介绍
# ABM Outbound
将 LinkedIn 潜客名单转化为多渠道外拓：邮件序列、LinkedIn 互动和手写信件。
## 先决条件
| 服务 | 用途 | 注册 | |---------|---------|---------| | **Apify** | LinkedIn 抓取、Skip Trace | [apify.com](https://apify.com) | | **Apollo** | 邮件与电话补全 | [apollo.io](https://apollo.io) | | **Scribeless** | 手写信件 | [platform.scribeless.co](https://platform.scribeless.co) | | **Instantly** *(可选)* | 专属冷邮件 | [instantly.ai](https://instantly.ai) |
```bash 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 ```
## 第 1 步：收集 LinkedIn URL
提供一份 LinkedIn 个人主页 URL 列表，来源包括： - LinkedIn Sales Navigator 导出 - LinkedIn 搜索抓取工具 - CRM 导出 - 手动挖掘
```csv linkedin_url https://linkedin.com/in/johndoe https://linkedin.com/in/janesmith ```
## 第 2 步：抓取 LinkedIn 个人主页
```bash 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：** 名字、姓氏、公司、职位、地点。
## 第 3 步：使用 Apollo 补全（邮件与电话）
```bash 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。
## 第 4 步：获取邮寄地址（Skip Trace）
```bash 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：** 请验证 Skip Trace 中的州与 LinkedIn 地点相匹配。
## 第 5 步：多渠道触达
### 5a：邮件序列
**选项 1：Apollo Sequences（推荐）** ```bash 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** ```bash 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": "[email protected]", "first_name": "John", "last_name": "Doe", "company_name": "Acme Corp", "personalization": "Saw Acme just expanded to UK" }' ```
**选项 3：CSV 上传** ```csv email,first_name,last_name,company,title,phone,personalization [email protected],John,Doe,Acme Corp,VP Marketing,555-1234,Saw Acme just expanded to UK ```
### 5b：LinkedIn 序列 - 第 1 天：查看主页 - 第 2 天：发送带有个性化留言的连接请求 - 第 4 天：如果已连接，发送跟进消息 - 第 7 天：与他们发布的内容互动
### 5c：手写信件
在 [platform.scribeless.co](https://platform.scribeless.co) 创建营销活动，然后添加收件人：
```bash 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!" } } }' ```
完整的 API 细节请参阅 [references/scribeless-api.md](references/scribeless-api.md)。
## 协调时序
| 天数 | 邮件 | LinkedIn | 信件 | |-----|-------|----------|--------| | 1 | — | 查看主页 | 信件已发送 | | 3 | — | 发起连接请求 | — | | 5 | “收到我的便条了吗？” | — | 信件送达 | | 7 | 价值邮件 | 连接后发送消息 | — | | 10 | 案例研究 | — | — | | 14 | 结束语 | 互动内容 | — |
**策略要点：** 信件送达 → 邮件提及信件 → LinkedIn 加深印象。
## 完整工作流
```python # 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
```csv first_name,last_name,email,phone,company,title,address1,city,state,postal,country,linkedin,mailable John,Doe,[email protected],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** — Skip Trace 的州应与 LinkedIn 地点一致 2. **全面个性化** — 公司新闻、职位变动、共同联系人 3. **协调时机** — 信件应在“收到我的便条了吗？”邮件发出前送达 4. **小规模起步** — 扩量前先测试 20-50 位潜客 5. **按渠道追踪** — 明确哪个渠道带来了回复