How to Use AI to Find and Convert High-Intent Leads on LinkedIn

So they will learn how to leverage every organic channel to get heat. A GTMA, I project with Jonathan Moss and Coach K, where you'll get the latest with AI and GTM today. G-T-M-A-R, Coach has with Jonathan Moss and Coach K, too. And now don't do it. Good morning, good evening, good afternoon everyone. It is I, Jonathan Carfer, the AKA Coach K. And we are on another episode of the GTMA AI podcast. I am excited because I get to have one of the founders of Milge Erichappen Geek and After the Tech. Mr. Roman Cherny, how are you sir? I'm good. Thank you so much for letting me today. Yeah, man, I'm super excited. I randomly reconnected and I remember how you guys connected with me or somehow. I don't think you reached out to me or you reached out to you, but I got a behind the scenes look about what you guys are doing. And I was like, I got to have you on the podcast to talk about. So I'm really excited to have you. It's gonna be fun. I'm looking forward to it. Perfect. Let's do it. So before we begin, I would like to begin with obviously talking about you because everyone doesn't know who you are. So obviously you're a founder of Gildjeebub. Tell me more about you is like your journey. Who are you as a human being? How did you start this company? I give you the goods. Sure. I'm 30. I gave you Portugal, I'm an investment Portugal. I've been into entrepreneurship since 2019. I'm a mechanical engineer. So I worked at a car manufacturer. Then I thought to myself, that's not what I want to do. So I went into freelance. I did affiliate marketing. And then 20 in 2022, I got into SAS. So I built my first SAS called Coco AI. We sold it to eventually in the US. And while building this SAS, actually, we find a way to book more demos, one targeting the right people. And so that's how we created Gildjeebub.ai. Yeah, I live in Portugal. I have one daughter. I work a lot, obviously. So yeah, I moved out of France to have a nice weather. And that's a place I like. But you grew up in France though. I grew up in France. My wife's a French teacher and she taught my kids how to speak French and now they're five. Talking really when I get a learned French, because otherwise when they're teenagers, they're going to be talking smack and I'm a team. I'm just saying, it's a big good. But we have been in a couple of times. French is a beautiful place. Are you from southern northern, which one? No, I'm in the Normandy. Beautiful. Yeah. Flurry up there. That's awesome. I've actually been in order. So I know there's gorgeous up there, which is cool. I'm excited. So what today? I know I teased it up. But what if someone listens to the entire podcast, what will they get out of listening to what you have to show us today? So they will learn how to leverage every organic channel to get leads. I love it. And one example, if anyone to pay attention to me, like Dan, I had a LinkedIn. I think one of my craziest posts ever was when I posted about you guys. And we talked about how you use coworker can go, even putting things together. So I'd love to get your take on it. Let's oh, one more thing. Sorry. Before we do, I know you described goji, but tell me about goji tech. And what's unique about it versus who else in the end of the market? Yeah. So what we do is pretty easy. We find high intent leads and how to contact them on LinkedIn. So what's interesting about goji is there are many tools in the SaaS industry to do outreach. So some tools do only the outreach part. We can name them, Hey, reach the Lemley's to Alexi. So they focus on the automation part. Some tools only focus on the high intent parts, like zooming for one week. And they are really expensive for enterprise, but they were no tool on the market for SMB small businesses that could do the whole thing. Find you the leads and then contact them. So that's what we've done. And that's what's unique about about goji berries are affordable. And so any company can I can use it? I love it. I'll make sure I include the post I had on LinkedIn, which is fascinating. And the resource you gave away because like the resource to give you is actually yours specifically. Let's go into that first one and we'll go from there. That's okay. Sure. Perfect. So we use AI to book more meetings. What I can do is maybe I can share my screen show what it looks like. Yeah. So this is one of this is my calendar with all the meeting booked. Most of them are generated with outreach from goji from cold email as well. And then we have a bit of inbound as well. So how do we do this? It's quite simple. What we do at goji is AI helps us find the lead. It qualifies them. It helps us. It helps us sorry craft a personalized message for each lead. And then it automates outreach by ranking the leads. So warmest goes first and then. List warm goes last. And so we are always using the last AI model. So we've used chat GPT and Gemini. Then right now we are using Claude. So how are we using Claude? It's quite easy actually. We are telling Claude. Okay. We want you to analyze all the leads that. Like this competitor or interact with that post. So we get a whole bunch of leads. Claude takes all these leads analyze them and says, okay, this one might be your ideal customer. This one might not. Then we get all the leads. Claude then analyze all these leads and ranked them. Once they are inside a goji bearer. This is the pen I get. Everything is inside goji. Yeah. Yeah. And once the lead are ranked. Claude writes a personalized message for each lead based on the signal, the company. And all bunch of parameters. Once this is done, then inside goji bearer, you can just send your campaign. That's what you're doing with Claude code and co work. So tell me, I know the guys been digging out of this stuff. And I'm pleased not to let me attack you. I'm generally curious. How would you have to someone saying, I could just use Claude code or Claude code work for this. What's the difference with goji bearer connecting the dots? Absolutely. We are we as a company are using Claude in the back end for not all the steps, but a lot of steps. Right. If you are using Claude yourself and you send a post to Claude and say, OK, go and get all the leads and score them. You will get blocked. So they are LinkedIn will block you. Claude is not a tool made to scroll all the URLs. You need some database. You need some proxies. You need a whole bunch of you need a whole infrastructure to do everything. So Claude is not capable to do everything. But if you like take some parts of the journey and make Claude work on them, then that's how can really get a great result. I'm sure someone with an a n plus Claude press like. Yeah, it could you could get something. I'm sure, but in terms of infrastructure and everything, it's like having a business. If someone is building this, then they are not building their own business. That's how we use that's how we use AI in the back end. And what interesting. Yeah, sorry. No, go ahead. Keep going. Yeah. And what's interesting is you compare goji to other outreach tools. Most of them are just put the lead here. We'll go out for it's them. And we don't do that. We add AI at every step. I love it. I've been using it myself. First, it's been interesting to see who it's connected with because like the people are chiving. I don't know enough. Like it doesn't in the background. Is this connected with people? So I don't know what happened until he respond back. But every time I connect with someone response record, which is pretty cool. It's awesome. So it is. Yeah. And yeah, and sorry, just to conclude on this. What's interesting about using Claude is that Claude, if you give it a lot of data, Claude can tell, okay, this person has been a really active on LinkedIn in the past 48 hours. So if you reach out to that person, they are most likely to respond. And if you use certain indicator or any other tool, you might end up adding people who have not been on LinkedIn in the past two months. And you have no idea how to you don't know that. I meant it. I like it. It reminds me of a little momentum because like, similarly, I've talked this before on the podcast. Like there are certain levels that someone could mimic something that momentum does. But the depth and breadth of what we do would be very difficult to mimic with any and whatever it feels like the same takes words. Yes, the right place someone could build something that would be surface level same, but what have the depth and abilities that obviously you guys will build in exactly. Yeah, pretty cool. Let's get into it. Let me see. I'll see you the goods. I'm so excited to see this like we. Sure. So should I start with go to shoot that talk a bit more about the kind of marketing we do. Whatever you think would be best for the use case we talked about first and we'll just go from where we want to go from there. Okay. Okay. So let's go into go jibber written. So I'll just share my screen right now. Okay. So this is the product. So as I told you, every day our AI is going to look for leads and we'll send them directly into into our dashboard. So what's interesting is you don't have to look for a warm leads ever again if you are doing outreach because if you've done a lot of outreach, it's really painful to like to look for leads every day and reach them, make sure they fit and so on. So yeah, every day, going to the recent you lead they all come with an intense signal. So that's how we know if they are warm leads or not. All leads come attached with a signal and then we've an AI score. So someone who just followed our page and is within our ACP, for example, is obviously a woman in. And so we track all these signals so we can try to find out if I can ask is that a just for companies to hey, we think our signals are these things. You're that so you can sold on or how is AI figured out and then it tells you absolutely you can configure the signal you want. I'll show you just a So for every lead you see here, let's stay to the first one. This one, you can generate an AI personalized message ready to be sent into campaigns. And so that's you saw it. That was Claude, Claude generated this message. Hey, name, notice your company has been following Gojo here. Gojo and then it's going to pitch based on their background, their company, their industry and everything. So yeah, and to configure the right Intense Signal and the right kids, you have to go here, signal agent. So that would be the first step actually of setting up the AI agents. So you launch an agent here, you define your ideal customer or you generate it with AI. So if I click here, Claude is called once again. So you get your ideal customer and then you can configure the Intense signals you want to track. So you can track people who interact with you and your company, your LinkedIn page, your LinkedIn profile, people visit your profile, people just follow your page. And you can track based on keyword and topics. So that's also really interesting because most of the time when you do outreach, you do it based on a job title and a location. You don't do it based on job title, plus location, plus knowing what the lead is talking about or interacting about. So you can track people who interact with LinkedIn profiles, people just change jobs, who people from company that raise funds and people who interact with, compets the company. So once you set up ICP signals, you get your leads every day delivered into your dashboard and then you can launch campaigns. So if I talk about AI here, the AI score is made obviously with AI, the fact that these leads are here is Claude as well who chose who we are going to contact because to get, let's say, these six lead, we probably sheltered 600 people interacting with a lot of posts to only get the right ones. I love it. Yeah, there's what's funny me about this is like I, this is, I come to the old school where I used to have to call out a yellow pages once one of time, this is a long time ago, but that was painful. And then as a marketer, like I never, I always am curious. There's the people I know in my sphere that I'm marking to, but I know there's a whole other bug blocker that may not know me. I'm always just like, where's that bubble and how do I tap into it? This is absolutely cool because it helps you do it without you having to do it yourself, which is obviously super. It's interesting for a lot of people, for example, we have a lot of founders as clients, they don't have time to set up outreach automation. So they're really happy to find a way to do it. And it opens a new market for people because as I said before, high-intensity tools like the zoom before, warmly, it's expensive. It's made for entrepreneurs. And so, yeah, once you've set up your campaign, like here, so you can hear, generate the campaign with area as well, you get the full workflow done for you for your lead. You get the insights, so the acceptance rate and the replay rate are insanely high compared to traditional outreach, just because you are reaching out to the right people. And then in the universe, you can check who is interested, who is not. And so that's cool. That's really cool. I love it. So how many, I know you saw all those appointments, you probably have like 20 years, at least for the week. What's your, what's your conversion, like from LinkedIn to calendar, from calendar to deal, like what's it look like? So from LinkedIn to calendar here, if I take one campaign, for example, let's take one. We, one person out of two who replies, books a demo here. So we get a ton of demos from from LinkedIn. But, doesn't book a demo. Sorry, get some blueprint. So this is our full funnel. We get leads with Godjibarie, we outreach them and we say, okay, we've made this blueprint for you. Do you want it? If someone say yes, we send out the blueprint. Inside the blueprint, there is everything to get to use Godjibarie. Most of people of the people, they don't book demos. They just go to the website, take a free trial, and that's it. Some people for some reason, they need the demo. So that's really like the end of the funnel for. So most of the time, like nine time out of 10, there is no demo. And then when there is a demo, the closing rate is 70%. Because I sell the free trial. So obviously I just show product and say now you're not sure if you're still here. It's really easy. And then from trial to day, we are at about 35% commission rate. Great. That's awesome. It's a great phone. It's good. Yeah, it's really good. Good for you guys. It works well. So do you know what I know this kind of this is what I think a great foundation to talk about. How do you this is obviously for LinkedIn? So what how do you use Godjibarie for the channels or what learnings you take from Godjibarie to then target wherever advertising or whatever? Like how do you handle that? Yeah. So the lead that we find in goji are also used in cold email campaigns. So what we do is we integrate with instantly. We craft AI messages for each lead. And then we send through instantly. But we also use Godjib in other ways. We have a Chrome extension on Godjibarie and we can create people who interact with specific posts. So what we do sometimes is we look at posts that have a lot of traction on LinkedIn. Let's say about cool mailing. We get everyone we enrich the emails and we send out campaign talking about AI and cool mailing. So that's another way to get some lead. So Godjib is used for LinkedIn outreach and cool email. And then we have a lot of other marketing channels. We use LinkedIn inbound to get our blueprint like distributed to as many people as possible. So we have about the whole team have an account. I'm managing the everyone's account on on LinkedIn. So we have about seven accounts posting daily. Some of them are posting content. Some of them are posting lead magnets. And so they are always active. They generate a ton of views. Then we also have X. So we have three X accounts always putting out content a bit like on on LinkedIn doing lead magnets and everything. And then we also have YouTube for SEO. We have reddit. We are really active on reddit posting a lot of content there. And so my job as a marketer is how the only question is how many blueprints have I distributed today. That's my one of my only metrics. I need to get the lead magnet seen by as many people as I can. I am all these channels. Some of them I can control them like outbound. Some of them I can't inbound. But the goal is always to have more eyeballs on the lead magnet. So you are managing seven people's LinkedIn and I obviously create content of the house. What are you using to scale it because like you doing seven accounts plus seven out of the channels. That's a lot. So how do you do that? I'm doing that every day 9 a.m. until 10 p.m. So I'm the marketing guy and I need to create as much content that I can. So when you do your I'm curious. When you make your LinkedIn posts, you have a customer GPT using core like how I'm curious like what's the systems you're using to make sure you're going into reddit and LinkedIn. YouTube and videos. What are you using it for everything? So for copyrighting I use Gemini. So I've created like channels in Gemini with a lot of content. So every time I put out an idea, it writes a post for me. And then I just have to rewrite it a bit and that's it. I also use you use Gemini gems. So that's the equivalent of I just use the regular Gemini Pro. And so there is a memory inside and every time I write something it remembers what I told I told it before. So yeah, and I also use whisper AI inside Gemini. So what they do is I just click on one button on my computer. Say what I want to say tell Gemini to reformulate everything and it's open does a great job. And then for YouTube videos usually just to strip anything to help like with the video editing or how you do that. So I don't do any editing. I try to one shot the videos. However, for the thumbnail, I use nano banana pro on Gemini as well. What I do is really easy. So what we've been doing on YouTube is take all our competitors and make reviews about them. So what I do is I go on a competitor website. I just take a screenshot of the website. I put my face on it. And then I create a video that say, Hey, reach review 2026 half of the video I talk about her rich and then I said, but there is an alternative. Let me show you and then I pitch go to very and that's if you are a size issue are watching this video and you have a size. And then I definitely do this one video per day takes five minutes and all the videos end up ranking really high. So someone typing name of the competitor review 2026 will end up watching your video. And that's really high intent viewers. Yeah, that's a really good tip. I used to do that with long social my dad had a time to cash shop. I did a ton of stuff on YouTube for him. And I still have people come in from those videos. They did 15 years ago. It's crazy. Crazy. So yeah, at your point like it's very easy to do these kind of things and get it out there on YouTube pretty quickly and people I think appreciate having another voice market around whatever technology is after and there is even a way rank faster. I used to do that in affiliate marketing. You create a YouTube channel dedicated to to to each video. So let's say you want to rank on zoom info. You are going to name your YouTube channel zoom info review and then you create a video zooming full review. Six then you are like number one and if you take a new read rank above that's so funny. That's a cheat code. So you have to have they don't have to have a bajillion channels you're running for your yeah yeah that's the problem. It works it works really well. That's obvious. I love that you code. Tell me how I'll tell you like I don't know obviously this is we've been talking about this when we go have our one and ones but like how do you feel about the next iteration with agents talking agents and the open class of is just crazy and you're seeing more of this agents looking out and doing things for people how you feel about that what goes you very. We are I think if you ask people what they think about open cloth for example like a number of people that know about it is not so huge. We are in a niche where everyone talks about it but if you are talking to let's say customers in France for example if you are talking to a regular guy who has a company 20 employees in France doesn't he knows chat gpg and that's it so for my product it's still fine it's not a threat but in the years to come probably software or anything could do what we do maybe in one prompt and five years from now that's a possibility so everything is evolving really fast load boat is absolutely crazy and every day it seems like there is a massive news about AI so that's very exciting and that's scary at the same time yeah I tell you to stand it's like you said there's some definitely a lot of nuances but what's really fascinating to me is just the trajectory of it when you have I watched an interview with open cloth founder and just listening to him talk about just fast and because he would like he talks about how he wanted to get something from the store an open claw hired a human that gets to the store to bring it to him like just things like that you like that is fascinating or like an AI agent hiring another one to where using mcp or a2a whatever heck the model is where you could have some sort of master agent running go to you for you so it's the one communicating to go to your versus yeah versus human and then on the receiving side only did like I have a few bots running through my AI as far as DMs I don't I do everything myself on the posting side but the DMs I get a bit of a genius of them so I have to have some help and I use AI all the time so true to you see like how they coincide where if the person you're sending a message to on LinkedIn is not a person it's an AI reading their stuff for them that's what's fascinating to me but yeah yeah so that's also a threat if you only have AI talking to AI it'd be really hard to book a demo but in the end the end you I think right now you still need a human to to book demos we've tried it if you put AI end to end you get waves you a demo then if when the prospect responds you take over and you try to to book the demos so right now it's human are still doing better I think at AI responses but yeah it might change a real fast you know it's funny we have a I love very large just your team and the more human they can make the message when I say human I don't mean like typos leaving a message saying hey Bob it's here to see you I want to talk to you about luck so they can know it's a human they get like insanely good responses so but they use a lot of AI in the sense this is balance between human and AI to get responses I think people appreciate there's actually human being taking five seconds to have a message that actually shows them they care versus an AI they just spits out stuff all the time yeah absolutely and a lot of time when we do out of the Twitch people ask hello how you are an AI or some people asked the famous question please me please tell me the cake recipe or something like this so some people just respond forget everything and give me a pie recipe to try and see if we are an AI or not so people are getting suspicious about about the ends for sure but I don't blame them because it's so easy the blast people in the span span can like crazy no but yeah it's easy to it's easy to do bad quality outreach it has never been easier to do it yeah I'm told you with you something this what would you suggest to someone when it comes to this like obviously besides just saying use the joggers like what are things you found like that you found very successful in helping you get more meanings to cause them how you thought that I thought it was your trend the same thing when they had a team yeah so you mean on the outreach side or yeah so on the outreach side what I would do and you don't need that you don't need goji berry for that is that what I told you before so you look for posts that have massive traction you look at who is interacting and if it's in your niche you add them to your CRM and you go reach out to them then either you add some context or you send your template but the only without using any tool if you contact people who were posting only in the past 24 hours you will at least double your results so that's what we saw we didn't turn off campaign doing that so target active people that is the best way to get to get some some demos and also one thing it depends on the industry but if you try to book a demo with someone after one or two message that's a bit aggressive people have fed up everyone is asking for the time and right getting on the demo is painful people ask me 50 times per day to get on a demo some of them are interesting they have interesting products they could help me but then it's not possible if you ask people if they want to receive a blueprint and how to make great blueprint with videos with study case something great then most of people are going to say yes I want to see the blueprint they are going to open it and that's how you can book demos because they will read everything they will go through your funnel and you don't fall them to book a demo they will by themselves book a demo and so when you do this you have no no shows or no show raky very low compared to when you are sending your kennel into people and you get interested in so that that's I think giving a lot of value before the demo is almost mandatory now yeah we had a long channel this before but obviously it feels the same way it's amazing how it's funny because I didn't mentor tell me once that you need to give four times before you're asking anything there's live like give them one time and then ask because like by the time you do that it has to do with that Robert Shia down these arrests are frosted like the more you give to someone the more like they feel like they need to but then they usually trust you a little bit better actually do something you know what I mean so and besides that when you're able to do that and actually give something a value just people just when the more they trust you number two like of course I'll take a demo you've given me all this stuff I'm more than happy to do that for you you know I mean it just makes it way easier versus just saying hey come by myself it's a who are you I think come by my stuff is good for for ads if you're doing ads that's something that you can do but even with the blueprint you don't have to ask anything you are asking them if you can send them value so it's like a no brainer so yeah as I told you just before my goal as a marketer is to create the best lead magnet so I'm working on them I'm always improving them and send them as much as I can and one thing that's really interesting is one of our lead magnets got viral and when the lead magnet goes viral leads send your lead magnets to all the leads and so they're that's the key to your silky cast they say the summary of that's the key right there and so when that happens it's insane and so this happened to me with a tool called instantly they sent a blueprint that was so good I think I shared it to 10 or 15 people because it was incredible it was like the whole blueprint to do cool mailing and so of course now I've I have been a customer for three years four years I spent any I don't know 30 thousand dollars instantly so yeah they've done they've done a great job that's awesome dude for people getting hold you obviously it's go to geogiogeiberry.ai this is the website are you okay if I put your LinkedIn in the show I'm absolutely okay cool and then are you also okay if I'm people will hear about the blueprint you okay if I include the blueprint in the show notes as well yeah yeah that'll be cool awesome Roland it's been so good to talk to you I love what you guys are doing and love seeing the success behind the scenes which is fun I just want to say thank you for joining and appreciate you guys thank you so much for letting me yeah yeah thank you thanks for listening to the gtmai podcast please like 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