Emails
Use a checkbox column to identify personal emails. If an email is identified as a personal one, the checkbox will be checked; if it's a work email, the checkbox will remain unchecked. You can create a formula to check the box if the email domain matches any of the commonly used personal email domains.
Step 5: Separate Work Emails and Personal Emails
Create separate views for work and personal emails. Filter the views based on the checkbox you created in the previous step. This separates the leads into two different flows.
Step 6: Work with Work Emails
For leads with work emails, create a workflow to find and enrich the person using guest name and domain. Extract the LinkedIn URL and enrich the company from their latest experience. This gives you information like the company size, type, and industry.
Step 7: Handle Personal Emails
For leads with personal emails, you'll need a slightly different flow. Use People Data Labs and Clearbit integrations to gather information. Input the inbound email address, find the LinkedIn profile, and enrich the person and company details.
Step 8: Avoid Redundancy
To avoid running two integrations every time, only run the Clearbit integration if People Data Labs doesn't find a LinkedIn URL. Use a simple AI formula to check if the LinkedIn URL from People Data Labs is empty, and if so, run the Clearbit integration.
Step 9: Merge Results
Use Clay's Merge column type to merge the results from People Data Labs and Clearbit. First, try to pull the LinkedIn URL from People Data Labs, and if it's not available, then try Clearbit.
Step 10: Final Enrichment
Once you have the LinkedIn URL, enrich the person's profile from LinkedIn, giving you additional information about the lead.
Follow these steps to efficiently use Clay for inbound sales, helping you qualify and categorize your leads effectively.