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Tyler Kemp
Episode 11st December 2021 • Dead America • Ed Watters
00:00:00 00:43:13

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As you might be aware, creating a social media strategy that *actually* works in terms of brand authority and sales is a major problem. 

There are four main reasons most brands are completely failing at digital marketing: 

  1. A lack of consistent brand exposure.
  2. A lack of intimacy and brand authenticity. 
  3. A lack of relevance. and
  4. A lack of proper leverage.  

Hi I’m Tyler Kemp, CEO and Founder of LeadRoll.co, I work with small businesses, influencers, and sales/service professionals just like you to help you cut through the noise and own the attention of your market. 

I’d love to talk about how I’ve helped hundreds of sales professionals scale their marketing.

I’m a systems and process guy and I would love to share what I’ve learned with your audience. Thanks for the consideration!

 

Let’s talk:

Systematizing
Lead Gen
Social Media for Business
Faith in Business
Start-ups
Bootstrapping

T Y L E R K E M P

founder of RollSocial.co and LeadRoll.co

As you might be aware, creating a social media strategy that

*actually* works in terms of brand authority and sales is a major

problem.

There are four main reasons most brands are completely failing at

digital marketing: 1. A lack of consistent brand exposure.2. A lack

of intimacy and brand authenticity. 3. A lack of relevance and 4. A

lack of proper leverage. You NEED to be Frequent, Intimate, and

Relevant on social media, but you must also be Efficient.

Hi I’m Tyler Kemp, founder of RollSocial.co and LeadRoll.co, I work

with small businesses, influencers, and sales/service professionals

just like you to help you cut through the noise and own the

attention of your market.

I’d love to talk about how I've helped hundreds of sales

professionals scale their marketing using the principles found in our

F.I.R.E. Formula. That is Frequency, Intimacy, Relevancy, and

Efficient.

I am a systems and process guy and I would love to share what I’ve

learned with your audience.

T Y L E R K E M P

founder of RollSocial.co and LeadRoll.co

F O R P O D C A S T P L A C E M E N T

Zaq Tull

(303) 514-8401

zaq@kitcaster.com

https://www.linkedin.com/in/tjkemp/

https://www.leadroll.co/


Tyler Kemp


[00:00:00] Tyler Kemp: Data apart from the power that it

gives businesses. And what's interesting about it is, you know,- this is the

world we live in this kind of intelligence. This business intelligence is

intent based contact level intelligence. I believe is going to define the next

decade of advertising

[00:00:26] Ed Watters: to overcome. You must educate,


educate not only yourself,


but educate anyone seeking to learn. We are all Dead America.

We can all learn something to learn.


We must challenge. what we already understand


the way we do that is through conversation. Sometimes we have

conversations with others.


However,


[00:01:00] some of the best

conversations happen with ourselves.


Reach out and challenge yourself. Let's dive in and learn


something right now.


Today we have Tyler Kemp with us. He is the CEO of LeadRoll. He

is also the chairman of the board of Intentflow. Tyler, could you please

introduce yourself and let people know just a little bit about you?


[00:01:32] Tyler Kemp: Yeah, what's going on


everybody I'm super happy to have, nice to be on the show with

you Ed. I run Intentflow along with LeadRoll. Yes. I mean I guess the simplest

way to put it is that I've helped build multiple million multimillion dollar

companies I've got clients and all the way from fortune 500 all the way down to

mid market businesses.

And really what we do is supply in market business [00:02:00] intelligence. So I can tell. Businesses,

the exact contact level identity of people searching for just about anything

online, which is an interesting subject in itself. And also a very powerful

tool for businesses that, that need to know who's on their website by name,

who's looking at my competitors by name.

 And we've done this for

hundreds of companies. We've got clients like Zoom video, Tik TOK is a client.

We've got you know, right this moment, our pixel is firing for companies like

ClickFunnels and resolving identities. And we do it at a purely pay for

performance basis. So when we resolve identities someone pays us literally a

dollar or two and

if we don't resolve identities, they don't pay. And that's

simply how it works. And so yeah, that's my background [00:03:00]

is all sales, sales, demand gen it's in helping companies accelerate their

growth and the net results of what we do over at Intentflow is typically a 75%

reduction in cost per acquisition, and a dramatic decrease in cost per lead.

 Typically somewhere to

the tune of 97% reduction and, and at LeadRoll we are actually practitioners of

data, meaning that we know how to use data. And I didn't start as a, as someone

who's just a super tech nerd about data. That's not me. I started as a, as a

true practitioner of data. Someone who knows, whose spent tens of millions of

dollars on bad data, on bad leads, on performance advertising, and have wasted

a lot of money too.

[00:04:00] But we really fixed

a lot of those problems.


[00:04:04] Ed Watters: Okay,


so I've noticed you've got a few systems to do that with, but.

I also noticed that you are a data king. This is something that a lot of people

don't like to get into mining the aggregate of data. You do it very well. And

I'll tell you, it blows my mind what I've learned, just searching Tyler Kemp.

[00:04:31] Tyler Kemp: Can


[00:04:32] Ed Watters: we get into what got you into

liking data so much?


[00:04:40] Tyler Kemp: Yeah. You know, does anyone really

like data? I don't know. I think, I think those who use data see that it's a

necessary evil, it's hard to use, you know, data. I'm gonna use a very American

analogy here. Okay. Data is like a bullet. You've got amazing data.[00:05:00]

It's like a platinum bullet, but people still need to have the

gun to fire it. And of course, If you've got a marksmen behind the gun, then

even better. And so there's two sides to data. One is getting it,and getting

the right information at the right time in the right formats and then the other

is using it.

Right. And so I didn't, I don't, I don't particularly like data

apart from the power that it gives businesses. And what's interesting about it

is, you know, this is the world we live in this kind of intelligence. This

business intelligence is intent based contact level intelligence. I believe is

going to define the next decade of advertising particularly with what is

happening in terms of privacy laws, in terms of privacy [00:06:00] changes in platforms, how what I consider to be a

consolidation of power.

More than privacy changes myself. And I've been on podcasts

with other hosts who actually disagree with me on that. I was on a podcast with

the Harmon brothers and they, it's actually interesting. They genuinely believe

that Google was just listening to their people and trying to enforce better

privacy for the good of all.

And I just don't have such a benevolent view of these monster

corporations. I don't, I, you know, my personal opinion is that removing

advertisers ability to advertise does not protect people's privacy. When

they've already made their information public, I think the information is out

there. It's already out there.

It's just about, it's only the large corporations. Are, are

they going to be the only ones able to use this information? Or will your

mid-market company, who's generating a couple million, be able to use this

information to grow? [00:07:00] Those are the

ones who are hurting from these changes to Google's third party pixel update

and iOS 14.

But none of that is affected by what we do. And when we empower

these businesses, it actually gives them what they need to get past those

limitations. That's a long-winded way of answering your questions.


[00:07:21] Ed Watters: No, that's good Tyler. So how do

you harvest the data and how do you implement the changes needed once you

analyze the data?


[00:07:33] Tyler Kemp: Well, yeah, obviously it's a, it's

a complicated question, but there's three ways that we acquire data. And by the

way, let me give some, some context to the listener today about, you know,

where does Intentflow sit in terms of the competitive landscape? Right? Cause

you've got companies like Bombora or Clickagy who might say, who they deal with

Intent, Zoominfo, Clickagy sales, Intel bought Bombora.

And what these companies [00:08:00]

do is they at best resolve a company identity by taking a, if someone visits a

blog, that's in their network of blogs, they'll track their IP address. If they

happen to be working at a company that can be found on the map and not working

from home, then they'll give them that company name and someone at Verizon is

looking for IT

consulting like it doesn't really help you in the way that you

need to be helped. And. We, most people know who ZoomInfo is. We actually love

ZoomInfo. They, they fill a very strong need in the marketplace. Kind of

expensive for some people, but those who know how to use it can, can do well.

So I consider us friends, but, but we fill a different need than them.

And actually they boast 150 million contact records. We

actually have closer to 270 million contact records in the United States. We

process a hundred times more data than they do in a day. I actually have [00:09:00] behaviors on 73% of all internet traffic

in the United States. Okay. It's hard to wrap your head around

the immensity of this track. More than 5.5 billion website

identity requests in a month and more than 5 million behaviors a second. And so

where do we get all this information? But it's actually two different places.

There's two sides to this coin. One side of the coin is called a data lake. So

it's, it's, you've got to have a known contact.

Meaning that somewhere, some way I have to accumulate this

large amount of data and the way that we've done it is we have either purchased

the data legally, or we have scraped public information. Or we have partnered

for the data. And a lot of our data is partnered for with fortune 500, fortune

100, these large institutions [00:10:00] across

the board feeding us data.

Okay. In real time and validating the data in real time, as

well as outreach happens too, just at a scale that would blow your mind. And

the other side of this is an identity graph that has been developed over 20

years, that when, when applied to the data lake, the identity graph gives me

the ability to know again, a unique identifier

of somebody who is looking for something online. And when we

pair that identity to the data lake, that is where we deliver a complete,

robust profile to our clients. So when we have both, that is the only way that

a company can do this. And by the way, it is completely cookieless. So it does

not, that is not effected by third party pixels,

it is not affected by privacy law, it is not limited [00:11:00] by the iOS 14 update, none of that. And at

the end of the day, someone right now could go and let's just say you were a

voiceover IP company and you wanted to compete with the likes of RingCentral,

which by the way you know, we're actively in discussion with.

If you want to compete on that click, you've got to pay $17.

According to SEMRush just for a click, let alone your conversion on that to a

lead is, you know, maybe, maybe 10% usually sub 1%. So instead of paying $17

for a click times however many you need to get a lead. Someone pays me $1 to $2

for that same person and you have an exact identity.

That is the difference when you have in market business

intelligence. Does that make sense?


[00:11:50] Ed Watters: Yeah, it does.


So do you do this just on LinkedIn


or do you scrub the whole internet for your data?


[00:12:00] Tyler Kemp: [00:12:00]

Oh,


 it's not on LinkedIn.

Not, not really at all. This is, I mean, LinkedIn, LinkedIn provides a lot of

information, so yes, we have everything on LinkedIn.


I mean, for example, I know every single person in every single

Facebook group and every single LinkedIn group and the posts that they make.

And this is actually, you know, it's interesting that, you know, we call it,

this is the Dead America podcast because, I know that there are, there are challenges

that I personally see.

I mean, if we were talking about sort of existential societal

challenges with the fact that we have decidedly made all of our information

that used to be private, public. And that is a decision that everyone

corporately made as America when they decided to use social media. When they

started to use Google for everything that they do.

And you know, my, literally in my house, I've got Google Wi-Fi

and a Google [00:13:00] phone and, you know, I

have chosen to give that information away. Every time I fill out a form online,

whenever I want to download a book, an ebook or a guide, right. I've given it

away. And so. That is, that is already done. And that's, that is why these

large corporations have information on absolutely everyone and why we have

information on absolutely everyone because they've given it away, which it

actually pains me.

Like I, because part of me is like, well, shoot, that's, that,

it hurts to know sometimes that my data is not, is not actually private

anymore. When I come to the realization of that and say, okay, I accept that

because I have in fact done that I have filled out forms online, giving my

email away for free to these companies who then do whatever they do with it.

Now, the question simply becomes, how can I help people [00:14:00] with this information? How can we use the

data that exists for good in the lives of people? In the lives of advertisers

in the lives of these companies who have two options, you're either going to

get swallowed up by these large monster corporations because they have your

data already and they have all the power to advertise.

Meanwhile, Every little bit of power you have had is being

sucked away from you as a smaller company, or our mission is to democratize

this information and put it in the hands of not just the conglomerate of top 50

companies. So put it in the hands of, of your everyday business and empower

Americans.

And by the way, this is only US-based data. So we don't deal

with GDPR or anything in Europe. I mean, this is purely [00:15:00] U.S. companies reaching U.S. buyers. Okay. But

obviously I'm passionate about this because I want companies to succeed and pay

less to acquire a customer and not to be limited by all of this nonsense, all

the damage that's, that's going on in the marketing industry.

I want them to have what they need and make more sales and

serve and help more people and connect someone who's looking for what they do

to them, instead of them just getting gobbled up by the ones with all the

money. So that's my position on it. And obviously I've touched on a lot of

topics there.

[00:15:43] Ed Watters: I notice


there's a lot of confidence in Tyler.


Now that comes from someplace, that comes from


figuring


all of this out


because


this is very complicated for the average person [00:16:00] to step in and do something like you do.

You tout, yeah, you can do it yourself, but, you know, that, that's


a very big thing to


be able to possess and analyze data like you do. How do you

intend to structure your business to make people have better access


to this data?


[00:16:27] Tyler Kemp: Yeah. I mean the simplest way to

answer that is that we've taken out, we've, we've done all the hard work on

this. This does not exist anywhere else. It does not exist. And if it does,

it's probably one of our partners who is selling what we do and doing whatever

they're, they're, they're charging what they want to charge for it. But I mean,

above what we're charging them, it does not exist.

In fact, I know. I was rubbing shoulders with [00:17:00] a multi-billionaire the other day who

understands this stuff at a very high level, works, I mean, he's, I won't say

who, but one of he runs, one of the fortune 500 companies. And this guy told us

that the entire fortune 500 has actually kicked the can on trying to solve for

this issue, because it is that complicated.

It is that complicated to solve for a cookieless solution. And

you have to have all this data and you have to have the identity graph and no

one does. And it is not an easy solution. So it's not something you can just

throw money at and solve. So what makes this really complicated? And it took us

20 years.

So plus all the data, I mean, that's, that's 20 years just for

the identity graph, getting the data is a whole nother side of this. So, and

doing it in an economical way. And of course, making sure it's accurate and all

of the cleansing of data has to happen. [00:18:00]

So the business who wants to use the data simply comes to Intentflow.

To, and we, and we, we help them use it. So not only do we

supply the data, but we also have a very strong customer focused customer

success team that is almost like growth consultants to say, Hey, look, here's

the people on your website. Here's their names. Here's their contact

information, their emails or phone numbers, the company they're at, the revenue

of that company, the size of the employees of the company, your job title.

I mean, every relevant detail of that person gets delivered

just because they visited a website. You know, we resolved maybe 30 to 50% of

the website visitors. And if they're searching up their competitors online or

looking up relevant keywords online, we'll find those people too by name. And

then we just say, Look, if all you did was call the ones with phone [00:19:00] numbers, you'd make your money.

If all you did was email their email and say, Hey, Like, send

them some, some proof that you are legit and send them a reason, give them a

reason to talk to you, that you solved the problem they were just looking up

online. And the recipient of that email, it feels like, wow, that's very

serendipitous that, that I received an email about that very thing I just

searched the other day.

You can be, you can be, if they ask, how'd, you know? Oh, well

we work with intentflow.com. It is a fine answer. And or what really matters to

that person is, Hey, I just looked up voiceover IP, and now you're reaching out

to me, trying to sell me voice over IP. It's probably like all the stalker ads

I see when I look up, something on the internet, probably something like that

has just happened to me.

And that's fine.


[00:19:51] Ed Watters: Yeah. Yeah. I noticed on one of

your videos I watched. You, you stated, well, I do the [00:20:00]

data in a non-creepy way.


[00:20:02] Tyler Kemp: Yeah, exactly.


[00:20:04] Ed Watters: And you know, a lot of us out here

really


wonder.


Well, how did they find that out? And I understand the cookie

aspect, how you track the cookies, but getting into this cookieless thing

really is a mind-boggling thing.


And


it really


kind of skirts the legality of all these cookies,


huh?


[00:20:32] Tyler Kemp: Well, you know, Legality, when it

comes to B2B is very specific. You know, if you have someone's information,

however, you got it. Even if you just scrape the internet, you can email that

person. It's not illegal to do that. So there's nothing wrong with, with

getting someone's contact information and then using it.

And even B2C is, [00:21:00] you

know, you've got the California CCPA, you've got Shield, you've got these

different state regulations about kind of what you can do to, for consumers.

You've got can spam. That's all about how you use the data, not where you got

the data. Right? And so getting the data is, is where we come into play.

And then it's the person who is using the data. It's beholden

on them to abide by all of the regulation and B2B or B2C. And there's not as

much regulation or red tape as you would actually imagine that there is because

America tends to believe in free commerce. You know, that's the heart of our,

of our capitalistic society, at least as it has existed for the last several

hundred years is, great,

let's do business together, right? I've got something you need

and the more I can be relevant to you and not just [00:22:00]

waste your time with, with spam, I mean, spam and, and comes into play when

people who, who are not relevant mass market they're crap to a bunch of people

who, if they don't need it, right?

And they don't want it, they don't want to talk to you. But if

I could tell you, Hey, this person was just searching for that. It's no

different from a Google ad, except for that Google ad, you're going to pay

Google who already owns everything else. Their, their piece of the pie. You're

going to pay them

their, their $17 for that click to that $5 for that click and

when instead you can find that same person, pay Just $2.


[00:22:43] Ed Watters: Yeah.


You know, I really wanted to touch on that spam issue with you,

because I was noticing during my research, you have a unique way to combat

getting your emails sent to that spam folder and a lot of us [00:23:00] are not even aware of that.


It blew my mind that you could actually decrease your

percentage of hitting that spam bucket by doing some simple things or not so

simple things, but


[00:23:13] Tyler Kemp: It's not so


simple, but yes. Things that you explain that to us a little

bit. Yeah. So, you know, to the company that wants to learn about outbound,

we've got a lead role.co has something called the closure system, and it's kind

of the most simplified version of an, of an effective outbound strategy.

 And I'm going to tell

you that if you go to the lead role we got diagrams of kind of action photos

and different things there that you can reference for free on how to do

outbound. And there's a lot of complexity there because it has done for you

agency. Right. So what you're asking about is how does lead role combat spam

and how can people combat spam?

 Well, the, there's.

There is a way to [00:24:00] do it. I mean,

basically you have to provision what's called a burner domains. If I was, if I

was to give some, you know, just what I'll call, like some machine gunshots

points here that someone can slow this down and take notes if they want to, I

mean, You want to combat spam for email provision, a secondary domain.

So if you've got legal.co go to provision, leadroll.net,,

right? That if you get on a black list, you can trash that domain and provision

a new one don't harm your main domain, right? Just in case, because you are

going to end up in a black list at some point all cold emails are going to die.

It's just about how far can you extend its life before it dies?

So. You need to set up your proper SPF records, your Dmarc,

your Dkim, behind the scenes. There's tutorials on that online. It's not that

it's that complicated. You can go to MX toolbox.com will kind of help you or

DNSimple can help you. And really [00:25:00]

the, the key to deliverability is a proper warm-up cycle and we've, we've

built, I mean, I don't know, multi million dollar behind the scenes

infrastructure on this to do what we do at LeadRoll to make it simple for

ourselves and for our clients.

 But other people can do

it too. There's, there's other ways to warm up an inbox and the easiest way to

do it is to have back and forth conversations. So for every. Pull the email you

send, you know, you want maybe 1 in 10 cold emails to actually be a, an email

that gets a response positively. So you can automate that by having back and

forth fictitious conversations as long as, even we've provisioned

something to the tune of 5,000 emails that have identities

behind them and have back and forth conversations robotically with our emails

so that our cold emails get delivered and we load balance every email. So, you

know, one client might have three to five for [00:26:00]

an emails that, that has a limit of how many emails they'll send per day.

And it's a very growth hacky kind of thing to do even though

I'm not totally for the growth hacky mindset. If I were working with a company

who wanted to get into email, And I was given this data. I don't know if I

would start there. I would probably start a layer back and say, just do

something, because right now there are people on your website and they're,

they're gone.

If they didn't fill out a form, they came, they left, they

bought from the competition. So start by knowing who they are and sending

emails to the ones you can. Don't worry about all the spam stuff until you get

to a certain point where you can have an infrastructure to fight that. Just

provision emails, send emails, make phone calls, or better yet run ads to those

people.

You can take an email [00:27:00]

work with literally the lowest cost Facebook agency. You can find. And they'll

create a custom audience for you out of these emails. And you can just send an

ad to the people that we resolved. You want to get more complicated, fine. Take

these emails have Facebook, create a lookalike audience of the in-market people

and your targeting is going to be better than it ever was before, because

you've never been able to target social ads with intent and with Intentflow,

now you can. Does that make sense?


[00:27:35] Ed Watters: Yeah,


it does. That's quite interesting, you


know, and very complicated.


[00:27:42] Tyler Kemp: It can be as complicated as you

want it to be. It can get so complicated that you would never take action. If

you knew how complicated it could get, you would do nothing.


[00:27:53] Ed Watters: Yes. And


that's the point, you know, a lot of people.


See how complicated and [00:28:00]

they do nothing and that's the end of their venture. So hooking up with people

like you can actually save them a lot of hair pulling and looking for internal

people that might actually end up costing them more in the long run by holding

them in house to generate leads that a closer like.

Somebody that just does


that can handle


what you bring in.


[00:28:34] Tyler Kemp: Right. Exactly. And you know,

there's different kinds of businesses. Like LeadRoll only works for companies

that are high ticket and they've got $15,000 or more lifetime value. And of

course, multiple six figures. I mean, there's no limit on how high it can go.

It just can't get lower than $15,000. But Intentflow can help

all of the small ticket brands as well. [00:29:00]

Like all the companies that, that rely on ads need Intentflow because, or is

relying on SEO to drive traffic or even just those companies that rely on

referrals alone. How many of those referrals you think actually

go to the website, fill out a form? Very small percentage

actually do. So the companies who tell me they rely on just referrals,

basically are telling me they don't have control over their business. That's

the reality. They have no control over their business. So, you know, step one,

start gaining control on the revenue that you're already losing every month.

Like you're already losing most of your website visitors, and

you don't know who they are and you never will. And if you wait until the next

month to do it, they're already gone. You've already lost those people. Now

let's just capture the ones who were there this month. And if you wait another

month, those people are now gone.

And then the next bucket is all the [00:30:00]

people looking for what you do that you don't know who they are. Just figure it

out. I mean, Step one, know who they are, step two, figure out what to do with

them once you know who they are. And so once they're, once they're identified,

you can get complex and have the, you know, we've got the full closure system

over at LeadRoll and, and you know, that's going to be an expensive way to

solve the problem.

And for those companies who have a region that we high ticket,

it's a great solution. And yet, those companies, I'll say maybe in the mid six

figures to a million, right? I mean, Intentflow, isn't going to help the

person, even who is just starting out, because you've got to hustle through to

the point where you've got enough revenue to, to invest to get enough data, to

actually make it work for you.

 And if you buy leads

from anywhere else, think of it, like kind of like [00:31:00]

a, the statue of David you know, where there's a replica in the Louvre and the

real things in Italy. Do you see most lead sellers are trying to basically sell

you the mountain that has the marble in it. And it's your job to build the

mining system that extracts the marble and, and finally get a piece that you

can ship down into a statue.

And your odds of being successful with that is you'll be

successful if you have enough money to throw at it eventually, right? Get your

statue. Or you can work with a company like Intentflow, and you still have to

buy a block of marble, but at least you didn't have to extract it from the

mountain.

And it's still your job to chip at the marble to get to the

statute. The only difference is we get closer to the statute than ever before.

Even though they still don't know you, they don't like you, they don't trust

you, you still got to prove yourself and get to them. And that's a lot of work

and you're going to have a net, you know, there's going to be a net [00:32:00] cost on how many leads you have to get

before you find one that buys from you.

But if there, if you already know one thing about them, which

is that they are in market or that they are at least looking up terms that

would indicate to you that they are a good prospect, say, looking up your competition

or looking up keywords around what you do and we're going to deliver, you know,

somewhere to the tune of a, you know, minimum, really of 5,000

of those to you a month. You don't, you can't use less than that and be really

effective. It's just not enough marble. You know, I can't give you a, a small

block of marble and, and have you expect to get statue of David if I'm holding

this little thing in my hand, and I can't give you a hundred of these leads and

you'll be effective, it's just not how it works.

You got to have enough of them. But when you have that to those

who can afford it at a minimum level, Then all of a sudden we're, we're really

giving [00:33:00] them the fuel they need to

take on the competition in a whole new way.

[00:33:05] Ed Watters: So


what are some of the brands that you work with? I mean, what

types of people do you like


to work with?


[00:33:14] Tyler Kemp: Yeah. Oh, gosh. Well look, I mean,

we've got, we've got hundreds, man. So it's every shape and size, like I said,

gigantic institutions like Zoom video and TikTok that are taking the world by,

the social world by storm. All the way down to you know, your managed service

providing company that literally no one knows who you are, but you're still

doing some

decent revenue to your e-comm company. I mean, who would be

really ideal for this is it's really kind of two sides of this. You either have

a lot of website visitors. Let's just call it, you know, if you're a larger

company, maybe you've got somewhere between 25,000 to [00:34:00]

50,000 visitors a month, your immediate need is to figure out who those people

are by name and then go from there.

Right? You're smaller company that doesn't have a whole lot of

website traffic needs to know the names of people searching the other stuff.

And so that's your smaller, smaller deal for us, but also very valuable. And,

and so what that comes down to is, what are you paying for a lead right now?

How much are you having to pay to get someone's contact information?

 That is actually in market.

And usually that can be anywhere from $40 to thousands of dollars. And instead

we're going to give them that same contact for two. You've still got to have a

budget. You still got to, you know, if you're afraid to invest figures into [00:35:00] growing your business over the course of a

year, you probably can't work with us.

You have to be able to invest, right? At some level into your

marketing infrastructure. And if you're not at that point, then get to that

point. And then you work with us. To the company who's got some revenue we can

get them to the next level, so companies that are, you know, like I said,

really in that anywhere from there, you know, maybe 500,000 a year to billions.

So I mean, we can help them at that point up. Right? I mean,

it's, we've got clients that are more than 50 billion. I mean, some 7 billion,

some you know, 500 millions, a hundred million, some clients that are literally

doing 300,000.

It really runs the gambit and it depends on someone's mindset

and how badly they want to grow.


[00:35:56] Ed Watters: And also you do this


as a ghost basically. [00:36:00]

The people don't even realize you're there. You're speaking


for the client.


[00:36:08] Tyler Kemp: Yeah, that's right. And, and you

know what the data, which is really what I think everyone needs is Intentflow.


That's what people need. And if there's a select company who

doesn't know how to use it properly. It doesn't have their sales team done

properly. That's high ticket. That'd be a good fit for LeadRoll. But everyone

needs, everyone needs to know who's in market, not a single company doesn't,

you know, I don't care if you're selling shoes.

I got a client who sells vacuum parts and using our data makes

9 million a year selling vacuum parts because we tell him who is looking for

parts of vacuums. And then he just retargets the heck out of that data and runs

ads to them and guides them to the website. That's it. Never talks to a soul.

[00:36:56] Ed Watters: Now,


when you do this and you work directly with the [00:37:00] company, do you measure these analytics

through their console


of their website?


[00:37:06] Tyler Kemp: Well actually what we do is they,

it's, it couldn't be simpler. They put the Intentflow pixel on their website

and when someone goes to the website, we resolve their identity and they only

pay for performance. So it's really as simple as that. Someone in the keywords

that they have approved, so, we will take a set of keywords and then we'll

expand them.

And then they approve the variations of the keyword. And if

someone visits the keyword, they agree to a certain growth threshold. They'll

say, Hey, you know, I will, we have a minimum growth threshold and then there's

whatever that person actually wants in terms of prospects, quantity. And you

know, we will, they pay only when we deliver and if we don't do what we say

we'll do, they, they don't, they actually don't pay anything at all.

We don't deal with their website. I mean, it's just a, just a

little pixel that goes on there. And then we deliver their leads in a way that

can be integrated to their CRM very [00:38:00]

simply.

[00:38:02] Ed Watters: There


is a thing there that are you ready to invest in


your growth? Because it's not free.


Yeah, I like that a lot. How can people get ahold of you and

get involved with what you're


doing?


[00:38:18] Tyler Kemp: Yeah, the simplest way. I mean,

look you can, if you go to intentflow.com/thesis, there's a short.

Instructional video. They're talking about what we do. Some of our results are

showcased on that page. How we've lowered customer acquisition costs like

crazy, how we increased sales conversion rate by an average 300%.

It's just a bunch of stats, including our data lake and

everything else. So you can find that at intentflow.com or

intentflow.com/thesis, you can always find me on Linkedin Tyler Kemp. You'll

see a little flame symbol. I helped with growth. I'm always, I'm [00:39:00] involved in the sales process myself.

Sometimes you'll, you'll even get me I'm in the round Robin.

So big or small. I believe in, like I said, democratizing this

kind of power to companies of every shape and size. So companies actually book

a call sometimes you'll, you'll, you'll get me. And a lot of times you'll get

my sales team and we have a very consultative discussion. We have one question

to answer on those calls, which is, can we help someone?

If, if we believe the answer is no, we won't sell them

anything. If we really believe the answer is yes, like we can help them. And we

can show that with data and proof, and math.Then we'll, we'll give them a

proposal to work together. So yeah, that's, that's where you can find us

intentflow.com or find me on LinkedIn and say, Hello.

[00:39:47] Ed Watters: Well, I'll tell


you you're a powerful person with a lot of energy and a lot of

knowledge. I see you going to a big place. Tyler. I thank you for


being with us today.


[00:39:59] Tyler Kemp: [00:40:00]

Yeah, it's my pleasure. Appreciate the time, Ed. Thank you guys for listening

and I hope it's been valuable. You heard it here first.


[00:40:13] Ed Watters: Thank you for joining us today.


If you found this podcast


enlightening, entertaining, educational in any way, please

share, like, subscribe, and join us right back here next week for another great

episode of Dead America podcast.


I'm Ed Watters, your host. Enjoy your afternoon wherever you


may be.

Transcripts

Speaker:

Tyler Kemp

[:

Data apart from the power that it gives businesses. And what's interesting about it is, you know,- this is the world we live in this kind of intelligence. This business intelligence is intent based contact level intelligence. I believe is going to define the next decade of advertising

[:

to overcome. You must educate,

[:

educate not only yourself,

[:

but educate anyone seeking to learn. We are all Dead America. We can all learn something to learn.

[:

We must challenge. what we already understand

[:

the way we do that is through conversation. Sometimes we have conversations with others.

[:

However,

[:

[00:01:00] some of the best conversations happen with ourselves.

[:

Reach out and challenge yourself. Let's dive in and learn

[:

something right now.

[:

Today we have Tyler Kemp with us. He is the CEO of LeadRoll. He is also the chairman of the board of Intentflow. Tyler, could you please introduce yourself and let people know just a little bit about you?

[:

Yeah, what's going on

[:

everybody I'm super happy to have, nice to be on the show with you Ed. I run Intentflow along with LeadRoll. Yes. I mean I guess the simplest way to put it is that I've helped build multiple million multimillion dollar companies I've got clients and all the way from fortune 500 all the way down to mid market businesses.

[:

And really what we do is supply in market business [00:02:00] intelligence. So I can tell. Businesses, the exact contact level identity of people searching for just about anything online, which is an interesting subject in itself. And also a very powerful tool for businesses that, that need to know who's on their website by name, who's looking at my competitors by name.

[:

And we've done this for hundreds of companies. We've got clients like Zoom video, Tik TOK is a client. We've got you know, right this moment, our pixel is firing for companies like ClickFunnels and resolving identities. And we do it at a purely pay for performance basis. So when we resolve identities someone pays us literally a dollar or two and

[:

if we don't resolve identities, they don't pay. And that's simply how it works. And so yeah, that's my background [00:03:00] is all sales, sales, demand gen it's in helping companies accelerate their growth and the net results of what we do over at Intentflow is typically a 75% reduction in cost per acquisition, and a dramatic decrease in cost per lead.

[:

Typically somewhere to the tune of 97% reduction and, and at LeadRoll we are actually practitioners of data, meaning that we know how to use data. And I didn't start as a, as someone who's just a super tech nerd about data. That's not me. I started as a, as a true practitioner of data. Someone who knows, whose spent tens of millions of dollars on bad data, on bad leads, on performance advertising, and have wasted a lot of money too.

[:

[00:04:00] But we really fixed a lot of those problems.

[:

Okay,

[:

so I've noticed you've got a few systems to do that with, but. I also noticed that you are a data king. This is something that a lot of people don't like to get into mining the aggregate of data. You do it very well. And I'll tell you, it blows my mind what I've learned, just searching Tyler Kemp.

[:

Can

[:

we get into what got you into liking data so much?

[:

Yeah. You know, does anyone really like data? I don't know. I think, I think those who use data see that it's a necessary evil, it's hard to use, you know, data. I'm gonna use a very American analogy here. Okay. Data is like a bullet. You've got amazing data.[00:05:00]

[:

It's like a platinum bullet, but people still need to have the gun to fire it. And of course, If you've got a marksmen behind the gun, then even better. And so there's two sides to data. One is getting it,and getting the right information at the right time in the right formats and then the other is using it.

[:

Right. And so I didn't, I don't, I don't particularly like data apart from the power that it gives businesses. And what's interesting about it is, you know, this is the world we live in this kind of intelligence. This business intelligence is intent based contact level intelligence. I believe is going to define the next decade of advertising particularly with what is happening in terms of privacy laws, in terms of privacy [00:06:00] changes in platforms, how what I consider to be a consolidation of power.

[:

More than privacy changes myself. And I've been on podcasts with other hosts who actually disagree with me on that. I was on a podcast with the Harmon brothers and they, it's actually interesting. They genuinely believe that Google was just listening to their people and trying to enforce better privacy for the good of all.

[:

And I just don't have such a benevolent view of these monster corporations. I don't, I, you know, my personal opinion is that removing advertisers ability to advertise does not protect people's privacy. When they've already made their information public, I think the information is out there. It's already out there.

[:

It's just about, it's only the large corporations. Are, are they going to be the only ones able to use this information? Or will your mid-market company, who's generating a couple million, be able to use this information to grow? [00:07:00] Those are the ones who are hurting from these changes to Google's third party pixel update and iOS 14.

[:

But none of that is affected by what we do. And when we empower these businesses, it actually gives them what they need to get past those limitations. That's a long-winded way of answering your questions.

[:

No, that's good Tyler. So how do you harvest the data and how do you implement the changes needed once you analyze the data?

[:

Well, yeah, obviously it's a, it's a complicated question, but there's three ways that we acquire data. And by the way, let me give some, some context to the listener today about, you know, where does Intentflow sit in terms of the competitive landscape? Right? Cause you've got companies like Bombora or Clickagy who might say, who they deal with Intent, Zoominfo, Clickagy sales, Intel bought Bombora.

[:

And what these companies [00:08:00] do is they at best resolve a company identity by taking a, if someone visits a blog, that's in their network of blogs, they'll track their IP address. If they happen to be working at a company that can be found on the map and not working from home, then they'll give them that company name and someone at Verizon is looking for IT

[:

consulting like it doesn't really help you in the way that you need to be helped. And. We, most people know who ZoomInfo is. We actually love ZoomInfo. They, they fill a very strong need in the marketplace. Kind of expensive for some people, but those who know how to use it can, can do well. So I consider us friends, but, but we fill a different need than them.

[:

And actually they boast 150 million contact records. We actually have closer to 270 million contact records in the United States. We process a hundred times more data than they do in a day. I actually have [00:09:00] behaviors on 73% of all internet traffic in the United States. Okay. It's hard to wrap your head around

[:

the immensity of this track. More than 5.5 billion website identity requests in a month and more than 5 million behaviors a second. And so where do we get all this information? But it's actually two different places. There's two sides to this coin. One side of the coin is called a data lake. So it's, it's, you've got to have a known contact.

[:

Meaning that somewhere, some way I have to accumulate this large amount of data and the way that we've done it is we have either purchased the data legally, or we have scraped public information. Or we have partnered for the data. And a lot of our data is partnered for with fortune 500, fortune 100, these large institutions [00:10:00] across the board feeding us data.

[:

Okay. In real time and validating the data in real time, as well as outreach happens too, just at a scale that would blow your mind. And the other side of this is an identity graph that has been developed over 20 years, that when, when applied to the data lake, the identity graph gives me the ability to know again, a unique identifier

[:

of somebody who is looking for something online. And when we pair that identity to the data lake, that is where we deliver a complete, robust profile to our clients. So when we have both, that is the only way that a company can do this. And by the way, it is completely cookieless. So it does not, that is not effected by third party pixels,

[:

it is not affected by privacy law, it is not limited [00:11:00] by the iOS 14 update, none of that. And at the end of the day, someone right now could go and let's just say you were a voiceover IP company and you wanted to compete with the likes of RingCentral, which by the way you know, we're actively in discussion with.

[:

If you want to compete on that click, you've got to pay $17. According to SEMRush just for a click, let alone your conversion on that to a lead is, you know, maybe, maybe 10% usually sub 1%. So instead of paying $17 for a click times however many you need to get a lead. Someone pays me $1 to $2 for that same person and you have an exact identity.

[:

That is the difference when you have in market business intelligence. Does that make sense?

[:

Yeah, it does.

[:

So do you do this just on LinkedIn

[:

or do you scrub the whole internet for your data?

[:

[00:12:00] Oh,

[:

it's not on LinkedIn. Not, not really at all. This is, I mean, LinkedIn, LinkedIn provides a lot of information, so yes, we have everything on LinkedIn.

[:

I mean, for example, I know every single person in every single Facebook group and every single LinkedIn group and the posts that they make. And this is actually, you know, it's interesting that, you know, we call it, this is the Dead America podcast because, I know that there are, there are challenges that I personally see.

[:

I mean, if we were talking about sort of existential societal challenges with the fact that we have decidedly made all of our information that used to be private, public. And that is a decision that everyone corporately made as America when they decided to use social media. When they started to use Google for everything that they do.

[:

And you know, my, literally in my house, I've got Google Wi-Fi and a Google [00:13:00] phone and, you know, I have chosen to give that information away. Every time I fill out a form online, whenever I want to download a book, an ebook or a guide, right. I've given it away. And so. That is, that is already done. And that's, that is why these large corporations have information on absolutely everyone and why we have information on absolutely everyone because they've given it away, which it actually pains me.

[:

Like I, because part of me is like, well, shoot, that's, that, it hurts to know sometimes that my data is not, is not actually private anymore. When I come to the realization of that and say, okay, I accept that because I have in fact done that I have filled out forms online, giving my email away for free to these companies who then do whatever they do with it.

[:

Now, the question simply becomes, how can I help people [00:14:00] with this information? How can we use the data that exists for good in the lives of people? In the lives of advertisers in the lives of these companies who have two options, you're either going to get swallowed up by these large monster corporations because they have your data already and they have all the power to advertise.

[:

Meanwhile, Every little bit of power you have had is being sucked away from you as a smaller company, or our mission is to democratize this information and put it in the hands of not just the conglomerate of top 50 companies. So put it in the hands of, of your everyday business and empower Americans.

[:

And by the way, this is only US-based data. So we don't deal with GDPR or anything in Europe. I mean, this is purely [00:15:00] U.S. companies reaching U.S. buyers. Okay. But obviously I'm passionate about this because I want companies to succeed and pay less to acquire a customer and not to be limited by all of this nonsense, all the damage that's, that's going on in the marketing industry.

[:

I want them to have what they need and make more sales and serve and help more people and connect someone who's looking for what they do to them, instead of them just getting gobbled up by the ones with all the money. So that's my position on it. And obviously I've touched on a lot of topics there.

[:

I notice

[:

there's a lot of confidence in Tyler.

[:

Now that comes from someplace, that comes from

[:

figuring

[:

all of this out

[:

because

[:

this is very complicated for the average person [00:16:00] to step in and do something like you do. You tout, yeah, you can do it yourself, but, you know, that, that's

[:

a very big thing to

[:

be able to possess and analyze data like you do. How do you intend to structure your business to make people have better access

[:

to this data?

[:

Yeah. I mean the simplest way to answer that is that we've taken out, we've, we've done all the hard work on this. This does not exist anywhere else. It does not exist. And if it does, it's probably one of our partners who is selling what we do and doing whatever they're, they're, they're charging what they want to charge for it. But I mean, above what we're charging them, it does not exist.

[:

In fact, I know. I was rubbing shoulders with [00:17:00] a multi-billionaire the other day who understands this stuff at a very high level, works, I mean, he's, I won't say who, but one of he runs, one of the fortune 500 companies. And this guy told us that the entire fortune 500 has actually kicked the can on trying to solve for this issue, because it is that complicated.

[:

It is that complicated to solve for a cookieless solution. And you have to have all this data and you have to have the identity graph and no one does. And it is not an easy solution. So it's not something you can just throw money at and solve. So what makes this really complicated? And it took us 20 years.

[:

So plus all the data, I mean, that's, that's 20 years just for the identity graph, getting the data is a whole nother side of this. So, and doing it in an economical way. And of course, making sure it's accurate and all of the cleansing of data has to happen. [00:18:00] So the business who wants to use the data simply comes to Intentflow.

[:

To, and we, and we, we help them use it. So not only do we supply the data, but we also have a very strong customer focused customer success team that is almost like growth consultants to say, Hey, look, here's the people on your website. Here's their names. Here's their contact information, their emails or phone numbers, the company they're at, the revenue of that company, the size of the employees of the company, your job title.

[:

I mean, every relevant detail of that person gets delivered just because they visited a website. You know, we resolved maybe 30 to 50% of the website visitors. And if they're searching up their competitors online or looking up relevant keywords online, we'll find those people too by name. And then we just say, Look, if all you did was call the ones with phone [00:19:00] numbers, you'd make your money.

[:

If all you did was email their email and say, Hey, Like, send them some, some proof that you are legit and send them a reason, give them a reason to talk to you, that you solved the problem they were just looking up online. And the recipient of that email, it feels like, wow, that's very serendipitous that, that I received an email about that very thing I just searched the other day.

[:

You can be, you can be, if they ask, how'd, you know? Oh, well we work with intentflow.com. It is a fine answer. And or what really matters to that person is, Hey, I just looked up voiceover IP, and now you're reaching out to me, trying to sell me voice over IP. It's probably like all the stalker ads I see when I look up, something on the internet, probably something like that has just happened to me.

[:

And that's fine.

[:

Yeah. Yeah. I noticed on one of your videos I watched. You, you stated, well, I do the [00:20:00] data in a non-creepy way.

[:

Yeah, exactly.

[:

And you know, a lot of us out here really

[:

wonder.

[:

Well, how did they find that out? And I understand the cookie aspect, how you track the cookies, but getting into this cookieless thing really is a mind-boggling thing.

[:

And

[:

it really

[:

kind of skirts the legality of all these cookies,

[:

huh?

[:

Well, you know, Legality, when it comes to B2B is very specific. You know, if you have someone's information, however, you got it. Even if you just scrape the internet, you can email that person. It's not illegal to do that. So there's nothing wrong with, with getting someone's contact information and then using it.

[:

And even B2C is, [00:21:00] you know, you've got the California CCPA, you've got Shield, you've got these different state regulations about kind of what you can do to, for consumers. You've got can spam. That's all about how you use the data, not where you got the data. Right? And so getting the data is, is where we come into play.

[:

And then it's the person who is using the data. It's beholden on them to abide by all of the regulation and B2B or B2C. And there's not as much regulation or red tape as you would actually imagine that there is because America tends to believe in free commerce. You know, that's the heart of our, of our capitalistic society, at least as it has existed for the last several hundred years is, great,

[:

let's do business together, right? I've got something you need and the more I can be relevant to you and not just [00:22:00] waste your time with, with spam, I mean, spam and, and comes into play when people who, who are not relevant mass market they're crap to a bunch of people who, if they don't need it, right?

[:

And they don't want it, they don't want to talk to you. But if I could tell you, Hey, this person was just searching for that. It's no different from a Google ad, except for that Google ad, you're going to pay Google who already owns everything else. Their, their piece of the pie. You're going to pay them

[:

their, their $17 for that click to that $5 for that click and when instead you can find that same person, pay Just $2.

[:

Yeah.

[:

You know, I really wanted to touch on that spam issue with you, because I was noticing during my research, you have a unique way to combat getting your emails sent to that spam folder and a lot of us [00:23:00] are not even aware of that.

[:

It blew my mind that you could actually decrease your percentage of hitting that spam bucket by doing some simple things or not so simple things, but

[:

It's not so

[:

simple, but yes. Things that you explain that to us a little bit. Yeah. So, you know, to the company that wants to learn about outbound, we've got a lead role.co has something called the closure system, and it's kind of the most simplified version of an, of an effective outbound strategy.

[:

And I'm going to tell you that if you go to the lead role we got diagrams of kind of action photos and different things there that you can reference for free on how to do outbound. And there's a lot of complexity there because it has done for you agency. Right. So what you're asking about is how does lead role combat spam and how can people combat spam?

[:

Well, the, there's. There is a way to [00:24:00] do it. I mean, basically you have to provision what's called a burner domains. If I was, if I was to give some, you know, just what I'll call, like some machine gunshots points here that someone can slow this down and take notes if they want to, I mean, You want to combat spam for email provision, a secondary domain.

[:

So if you've got legal.co go to provision, leadroll.net,, right? That if you get on a black list, you can trash that domain and provision a new one don't harm your main domain, right? Just in case, because you are going to end up in a black list at some point all cold emails are going to die. It's just about how far can you extend its life before it dies?

[:

So. You need to set up your proper SPF records, your Dmarc, your Dkim, behind the scenes. There's tutorials on that online. It's not that it's that complicated. You can go to MX toolbox.com will kind of help you or DNSimple can help you. And really [00:25:00] the, the key to deliverability is a proper warm-up cycle and we've, we've built, I mean, I don't know, multi million dollar behind the scenes infrastructure on this to do what we do at LeadRoll to make it simple for ourselves and for our clients.

[:

But other people can do it too. There's, there's other ways to warm up an inbox and the easiest way to do it is to have back and forth conversations. So for every. Pull the email you send, you know, you want maybe 1 in 10 cold emails to actually be a, an email that gets a response positively. So you can automate that by having back and forth fictitious conversations as long as, even we've provisioned

[:

something to the tune of 5,000 emails that have identities behind them and have back and forth conversations robotically with our emails so that our cold emails get delivered and we load balance every email. So, you know, one client might have three to five for [00:26:00] an emails that, that has a limit of how many emails they'll send per day.

[:

And it's a very growth hacky kind of thing to do even though I'm not totally for the growth hacky mindset. If I were working with a company who wanted to get into email, And I was given this data. I don't know if I would start there. I would probably start a layer back and say, just do something, because right now there are people on your website and they're, they're gone.

[:

If they didn't fill out a form, they came, they left, they bought from the competition. So start by knowing who they are and sending emails to the ones you can. Don't worry about all the spam stuff until you get to a certain point where you can have an infrastructure to fight that. Just provision emails, send emails, make phone calls, or better yet run ads to those people.

[:

You can take an email [00:27:00] work with literally the lowest cost Facebook agency. You can find. And they'll create a custom audience for you out of these emails. And you can just send an ad to the people that we resolved. You want to get more complicated, fine. Take these emails have Facebook, create a lookalike audience of the in-market people and your targeting is going to be better than it ever was before, because you've never been able to target social ads with intent and with Intentflow,

[:

now you can. Does that make sense?

[:

Yeah,

[:

it does. That's quite interesting, you

[:

know, and very complicated.

[:

It can be as complicated as you want it to be. It can get so complicated that you would never take action. If you knew how complicated it could get, you would do nothing.

[:

Yes. And

[:

that's the point, you know, a lot of people.

[:

See how complicated and [00:28:00] they do nothing and that's the end of their venture. So hooking up with people like you can actually save them a lot of hair pulling and looking for internal people that might actually end up costing them more in the long run by holding them in house to generate leads that a closer like.

[:

Somebody that just does

[:

that can handle

[:

what you bring in.

[:

Right. Exactly. And you know, there's different kinds of businesses. Like LeadRoll only works for companies that are high ticket and they've got $15,000 or more lifetime value. And of course, multiple six figures. I mean, there's no limit on how high it can go.

[:

It just can't get lower than $15,000. But Intentflow can help all of the small ticket brands as well. [00:29:00] Like all the companies that, that rely on ads need Intentflow because, or is relying on SEO to drive traffic or even just those companies that rely on referrals alone. How many of those referrals you think actually

[:

go to the website, fill out a form? Very small percentage actually do. So the companies who tell me they rely on just referrals, basically are telling me they don't have control over their business. That's the reality. They have no control over their business. So, you know, step one, start gaining control on the revenue that you're already losing every month.

[:

Like you're already losing most of your website visitors, and you don't know who they are and you never will. And if you wait until the next month to do it, they're already gone. You've already lost those people. Now let's just capture the ones who were there this month. And if you wait another month, those people are now gone.

[:

And then the next bucket is all the [00:30:00] people looking for what you do that you don't know who they are. Just figure it out. I mean, Step one, know who they are, step two, figure out what to do with them once you know who they are. And so once they're, once they're identified, you can get complex and have the, you know, we've got the full closure system over at LeadRoll and, and you know, that's going to be an expensive way to solve the problem.

[:

And for those companies who have a region that we high ticket, it's a great solution. And yet, those companies, I'll say maybe in the mid six figures to a million, right? I mean, Intentflow, isn't going to help the person, even who is just starting out, because you've got to hustle through to the point where you've got enough revenue to, to invest to get enough data, to actually make it work for you.

[:

And if you buy leads from anywhere else, think of it, like kind of like [00:31:00] a, the statue of David you know, where there's a replica in the Louvre and the real things in Italy. Do you see most lead sellers are trying to basically sell you the mountain that has the marble in it. And it's your job to build the mining system that extracts the marble and, and finally get a piece that you can ship down into a statue.

[:

And your odds of being successful with that is you'll be successful if you have enough money to throw at it eventually, right? Get your statue. Or you can work with a company like Intentflow, and you still have to buy a block of marble, but at least you didn't have to extract it from the mountain.

[:

And it's still your job to chip at the marble to get to the statute. The only difference is we get closer to the statute than ever before. Even though they still don't know you, they don't like you, they don't trust you, you still got to prove yourself and get to them. And that's a lot of work and you're going to have a net, you know, there's going to be a net [00:32:00] cost on how many leads you have to get before you find one that buys from you.

[:

But if there, if you already know one thing about them, which is that they are in market or that they are at least looking up terms that would indicate to you that they are a good prospect, say, looking up your competition or looking up keywords around what you do and we're going to deliver, you know,

[:

somewhere to the tune of a, you know, minimum, really of 5,000 of those to you a month. You don't, you can't use less than that and be really effective. It's just not enough marble. You know, I can't give you a, a small block of marble and, and have you expect to get statue of David if I'm holding this little thing in my hand, and I can't give you a hundred of these leads and you'll be effective, it's just not how it works.

[:

You got to have enough of them. But when you have that to those who can afford it at a minimum level, Then all of a sudden we're, we're really giving [00:33:00] them the fuel they need to take on the competition in a whole new way.

[:

So

[:

what are some of the brands that you work with? I mean, what types of people do you like

[:

to work with?

[:

Yeah. Oh, gosh. Well look, I mean, we've got, we've got hundreds, man. So it's every shape and size, like I said, gigantic institutions like Zoomvideo and TikTok that are taking the world by, the social world by storm. All the way down to you know, your managed service providing company that literally no one knows who you are, but you're still doing some

[:

decent revenue to your e-comm company. I mean, who would be really ideal for this is it's really kind of two sides of this. You either have a lot of website visitors. Let's just call it, you know, if you're a larger company, maybe you've got somewhere between 25,000 to [00:34:00] 50,000 visitors a month, your immediate need is to figure out who those people are by name and then go from there.

[:

Right? You're smaller company that doesn't have a whole lot of website traffic needs to know the names of people searching the other stuff. And so that's your smaller, smaller deal for us, but also very valuable. And, and so what that comes down to is, what are you paying for a lead right now? How much are you having to pay to get someone's contact information?

[:

That is actually in market. And usually that can be anywhere from $40 to thousands of dollars. And instead we're going to give them that same contact for two. You've still got to have a budget. You still got to, you know, if you're afraid to invest figures into [00:35:00] growing your business over the course of a year, you probably can't work with us.

[:

You have to be able to invest, right? At some level into your marketing infrastructure. And if you're not at that point, then get to that point. And then you work with us. To the company who's got some revenue we can get them to the next level, so companies that are, you know, like I said, really in that anywhere from there, you know, maybe 500,000 a year to billions.

[:

So I mean, we can help them at that point up. Right? I mean, it's, we've got clients that are more than 50 billion. I mean, some 7 billion, some you know, 500 millions, a hundred million, some clients that are literally doing 300,000.

[:

It really runs the gambit and it depends on someone's mindset and how badly they want to grow.

[:

And also you do this

[:

as a ghost basically. [00:36:00] The people don't even realize you're there. You're speaking

[:

for the client.

[:

Yeah, that's right. And, and you know what the data, which is really what I think everyone needs is Intentflow.

[:

That's what people need. And if there's a select company who doesn't know how to use it properly. It doesn't have their sales team done properly. That's high ticket. That'd be a good fit for LeadRoll. But everyone needs, everyone needs to know who's in market, not a single company doesn't, you know, I don't care if you're selling shoes.

[:

I got a client who sells vacuum parts and using our data makes 9 million a year selling vacuum parts because we tell him who is looking for parts of vacuums. And then he just retargets the heck out of that data and runs ads to them and guides them to the website. That's it. Never talks to a soul.

[:

Now,

[:

when you do this and you work directly with the [00:37:00] company, do you measure these analytics through their console

[:

of their website?

[:

Well actually what we do is they, it's, it couldn't be simpler. They put the Intentflow pixel on their website and when someone goes to the website, we resolve their identity and they only pay for performance. So it's really as simple as that. Someone in the keywords that they have approved, so, we will take a set of keywords and then we'll expand them.

[:

And then they approve the variations of the keyword. And if someone visits the keyword, they agree to a certain growth threshold. They'll say, Hey, you know, I will, we have a minimum growth threshold and then there's whatever that person actually wants in terms of prospects, quantity. And you know, we will, they pay only when we deliver and if we don't do what we say we'll do, they, they don't, they actually don't pay anything at all.

[:

We don't deal with their website. I mean, it's just a, just a little pixel that goes on there. And then we deliver their leads in a way that can be integrated to their CRM very [00:38:00] simply.

[:

There

[:

is a thing there that are you ready to invest in

[:

your growth? Because it's not free.

[:

Yeah, I like that a lot. How can people get ahold of you and get involved with what you're

[:

doing?

[:

Yeah, the simplest way. I mean, look you can, if you go to intentflow.com/thesis, there's a short. Instructional video. They're talking about what we do. Some of our results are showcased on that page. How we've lowered customer acquisition costs like crazy, how we increased sales conversion rate by an average 300%.

[:

It's just a bunch of stats, including our data lake and everything else. So you can find that at intentflow.com or intentflow.com/thesis, you can always find me on Linkedin Tyler Kemp. You'll see a little flame symbol. I helped with growth. I'm always, I'm [00:39:00] involved in the sales process myself. Sometimes you'll, you'll even get me I'm in the round Robin.

[:

So big or small. I believe in, like I said, democratizing this kind of power to companies of every shape and size. So companies actually book a call sometimes you'll, you'll, you'll get me. And a lot of times you'll get my sales team and we have a very consultative discussion. We have one question to answer on those calls, which is, can we help someone?

[:

If, if we believe the answer is no, we won't sell them anything. If we really believe the answer is yes, like we can help them. And we can show that with data and proof, and math.Then we'll, we'll give them a proposal to work together. So yeah, that's, that's where you can find us intentflow.com or find me on LinkedIn and say, Hello.

[:

Well, I'll tell

[:

you you're a powerful person with a lot of energy and a lot of knowledge. I see you going to a big place. Tyler. I thank you for

[:

being with us today.

[:

[00:40:00] Yeah, it's my pleasure. Appreciate the time, Ed. Thank you guys for listening and I hope it's been valuable. You heard it here first.

[:

Thank you for joining us today.

[:

If you found this podcast

[:

enlightening, entertaining, educational in any way, please share, like, subscribe, and join us right back here next week for another great episode of Dead America podcast.

[:

I'm Ed Watters, your host. Enjoy your afternoon wherever you

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