ABM 外联营销

将 LinkedIn 潜在客户列表转化为多渠道外联：邮件序列、LinkedIn 触达和手写信件。

先决条件

export APIFY_API_KEY="your_key"
export APOLLO_API_KEY="your_key"
export SCRIBELESS_API_KEY="your_key"

流程

┌─────────────┐    ┌─────────────┐    ┌─────────────┐    ┌─────────────┐    ┌─────────────┐
│  1. INPUT   │───▶│  2. SCRAPE  │───▶│  3. ENRICH  │───▶│  4. ADDRESS │───▶│ 5. OUTREACH │
│  LinkedIn   │    │  Profiles   │    │ Email/Phone │    │ Skip Trace  │    │             │
│    URLs     │    │             │    │             │    │             │    │             │
└─────────────┘    └─────────────┘    └─────────────┘    └─────────────┘    └─────────────┘
   Your list          Apify             Apollo            Apify PFI        Email +
                                                                          LinkedIn +
                                                                          Scribeless

步骤 1：收集 LinkedIn URL

提供来自以下来源的 LinkedIn 个人资料 URL 列表：

• LinkedIn Sales Navigator 导出
• LinkedIn搜索数据抓取工具
• CRM系统导出
• 手动潜在客户开发

linkedin_url
https://linkedin.com/in/johndoe
https://linkedin.com/in/janesmith

步骤2：抓取LinkedIn个人资料

curl -X POST "https://api.apify.com/v2/acts/harvestapi~linkedin-profile-scraper/run-sync-get-dataset-items" \
  -H "Authorization: Bearer $APIFY_API_KEY" \
  -H "Content-Type: application/json" \
  -d '{
    "profileUrls": [
      "https://linkedin.com/in/johndoe",
      "https://linkedin.com/in/janesmith"
    ]
  }'

返回：名，姓，公司，职位，所在地。

步骤3：使用Apollo进行数据丰富化（邮箱与电话）

curl -X POST "https://api.apollo.io/api/v1/people/bulk_match" \
  -H "X-Api-Key: $APOLLO_API_KEY" \
  -H "Content-Type: application/json" \
  -d '{
    "reveal_personal_emails": true,
    "reveal_phone_number": true,
    "details": [{
      "first_name": "John",
      "last_name": "Doe",
      "organization_name": "Acme Corp",
      "linkedin_url": "https://linkedin.com/in/johndoe"
    }]
  }'

返回：工作邮箱，电话号码。

步骤4：获取邮寄地址（Skip Trace）

curl -X POST "https://api.apify.com/v2/acts/one-api~skip-trace/run-sync-get-dataset-items" \
  -H "Authorization: Bearer $APIFY_API_KEY" \
  -H "Content-Type: application/json" \
  -d '{"name": ["John Doe"]}'

返回：街道地址，城市，州，邮政编码。

重要提示：验证Skip Trace的州信息与LinkedIn所在地是否匹配。

步骤5：多渠道外联

5a：邮件序列

选项1：Apollo序列（推荐）

curl -X POST "https://api.apollo.io/api/v1/emailer_campaigns/add_contact_ids" \
  -H "X-Api-Key: $APOLLO_API_KEY" \
  -H "Content-Type: application/json" \
  -d '{
    "emailer_campaign_id": "YOUR_SEQUENCE_ID",
    "contact_ids": ["CONTACT_ID_1", "CONTACT_ID_2"],
    "send_email_from_email_account_id": "YOUR_EMAIL_ACCOUNT_ID"
  }'

选项2：Instantly.ai

curl -X POST "https://api.instantly.ai/api/v1/lead/add" \
  -H "Authorization: Bearer $INSTANTLY_API_KEY" \
  -H "Content-Type: application/json" \
  -d '{
    "campaign_id": "YOUR_CAMPAIGN_ID",
    "email": "john@acme.com",
    "first_name": "John",
    "last_name": "Doe",
    "company_name": "Acme Corp",
    "personalization": "Saw Acme just expanded to UK"
  }'

选项3：CSV文件上传

email,first_name,last_name,company,title,phone,personalization
john@acme.com,John,Doe,Acme Corp,VP Marketing,555-1234,Saw Acme just expanded to UK

5b：LinkedIn序列

• 第1天：查看个人资料
• 第2天：发送带有个性化备注的好友请求
• 第4天：若已建立联系，发送跟进消息
• 第7天：互动其发布内容

5c：手写信件（Scribeless平台）

在平台scribeless.co创建活动后，添加收件人：

curl -X POST "https://platform.scribeless.co/api/recipients" \
  -H "X-API-Key: $SCRIBELESS_API_KEY" \
  -H "Content-Type: application/json" \
  -d '{
    "campaignId": "YOUR_CAMPAIGN_ID",
    "data": {
      "firstName": "John",
      "lastName": "Doe",
      "company": "Acme Corp",
      "address": {
        "address1": "123 Main St",
        "city": "San Francisco",
        "state": "CA",
        "postalCode": "94102",
        "country": "US"
      },
      "variables": {
        "custom1": "Saw Acme just expanded to the UK — congrats!"
      }
    }
  }'

详见参考资料/scribeless-api.md获取完整API详情。

协调时间安排

执行方案：信件寄达 → 邮件提及信件 → LinkedIn 强化联系。

完整工作流程

# 1. Start with LinkedIn URLs
linkedin_urls = load_csv("prospects.csv")

# 2. Scrape profiles
profiles = apify_linkedin_scrape(linkedin_urls)

# 3. Enrich with Apollo
for profile in profiles:
    enriched = apollo_bulk_match(profile)
    profile['email'] = enriched['email']
    profile['phone'] = enriched['phone']

# 4. Get mailing addresses
for profile in profiles:
    address = skip_trace(profile['name'])
    if address['state'] == profile['linkedin_state']:
        profile['address'] = address
        profile['mailable'] = True

# 5. Push to channels
push_to_email_tool(profiles)
push_to_scribeless(profiles, campaign_id)
export_for_linkedin(profiles)

输出格式

first_name,last_name,email,phone,company,title,address1,city,state,postal,country,linkedin,mailable
John,Doe,john@acme.com,555-1234,Acme Corp,VP Marketing,123 Main St,San Francisco,CA,94102,US,linkedin.com/in/johndoe,TRUE

最佳实践

1. 验证地址— 地址追踪状态应与 LinkedIn 所在地匹配
2. 个性化所有内容— 公司新闻、职位变动、共同联系人
3. 协调时机— 信件应在“您收到我的留言了吗？”邮件之前寄达
4. 从小规模开始— 在扩大规模前，先对20-50名潜在客户进行测试
5. 按渠道追踪— 了解哪个渠道能带来回复