# Inside the #1 B2B Outbound Agency in Spain+LATAM | How to Win with Cold Email (ft. Gabriel Martinez)

Channel: Smartlead
Video: https://www.youtube.com/watch?v=iDImN9P1-4c
Duration: 1 hr 3 min
Language: English
Words: 9436
Transcript page: https://viewrankai.com/tools/youtube-transcript/iDImN9P1-4c

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[0:02] Okay, there we go. One more beautiful day. One more office session for the people so far. Wow. Welcome. Good morning, good afternoon, good evening beautiful people. My name is Akash and I am your customer success manager here at Smartly. Before we kick start, yes, we have Gabriel Martinez here. And before I get into that, drop on the comments. You know the drill. Tell us where you're from, the temperature from where you're at, and also let us know if you're an

[0:40] agency or a freelancer or a SAS company. Mhm. We'd love to know. Drop it on the comments. Let's see. Hi. Hi, Rim. Hi, Ronaldo. Hi, Alex. Araldo, we were just talking about Madrid and Gabriel is also a Madrid fan. Yeah. Legion agency GTM India Rajasthan 43. Hola. Hola. Hola. Today is the only day that we can say hola in the chat.

[1:08] Hola from Chicago, Georgia. Freelancer. Awesome. Welcome Rati. Global audience. Global audience. Gabriel. Yeah, I know a couple of them. I know Ronaldo, Lebanon, Mumbai, Miami.

[1:33] Well, this one is for you, sir. This session is all you folks.

[1:42] New Delhi, Argentina, Bonos. Nice. Hi Silva. I'm also from the southern part of India. Nice to meet you boss. Hey, we we we do have the crowd. Keep it coming guys. Keep it coming. But without further ado, let me kick start. As you all know, the Spanishspeaking B2B market is booming. But only a very few know how to crack it effectively and Gabriel Martinez is one among them. He is the founder of reachflow which is a lead generation agency. He has four years experience in building businesses started in web3 evolved into social media and JTM strategies. He loves and is passionate about business tech and he

[2:31] loves sports. But before we kick start Gabriel over to you sir a quick round of introduction and we can jump straight into the presentation. Yeah, first of all, thank you to the SM team for the invitation and thanks I guess for hosting this session with me. It's really honor to be here being honest and correct me if I'm wrong, but I don't know if I am the first Spanish speaker

[2:52] founder that's here in the office hours. Yes, sir. Okay. So, I will I will I will try my best. But most of all, I hope you leave with a few takeaways so you can know if the Spanish start Spanish market is for you or or not. Perfect. If it's okay, we can jump straight into the session. Thank you so much for the introduction, Gabriel. And I had a few things prepared for you. I

[3:17] had a few questions. All right. Nice. Spanish market. And the first one is for the audience. What is the state of outbound in the Spanish market? H let's see.

[3:42] Can you can you hear me fine? Yeah, perfectly. Awesome.

[3:55] Expertise public. Yeah, I agree.

[4:09] What

[4:14] else? If nobody says anything, it's because anyone is uh doing a lot on the Spanish market. I suppose or may not. There's one more. There's one more. Rapidly growing in major metropolitan areas. Mhm.

[4:33] I speak Spanish, but who knows?

[4:47] [Music] But in Spain or or neither. All right. Well, this is your sign, Rabi. You should maybe go for it. Yesterday was speaking

[5:21] 100%. In Miami, it's a necessity. That's a thing that all the friends say as well that you need to to know Spanish is there.

[6:04] Okay. So, I think there's no more responses.

[6:15] Liberates I do outbound in Latin. And the tricky part is copyrightiting, translating the offer or creating personal line with the Mexican style. It's curious. Yes, you are right. I I will say that Spanish as a language is is more complex than for example English and when you are doing spinax we will talk about that later. You will see that you need to take into account a lot of things because if you change maybe one word the entire sentence changes, you know. So, you need to uh really be aware and you really need to be a really good at Spanish to to write cold emails in

[6:49] Spanish.

[6:58] It's a process. Spanish. It is. It is. It is a process. Get through it. It is. Yes. 100%. Also the dialect change from country to country. In fact I mean in each country for example in Spain there are different languages inside Spain you know. So it's important to take that into account because maybe you can use uh these type of languages if you are going to target some specific uh locations and the same in South America

[7:29] or Mexico.

[7:54] [Music] Nice. Cultural difference is coming from a western dominated background. Mhm. Most of the people aren't aware of the latest tools forbound. The market is still quite manageable. Would you agree, Gabriel? Yeah. 100% 100%. Each each demo that I show a client Clay or or Smartly, they say, "Wow, what what's this?" You know, because the the safe processes aren't as sophisticated as uh in the US

[8:25] or in the rest of Europe, right? Mhm.

[8:43] But what are your thoughts on it, Gabriel? Is it a little easier to sell some products, services in local language? Uh I will say yeah I will say yeah we will cover it uh later on the on the presentation but the market isn't as sophisticated as any other because I mean there are not a lot out of legion agencies inside the companies and not a lot of people is doing uh call outreach via email. So you can have an offer that maybe is not as good or maybe it's not incredible and still get responses and

[9:16] still convert uh leads into clients. Yeah, but you need to know how to write call emails. That that's the thing. You need to be at least Spanish and have knowledge about DTM and all this type of of stuff that I support that most of the people that is here already know. And that's why we have you here today, sir.

[9:36] And that's why we have you here today.

[9:48] Nice question. Possible to use clay for AI to convert English to Spanish if not any a solution. Yeah, of course it's completely possible. Uh I mean you are going to have uh some text but the quality of the text it's not a real message that uh a person that talks Spanish will send. So yeah, it will be bailey, but the people that receive that mail will say, "Okay, this is 100% AI and I am not going to give you a

[10:20] reply." Yeah, here's another another thing that is Fest is saying especially data for LAM. there's a thing that we are going to cover that uh the data in for example LAM is not as doesn't have the same quality as the data in the US and maybe certain filters don't work and and so on. So if you are going to do some list building there, you need to uh review again everything because maybe you are not uh like mapping all the time or filtering correctly the the leads. So knowing Spanish is mandatory if you are going to do any calls in in Spain. Of course, of course it's

[11:04] mandatory.

[11:18] I see deliverability questions coming

[11:33] in. Mhm. So difficult means that in Spanish.

[11:53] But maybe we can kickstart, Gabriel. I think the questions are going to keep coming in and we can kick. Yeah, let's do it. Let me share my screen.

[12:10] Okay. Do you see my screen? Yes. Will you confirm please? Okay. Let me open now the chat. All right. Okay guys, let's start with a quick question. Have you ever run a campaign in Spain or Latam? Maybe in Spain. I know Mexico, Argentina. Feel free to answer in in the chat. We're with

[12:44] you. See? Yes. Yes. In Spain. See? Yes. In Spain, not yet. LinkedIn outreach. Yes, sir. Just once. All right. And how was the result if you compare? If you have also done campaigns in any other part of the world, which results were

[13:23] better Spain the wall results in India people are often interested in the meeting but it was hard to get good opportunities. is yeah I agree with you there as well but some people are more open to

[13:45] reply okay good in Spain is it difficult to get answers to them I think latam people is see yeah 100% we will see that but I can say at this end of the the presentation that uh latam and spain is not uh a market that is sophisticated and it's still a a really huge opportunity in which you have a great offer and of course a a good messaging you can I mean convert a lot of clients of course if you know how to sell to the uh to the people that knows Spanish all right so let's do it this is what we will cover today okay guys the

[14:25] first thing is uh why the Spanish speaking markets are a huge opportunity then um I will talk about the key cultural and tactical differences between all all the countries because there are some stuff that is different. For example, the famous holidays that we have here in Spain. If you want to do any call or campaign on July or in August, you will receive like all out of office constantly h into your master inbox. So there are some things that you need to take into account when you are

[14:57] uh targeting these type of of countries. Okay. And lastly uh I will talk about how uh we are scaling and we scale rich flow. Okay. So I want here to do a I mean to make a interesting question and and says it says like this. If the pay rates were three times higher in Spain and Latam, would it still make sense to

[15:21] only target the US? This is a great question that I want you guys to to find the answer at the end of this presentation because I am 100% aware that if we compare where the big money h is it is in the US of course but if you have three times a better reply rate in in Spain and the deals that you close maybe they are three time less the result is the same. So I I want you guys to give it a try to this market if your offer and of course you have like a sales process that fits and they know Spain Spanish and see the the

[16:02] results. Okay, but first first thing who is G Martinez and who who is me better? I am the founder of Richflow. I have been four years building businesses. We started in web three and evolved into social media and evolved again into GTM strategies and that's when where we are right now and I've always operated under agency model. In fact, you will see later that we started with a web3 agency because I mean selling services is something that that I love and it's it's my it's my thing. Then uh right now we are currently managing 17 active uh B2B

[16:43] clients across different industries. Most of them they are from Spain but we have also clients in LATAM and a couple of them into in the US also. We are super specialized in Spanish markets and active globally. And a little bit about me is that I'm passionate about business tech and I generally love sports. So quick introduction about me. I don't want to talk about this uh a lot but you can guys so you can guys have more

[17:16] context about uh where do I come from. Okay. In 2021, uh we started a consulting firm, web three consulting firm here in Spain. H and then we pivoted it to web three product launches mostly NFDs and uh we did a really great job with a team of 12 people in which we could generate over a million uh euros from one single launch and uh when uh I mean when then we pivoted because it wasn't a thing that I was enjoying so much doing and h it's when all the content creation stuff keep going on and all the people started creating content And I saw a big opportunity in into the

[17:57] content creation world. So h was then where when we started with Evoke uh yeah a digital product agency in which uh we were selling digital products for our clients and we were doing similar uh sales funnels than uh we did at the beginning with Metaver and an interesting stuff interesting thing here is that we started using cold mail for signing new client and with this agency was the the first time that we saw a really big opportunity uh to acquire clients uh for well our ICP as clients right well at the 2023 February then uh we launched call email as a service because we were getting a lot of clients

[18:43] via cold call for ourselves and we said okay if we are getting clients via call mail and this is something that is super scalable in my opinion why don't we do this bad for the clients you know so was then when we started offering call mail as a service for our clients and uh yeah also we we keep doing digital product uh launches for our clients and uh yeah we we did some interesting revenue there and then finally uh we have been like doing for most of our clients called cold email uh campaigns and finally talking with the team I said okay uh we need to do a very branding and to give

[19:25] an image of uh what we currently do right because the the brand that we had with Evo was full focused on social media. So we said we need to give another look. So that's uh when reach flow comes in. We did the rebranding on January of 2025 this year. And we are a GTM agency in which uh we do call emails, we do a call linking and also we implemented linking content creation. So we can do an outbound uh system for our clients. Currently we have 17 active active clients and we have generated over three million euros for all of

[20:05] them. H in only cold email campaigns. Okay. And that's in in 2025. Well, this is some case studies that we have. I am always trying to get uh the most case studies possible and you can check all of them in our website if you want to to see how we achieve this type of uh target. For example, for this client, we achieved half a million euros in one single campaign. But there's some interesting things that you can check out in richflow.org. Okay. So now let's let's start with the with the interesting stuff uh here the opportunity. Okay. If you go into Google or into chat GBT and

[20:47] you ask which is the language uh the most spoken language, you will see that the Spanish language is the fourth fourth one. And uh we have a lot of metrics because we also uh do a lot of campaigns in the US and in the and in the rest of Europe in which our reply

[21:05] rates are three time higher in Spain. Why this happens? Because I mean the competition in Spain or in Latam is not the same as I said at the beginning of the presentation as in the US market or Europe. So this is a a map in which you can see which countries are uh native speaking, native English speaking and also native Spanish speaking because uh it's not only Spain. I mean if if you check like uh we will see right now numbers but there's a lot of people living in South America a lot of people living in in Mexico and in fact there's a lot a lot

[21:45] of businesses that that you can contact and uh sell your solution or or your services in there as well. Okay. So let's talk right now uh about numbers. Okay. This is data that I that I took from Chad GPT. Also, I did a super fast uh search into Apollo accounts. So, the these are not exact numbers, but the the thing here that I want to to show is that you can see that in the English market, I mean there are over 1.5 billion total English speakers while Spanish there are only yeah five 560 million total Spanish speaker. That it's a lot of people. And if you uh if

[22:28] you try to search for accounts h in the US and in the Europe excluding Spain of course you will find that you have almost half a million accounts with over 50 uh 250 2 500 employees in the US. Okay. And then if you find you search the same uh the same stuff into Spain and and Latan you will find that you have this number of accounts and also I took like some insights and some metrics that we have in our own campaign. So this reply rate that I am showing is are based on our results. Okay. So when we target the English market, I repeat, Europe, extremely Spain and US, we are

[23:13] getting one to five% on average. Of course, there are campaigns that perform better. Of course, there are any some companies that perform worse, but this is the report that we are currently watching seeing. And in in the Spanish one, we are having from a 6% to a 12% on average. Okay, we have a lot of campaigns in in the Spanish market that we have above 20%. And if you ask me which has been the the campaign in which we have uh the highest uh reply rate full call traffic and call email was a 33% of reply rate. Okay. And Gabriel just a question here. So from Thomas on

[23:54] the chat so are these reply rates as per lead contacted or per email sent? H per lead contacted. Got it. Per lead contacted the same as you guys uh saw in in your panels. Mhm. Nice. Thank you. Amazing. Okay. So, let's talk about some interesting stuff uh here. Culture and tactical differences. Okay. The first one and the most famous one. Okay. Most people in Latin and Spain don't speak English. So if you are sending cold call emails in English uh to people here I I would recommend doing it. Okay. H this is uh super true. Of course if you are targeting companies above uh 300 employees the decision makers yes must

[24:45] they must know English. But if you are targeting for example 11 to 50 companies, it's I mean real likely to that they are not going to to understand your call mail and they will mark you as spam or they won't reply. So this is super important to take it into account because if you want to enter into any Spanish market, I mean in Spain or on LATAM, you need to always an email in Spanish and ensure that that email is grammatically correct because we will talk about that that uh it's it's difficult to to find and to to craft great messaging in Spanish. Then precision of course is more important

[25:21] than volume. You have to take into account uh a couple of things here. The first one uh the time in Spain um is where where I'm from. I'm from Spain is super low. So you need to be really really precise and uh I mean you need to to do an excellent work also in messaging and always using personalization. Another thing uh when you go to LAM the data is not as accurate as in the US or in Spain. There are some filters that are wrong. There

[25:52] are some decision makers that are wrong. So you need to uh ensure that all the data that you are using in your campaigns in LATAM uh is 100% uh real because if you don't check that maybe you are going to have a what well a really high bounce rate and so on. Then another thing that uh is happening in in this market is that the lookalike softwares don't perform as well. When I say don't perform as well, I am talking

[26:22] about companies of maybe 100 employees. Of course, if you use a company of 2,000 employees, it will give good results because it's a really big company, right? But when you are using local, you want to see lookalike of a midsize company. So here they don't perform as well. Then another interesting thing is that uh there's yeah less sales structure and the the thing is that the companies you compare the companies in Spain or in Latam and their sales department you will see that they are h not as sophisticated and they are like know update updated in which tools or in or in AI and all these modern erh tech

[27:08] B2B sales that is in in the US. I mean it's a completely different stuff and yeah when I do demos and I and I saw everything that we do at reachflow all the software that that we use how do we craft messaging how we do how do we do list building they are always saying wow this is incredible you know so there's uh two things here the first one is that this is super good because it's like almost a blue ocean and there is more room to educate but also you can generate more responses but it's more difficult to sell because it's something super new and it will be the first time

[27:46] that that a client is investing on something like cold call or call rich uh in general. Then another thing that I consider super key is that you need to be really aware about the GDPR and any national data privacy laws. I mean you need always to know what you are doing always because uh you can compare the laws for example in Spain that is a country part from the European Union and you can compare it with the US because the laws that we have here in Europe are super strong and you need always to add a lot of things into your emails and you

[28:26] need to really know what you are doing. Of course you need to you you don't need to be a lawyer but you need to to know the basics. for example, always include an opt out. And also there are some best practices like adding a super short sentence uh like naming the the exact law so you can like prevent uh any future problems with any uh data uh entity. Okay, another another thing spinex becomes more challenging due to grammar related variations. This is super true and I mean if you try to do spin tax uh in Spanish uh in fact I don't do spin tax in Spanish with chat

[29:08] GPD I always do it manually because every time that I use chat GPD for giving a spin tax or cloth they are not making uh the sentences uh logical because uh if you compare both languages you will see that the Spanish sentences and the the way to to express the things here is super super different and super

[29:30] difficult in operation with English. Okay. So if you are going to use spin tax that we always use it uh by the whale by the way you need to uh be really aware that all the possible messages messages that can uh come from here are well structured. Then local reference work wonders. This is super key as well because uh in rich flow we always uh for example imagine that we sign a client in uh Barcelona. I think everyone here knows FL to Barcelona. Well Barcelona is the city in which we have a potential client. Okay. So if we sign a client there, we will first uh focus on all the

[30:11] the companies that they have near Barcelona because uh when you are messaging someone that is near and that feel that feels near you will have a lot of responses in comparison than for example you contact to anyone in in the other part of the country. So this is super key and in fact is something that we always prioritize every time we sign a client. We first do list building and prioritize always the location in which our client is located. And last of course you need someone who masters language and understands GTM and otherwise your messages won't aka us. Okay. So here guys do you have any questions before I

[30:55] continue? Is this something interesting? What do you think? Yeah tell me. There are a couple of questions in the chat, Gabriel, but kind of a little apart from what we're talking about. I hope it's okay. Yeah, for sure. The first one is what do you think about twin.ai to max up cold to max up amount of cold emails per day?

[31:15] Have you have you got your hands on? What are your thoughts on it? Sir, we have tried it. uh but I still prefer uh a messaging in which uh you are doing some static paragraphs. I mean I have tested both. Okay. So our covering copies are most of them they is an structure a manual structure that we create before and then we use AI lines win uh open AI. Okay. But the structure is always crafted manually train. We tested it and and it g it didn't give us really good results but I have to say being honest that I haven't tested a lot. I just did uh some some tests and

[32:00] that's it. So I can answer you that question. Got it. Thank you so much. And the next one is from Gerald. Do you have any recommendation on tools that help us personalize the content of the emails according to the business types or services? Can you repeat please? Yeah. Do you have any recommendation on tools that help us personalize the content of the emails

[32:22] according to business types or services? Yeah, I mean if you want to personalize uh we are using mostly OpenAI uh in into play. Yeah, that's the one for you. Okay. Anything else or Yes. So I didn't understand what you mean when you say local references like include them in the copies or what do you mean? No, I mean maybe this is not uh well explained. I mean that imagine that I signed a client and uh this client that

[32:54] I just signed is from Barcelona, right? And this client from Barcelona has a certain ICP, right? Let's say their ICP are restaurants. Okay? So I will first prioritize the restaurants that are near my client in all Barcelona. And then once I contacted all the clients for from Barcelona, then I will keep going with the rest of the the leads in the rest of the country. I know if I made a lot of sense to me. I hope it did for Tom as well. Okay, next one. Yeah, it it

[33:28] did. And next one is from Daniel. Softwares like Apollo. Do they really assure GDPR rules? Well, if you go to the to the Apollo website, you will see that they have like the typical uh logo and some certain pages uh that they say that they are accomplishing all the GDPR rules. If you ask me if they are really accomplishing them, I don't know because I don't work there. But what I can say is that if you search GDPR Apollo, you will see a lot of pages that they they created. Right? That's all we had. Uh G,

[34:05] please go ahead. Okay, let's talk about uh vacations uh right now. Okay, because as I said at the beginning uh Julia and August in Spain, everyone is on vacation. Everyone is on holidays. So I mean if you are going to send any call in Jul July or August, you will receive out of office

[34:29] out of office constantly. So what's the thing that for example h if you want to target uh latam January and December are the months in which it's summer there so the people h goes on holidays so what do we do in reachflow when we are targeting um for example we have Spanish clients and we are targeting Spanish people in July and August we create new mailboxes we also uh use this time to uh build new strategies and also if the client wants we can go to LATAM because there at the months of July and August they are they are months in which there's there is no

[35:08] holidays you know and on the other side the same for clients that are from LATAM January and December are months in which they go on holidays and h they are months in which in which they can target people in Spain because the people in in January not December because December is Christmas but for example the se 8th of January each year all the people is back to to the office and it's a a great time to contact them. And also another another thing that is important to say is that you need to be aware about the the local and national holidays. Okay, for example, the the national day of

[35:44] Spain or national day of of Colombia. I don't know because here I have also a lot of of metrics that we did for ourself and for clients in which we we we were comparing okay let's do a campaign uh on a holiday day or or on a holidays no it's not working yeah you will get some responses but most of the people when when there is any type of holiday for example a Thursday that is the national day of Barcelona okay let's say that you won't get as may responses

[36:17] as if you contact them on a normal day. Got it. Okay. And couple of questions on the same lines. Uh Gabriel, right? So one is what do you do to maintain monthly clients during July August if campaigns don't work very well in Spain but your IPC is not Latim? Well uh great question. The thing that we do here in Ridgeflow is uh we contact until well if you are from Spain you will know that July there are people that takes holidays on July or there are people that takes holiday on August. So August is the me is the month that is off. Everything is off in Spain. So what

[36:55] do we do? we uh have the campaigns active until let's say the 24th of July, 17th of July and then in August uh we say hey we are creating new strategies we will uh warm up a lot of more inboxes so that they keep with us and also we try to give them in July and in September more results so it can be like

[37:19] a compensation you know. Correct. Correct. And what tone of voice is generally recommendated recommended for outreach emails to the latter market. For example, I tend to use a more casual tone when writing to North America and a slightly more formal one for Europe. The question? Yes. So, what tone of voice is generally recommended for outreach emails to the Latam market? For example, I tend to use a more casual tone when writing to North America and a slightly more formal one for Europe. So, what would be your recommendation here,

[37:55] Gabriel? It's a good question, but I always in all all the messaging that that we create at at Richflow is super casual and personal. I mean, we are not using any any formal uh copy being honest. Got it. Got it. And one more from Thomas. Do you post campaigns for holidays? Example, 25th day Mayo in Argentina. Uh yes, if it's an important holiday, we have like a calendar inside reach flow with all the uh days that are super important in each country. And then if we see for example that the 25th of May is uh an important ina yes, we'll post

[38:34] it. Awesome. And that's all I had. Please, please go ahead. Okay. Then how we scale risk flow. Okay, this is also uh super interesting. Our tech stack I mean apart from a lot of uh more softwares that uh tools that we are using uh mainly we use smartly clay and a table and I want to talk about a table because it's currently our full operational brain. We have there all the ops we use there also the CRM and also it's like uh the core of our business in which every time we get uh a positive uh response it goes into their table we have some tags for all all the clients

[39:17] and that response is been I mean is sent from air table to the client okay and then it's super cool because we have some dashboards for the clients uh and in fact I mean I will say that it's One of the most important things inside allegian agency build a really good table. Then um another important thing is that uh let's talk about ICPS as the time is slower. Okay. So we always invest more time in creating uh the list when we are doing campaigns here because if your time is 7,000 companies h we need to ensure that we are doing the best message possible. What I want to

[39:58] say here is that an spray and prey is uh not uh the best thing that you can do in in this market because the time will be like I mean you can do campaigns one month and that's it. So what what do we do at risk flow? We invest a lot of time in creating a copy that really generate responses and we always use

[40:19] personalization in every single email. Of course, first we we use relevance, but we have to understand that as the time is lower. If we have for example a list of 10,000 companies, the famous social triggers or triggers that are available, they are not a lot. So of course, we prioritize always the relevance. But then we always use personalization when we don't have relevance. This is super key because if you are not if you are doing spray and pray in Spain, yeah, you will contact all the time in one week but you will have really worse results in comparation that in week if if you really uh invest

[40:57] time in creating copy. Okay. Uh then another thing that is uh important to to mention is that uh when you want to find the fision makers uh it's important uh to know that the keywords I mean the the the the job titles each one uh puts whatever they want. So you will find a lot of uh ways to see for example a chief of sales and you need to be aware of this and you need to have a a list of keywords for every decision maker. So instead of searching uh and using the the seniority filter on Apollo, I recommend always to search uh with keywords because the

[41:39] seniority filters in any uh data source when uh you search in Spain or in LATAM they are not accurate. So we always in rich flow use keywords for searching everything. We have uh a list of keywords for each role for each industry and that's what uh we use for uh doing our our list building. Got it. And then we have talked about this uh before but is that the spin tax and personalization is uh super key and you need to be aware that it makes sense and the sentence is

[42:12] is correct. Cool. Then we have here uh I did an screenshot from some campaigns of different clients. And of course this is not this metrics the 20% is not something that you see all of the days but it's a metric that it's uh not super strange to see if you do the things correctly here. Okay, these are different clients and I mean how do we get this always personalized location based and rate offer and that's all for uh for this session and I hope you enjoy and AMA starts now. Absolutely. And uh folks the floor is open for questions. So all you have to do is turn on your video and in

[42:57] the center click on the react button raise your hand and we will spotlight you. You can ask your questions directly to Gabriel again. React button on the center. Raise your hand. Turn on your video and you'll be up. Alejandro has raised his hand. But before we go there, one question from chat. More of an organization operational question on an agency model. Gabriel. How do you manage building of clients when you need to pause the campaigns? Oh, it's from

[43:21] Alejandro. Uh what question? uh when I post the things that we never post clients or if they want to post we have a couple of of cases about about this. We say okay we post the building but you keep paying the mailboxes. So we say this is the cost of maintenance for your mailboxes so you can pay uh this the months that you are not going to send campaigns with

[43:45] us. Awesome. So the man is here raise your hand. Let me quickly spotlight you. There you go. And uh Gabriel, would you want to turn off screen sharing if you want? Oh, yeah. Sorry. Yeah. Awesome. N Gabriel, thanks for sharing all the tips. Uh I I got a question about like how do you personalize the copy? Well, I I do lead generation here in Mexico and yes, obviously the triggers are not available. There are like the companies themselves they are not correctly register on on the internet sometimes. So how did you uh trigger that personalization because I do personalization but is for their role uh specific but I don't

[44:44] know which type of person doing what type of personalization are you currently doing? Alejandro do you hear me? Hello. Alando, I know if he if he hears us. Can you hear us?

[45:12] I don't know. Can you hear us? Looks like he's having some He left. Did you hear us? Do you hear me? You don't hear me? Okay. I I was asking be before giving you an answer that what what sort of personalization are you currently doing for your campaigns in Mexico? Yeah, I'm currently doing the uh for like job title and the industry company like uh taking relevance of it job title and the

[45:48] development of the company. Yeah. When I say personalization, I mean it's not something that you have never heard. I mean the personalization that you can do there is a list of of them you know uh but when I say always use personalization for example is you have your copy and then you have at the PS line personalization you know what I what I was saying with that is that always in every single message you need to add some sort of personalization so you can uh increase the chances of getting a reply but the person that we are currently doing are the same as you and the same as most of the cold email

[46:23] agencies here in Spain. Okay. Yeah. Because in the US, sorry. Yeah. I was confused like where does he that a lot of data? Yeah. I mean there is there is no personalization that that we have created you know. I mean there is there is no personalization that we have created here. I mean we are using in fact uh the market that we follow and all the trends are in the US. So we are using all the personalization that you

[46:50] constantly see on LinkedIn. Okay. Thank you Gabber. No worries.

[47:05] Okay, I got you there. I think I lost you. Yep. My internet had a hiccup. Sorry about that. Thank you, Alejandro. There you go, sir. There are two more questions. Uh, Tukba, if you can turn on your video, I'll spotlight you. Uh, sorry. No, it's for it's for Tukba. If you can turn on your video, I

[47:32] can spotlight them. Yeah. Hi. Yeah. Hello. Can I Hey. All right. Thanks a lot for the presentation and your time. It has been really valuable. I will have two questions. So the first one is um of course it changes from industry industry but I'll be happy to see like one kind of email example that help you get positive replies just to get the the the nuances there and secondly I'm curious about if it is called emailing or LinkedIn helps you better for lead generation I mean of course it will change from country to to country even in the speaking countries. Yeah, I would love to hear

[48:22] your comments about those two. Okay. Uh okay. Uh first regarding the first question. Okay. If you ask me uh an example of calling mail that works, I will say that all the structure of the calls that you are currently seeing on LinkedIn with the the typical first name uh pock question uh I saw this uh social proof problem call to action shaft signature PS these type of structures that you currently see uh always on LinkedIn and with the different people that is posting we are using these type of structures. The thing is that uh it's difficult to use this type of stuff and communicate this in Spanish. But if you ask me an example

[49:07] of call mail, most of the calls that on the US you see is an instructor that we are currently following but doing some changes in terms of uh how do we express uh the message and the other thing that you ask me if it's better LinkedIn or cold email. uh I will give you like the be the best answer possible and for me I mean which

[49:31] is better in which have better results. Well I mean if you have if you are sending call mails is super scalable but in LinkedIn you need to have a lot of profiles. So if you want to acquire clients fast and you want to uh uh get leads uh faster call uh is your your tool. But uh if you prefer to build a social uh social media brand to have presence and so on, LinkedIn of course it's a super powerful uh channel. I know if if I answer uh your

[50:05] questions let me know. Definitely. Thanks a lot. Thank you DBA. Thank you questions. Next up is Thomas. There you go sir. Hello. How are you Gabrielas? So I have a few questions. H first what do you use uh for infrastructure? Like do you send with Google Workspace, Outlook, uh some SMTP provider, maybe Amazon, Bossmart? What what do you usually use? Okay, that's the only question. Or do you want to say another one? Uh no. And the other one is like how do you get h like intent signals let's say you know like at the at the time our model it's a lot of spray and prey much more that I would

[50:57] like to h we are targeting latam for a few years now and it's spray and prey and we want to get like more to the point you know h messages with higher reply rates like our reply rates at the moment it's like at 3% % and stable. Uh so yeah, what do you recommend for signals and the infrastructure? Thank you. Okay. Uh let's just start with the infra. Okay. Currently, uh we use uh Google, Outlook, and SMTP. Which provider do we use the most because we really like to diversify and to don't have all the eggs on the same basket. But the pros that we use the

[51:36] most nowadays are submail for Google, submail for outlook since they launched uh their outlook packages and also for SMTP we are using a lot mission inbox and shout out to Anthony that is a close friend of of mine. Their platform is super good. So currently these are the platform that we are using but if you ask me maybe in two months I will say hey I am using this other platform you know but nowadays at May of 2025 these are the two platform that we are using the most and uh regarding social triggers uh well we started using three a couple months ago. uh but uh I mean uh what we

[52:15] do the most is uh getting for example uh some uh linking page uh scraping for of of the competence and uh this type of stuff that you always see on LinkedIn. I mean we are not using any any trigger that uh you you already don't know you know. Okay. Okay. Okay. Well, thank you very

[52:36] much. Thank you.

[52:46] I don't hear you. Aash, you are. Yeah. Before Louis comes into video, one question from the chat, Gabriel, it's from Jack. And what Jack has is, what mix do you do more of directly asking for meetings or lead magnets? And for lead magnets, what's your process? Do we have question? Yeah. Yeah. Yeah. Super super super great question. In fact, Ola is a a close friend of mine is

[53:12] from Spain. Uh okay. Uh great question. Let's start uh from the beginning. Depends on your offer. If your offer it's uh really good, if your offer is incredible, you should ask for a call. Uh that's a personal uh opinion. If your offer is uh not as good or or difficult to understand, uh it's that is where when I will recommend you using uh some sort of uh soft CTA. Yeah. And regarding lead magnets, this is an an important thing as well. Uh because yeah, everybody is using lead magnets, but everybody is using the same lead magnets, you know. So for each client, every time we sign a new client, we sit

[53:54] down with them and we say, "Okay, what things can we give for free that your ICP will pay for?" Right? So it's a a a process in which you need to to to understand the problems of their ICP and it's super important that they need to be actionable in the way that h for example h I give you this so you can use uh for doing h this and so on you know some sort of thing that they can use super fast and they can test it so for each client I mean it's each client is a world so we sit down with them we have a

[54:29] kickoff call and a lot of time we a second call with them in which we talk about which type of lead magnets we can create. But I want to say something is that the best lead magnets are not the the ones that you see on LinkedIn. The best lead magnets are the ones that nobody says. So each client will have his own lead mag lead magnet for their ICPS. Got it. Makes a lot of sense. Hope it answered your question, Jack. Thank you, Gabriel. And next I'll quickly unmute Luis so that he can ask his

[55:00] question. Yeah, sure. Hey, Gabriel, how's it going? Thank you very much for everything. Has been a pleasure. Wanted to ask you real quick. So, for example, uh my company the we do we help car dealers of use cars to improve their images online and to do inspections and all these things. So I wanted to ask you because we are currently using smart lead on a sequence for in during cold emails on a sequence of four emails. I wanted to ask you like for example in the very first email is like hey yo so so you are missing this and on my experience this can help you

[55:40] do this. Second email is like hey you know like a lot of people start for example they search for cars online. So most people have really bad pictures and blah blah blah. Second third one is like hey what if for example you could generate extra revenue each month if you do this and last one is like hey are you really not interested in adding a simple product with high margin. So this is

[56:06] more or less the approach that we do. What do you think about it? Is there any way we could improve to achieve a higher rate to all right to give you a a proper answer? I I will need more context. I mean where are your ICP uh where are they from? I mean uh which problems do they currently have? Which context do you have from each uh car dealer? I mean

[56:30] I will need more context. Let me tell you like something like extremely specific. for example. So we are targeting let's say one car dealer from Spain. They have terrible images. How would you approach that they have we offer we offer we offer image enhancement image enhancement. How well I mean we will need to see uh what's I mean first of all uh you need to understand the pain points and and then see if your offer resonates currently with them. the structure that that you told me uh at the beginning is a a sequence super valid and a lot of people is is currently using and I want to ask first

[57:07] I mean what what's the reply rate the conversion rate that you are having on these campaigns so for example last one uh we had like 200 emails we had um and we had like I don't know five% response and only one were positive so we were currently wanting to improve but but my but my question here is h if you have a campaign with only 200 leads why don't you a small one just for testing I don't know I know it should be like I don't know thousand or something higher but you just want okay for testing okay the thing is that I can't give you an answer because I

[57:46] will need to see the entire copy but I what I can recommend is that uh don't only send 200 emails if you are only going to send 200 called emails I mean I recommend you to manually call them or uh or yes send some call email manual but uh I would recommend test with different angles I mean maybe uh some car dealer do you think that they have one problem but maybe not and that doesn't resonate I will recommend having different AB test with different angles and see which one is getting more responses and once you have uh that continue optimizing uh the campaigns but if you want to give I you want me to

[58:28] give you a a really honest uh answer, I will need to see a copy. So you can send me by email and I give them a look if you want to extra copies. Hey, that would be actually amazing. Like we are trying to do one to 200 per day per per SDR present. So that's what we are trying to do and I'm telling you like

[58:48] the average of how's it going. So yeah. Yeah. Yeah. send me by email and I can give you a an answer and a real feedback with all the context. But the structure that you you you tell at the beginning is is a a great structure. Okay, I appreciate it. Thank you so much. Gracias. Thank you.

[59:09] Next up is Louie. Quickly unmuting you. Can you turn on your mic? Yeah, cool. I appreciate you holding the space today, Akos, and for Gabriel hosting the workshop. It's been super helpful. And my question is going to be pretty straightforward, pretty simple, but you had mentioned that the TAM is lower when reaching out to Latin America and Spain. So my question is when pitching an offer, uh, typically in the US, as you know, uh, you can charge higher prices like 5,000, 3,000, something like that, even higher. Um, and I've run into even in Miami, if it's a business owner that came from Latin America and opened their

[59:51] business in Miami, they still tend to they still have some price sensitivity. So, would you recommend then having a special price when pitching to Latin America and Spain or like a SAS offer? 100%. I mean uh we need to understand that first of all if we talk about economy Spain uh if we talk about economy out the country itself is going better that any country of of Latam you know so you can increase the prices in Spain and what we do our risk flow is we have an offer for our Spanish clients we have an offer for our US and rest of Europe clients and we have an offer for

[1:00:37] LATAM because on Latam is a market that yeah you craft and you you get the more replies and you have a lot of responses but you need to have an offer that it's uh created specifically for the latam people uh you know the for latam so yeah I I will suggest you to uh decrease the prices if you are going to uh to target latam to have different offers for for both of them 100%. Okay. And then how do you I guess the followup to that would be how do you keep it profitable for the business then if it's the same amount of effort for less money coming into the

[1:01:13] business? Well, depends of of your business model. I will uh I will need to see your business model to see if how how many you can decrease the the percentage you know but uh if I talk about the legion agency the infrastructure cost is not really high. So the margins are usually uh high as well you know but if your business model is completely different you will need to to see uh how how much can you decrease your prices so you can still have a good

[1:01:45] margin. Okay that makes sense. And yeah even just you speaking there I realize uh because we typically do lead nurturing. So, I guess if we focus or have a lead genen offer for Latin American clients to help them get uh more leads in the door and then to be able to convert them, that would make sense. And then

[1:02:03] just doing a percentage based offer. Cool. Yeah, I appreciate the response. Thank you. Have a good one. Yeah, you too. Awesome. Gabriel, those were all the questions we had. Anything else to add before we go, sir? Uh, no. I mean, thank you so much for having me here and I can't wait for do another one like this. Absolutely. And thank you so much for spilling all the gold and I think you've opened the portal today. You've you've kind of given us the push to reach out to the Latin market and uh yeah, see you on the next one. Absolutely. Absolutely. Going to see you on the next one. But until

[1:02:41] then, thank you so much. Thank you so much for taking the time team. You know, three consistent things in life. Death, taxes, and office hours every Thursday. See you all on the next one. Until then, ciao. Bye-bye. Thank you. Yes.

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