Picture this: you're a sales rep, and you've just found the perfect lead.

They fit your ideal customer profile like a glove. You want to reach out to them. There's just one problem - you don't have their email address or phone number. 😔

You try your trusty data vendor, but no luck.

No email or phone found.

Sound familiar? It's a common struggle.

You've got a list of promising leads, but your data vendor can only provide contact information for a fraction of them. It's like fishing with a net full of holes.

But there's a solution.

What if I told you there's a secret weapon that the fastest-growing B2B companies use to maximize their lead enrichment coverage? A technique so powerful that it's quickly becoming the new industry standard?

Enter: Waterfall Enrichment 🌊

Your Sales Funnel Is Leaking

Having a bad data vendor is a huge drag on your business. Here's why:

1. You spend time figuring out your persona.

2. You build a list of leads that fit your ICPs (Ideal Customer Profiles).

3. Now, what happens if you can't find the contact information for... let's say, 40% of your leads?

4. If you want to contact 100 prospects, now you need 250 people on your list. You have 150 potential customers left uncontacted.

Here's another way to look at it:

Sales is a funnel.

And each lead without an email or phone number is a leak in your top-of-funnel.

What The F*** Is Waterfall Enrichement?

It's not rocket science.

Instead of relying on a single source, you use multiple data providers, one after the other, until you get a result.

Here's how it works: when you're looking for a lead's phone or email, start with one vendor. If they don't find it, ask the next one. Keep going until you succeed.

Basically, the workflow looks like this:

(notice the lovely waterfall shape 🌊)

Interestingly, data vendors' databases rarely overlap. So, if Apollo can't find a lead's contact information, try Lusha. You might just strike gold.

That's the power of waterfall enrichment. It's simple, effective, and can significantly boost your lead generation efforts. Give it a shot and watch your lead database grow.

The 4 Benefits of Waterfall Enrichment

1. Contact More Prospects (Grow Your Top of Funnel)

Waterfall enrichment helps you contact more leads. By using multiple data providers, you'll have a wider pool of prospects. No more incomplete lists or missing potential customers.

2. Perfect Coverage, Whatever the Market

Each provider has their own specialty. Apollo is good in the US, ContactOut is good in the UK, and Datagma is great in France. Some are only good for bigger companies, while others focus on specific job titles. Instead of worrying if you have the best provider for the job, use them all.

3. Outperform Your Competition

Using less popular data providers might give you access to contact information your competitors don't have. This means you can reach out to prospects who have never been contacted by a competitor. Less competition, more opportunities.

4. Laser-focused Targeting

Instead of broadening your criteria to find new prospects, keep your targeting specific and still expand your list. Have your cake and eat it too.

The 4 Reasons Why You Shouldn't Build a Waterfall Enrichment Workflow Yourself

You might be tempted to build your own waterfall enrichment system.

Don't do it.

It's not worth the hassle. Building a waterfall enrichment system in-house will cost you:

Time:

Expect to spend at least a week on development, just to build it, and a couple of days a month on maintenance. That's $1,000 to $10,000 in employee salaries.

Money:

Because a waterfall enrichment workflow has a lot of actions, if you're using Make or Zapier, you can easily end up with a monthly bill of a couple hundred euros, just for this. Plus, because your contact enrichment will be spread out to multiple providers, you won't have any meaningful discounts, increasing the cost to enrich one contact.

Headaches:

You will have a lot of subscriptions, billing, and credits to manage. Your system can break anytime a provider updates their API, you run out of credits, or hit a rate limit. Prepare for constant maintenance.

Quality:

Because this is not your full-time job, your in-house system won't have as many data providers as a specialized platform. Expect lower enrichment rates.

Save yourself the trouble. Use a purpose-built waterfall enrichment solution like FullEnrich instead. You'll get better results with less effort.

FullEnrich: 1st Waterfall Enrichment Platform

Instead of buying multiple subscriptions to each service, FullEnrich is the only platform you need to enrich your contacts with:

• Professional email addresses

• Direct phone numbers

The twist is that with one subscription, you get access to a curated list of 15 B2B data sources to cover all countries, company sizes, and industries.

This combination of multiple providers allows FullEnrich to have the best enrichment rate on the market.

Each email is verified, and if one provider sends us an invalid email, we don't charge you any credits and continue enrichment until a valid email is found. This allows you to have better coverage while maintaining high-quality data.

Getting Started with FullEnrich

Pricing: You can try FullEnrich for free. You get 50 Free Credits when you create your account. The first paid plan starts at $29 a month.

You have 3 ways to enrich your contacts using FullEnrich:

1. Using a CSV file (or any spreadsheet file)

2. Using our LinkedIn Chrome Extension to scrape Sales Navigator

3. Using Zapier (or our API)

Quick tip: Every plan includes Sales Navigator Exports, but the Pro plan allows you to have unlimited LinkedIn Exports.

1. Enriching a list of contacts (CSV):

1. Select whether you want to enrich with email, phone, or both phone and email.

2. Upload your list of contacts

3. … Your leads are enriched with emails and/or phones

2. Sales Navigator Scraping (Chrome Extension)

1. Search for contacts on Sales Navigator

2. Select whether you want to enrich with email, phone, or both phone and email.

3. Automate enrichment with Zapier (or API)

Build your workflow with Zapier

Or automate using our straight-to-the-point API.

Real-life example with Guideflow: +37% sales pipeline increase

Guideflow is a software company that sells an interactive demo platform. Their go-to-market strategy relies heavily on outbound sales to drive growth. But the team was struggling to find accurate contact information for their ideal prospects.

Geoffrey, the CEO, explained the pain: "Before using FullEnrich, we only had phone numbers for less than half our leads. Our ops team wasted tons of time on contacts our Sales team couldn't reach."

That's when Geoffrey discovered waterfall enrichment. After evaluating options, he chose FullEnrich. "It was a game-changer," Geoffrey raved. "Now we find phone numbers and emails for over 85% of our leads across all data sources."

The impact on Guideflow's sales pipeline was dramatic. "Thanks to FullEnrich, our pipeline grew by more than 37%," said Geoffrey. "We tried lots of tools for finding contact info, but FullEnrich is hands-down the best. Their waterfall approach ensures we never miss a lead again."