Video Overview

In the #16 episode of “The B2B Outbound Marketing & Sales Automation Series”, Dancho spoke with the CEO of Skylead, Relja Denić.

Relja’s goal is to help SDRs, Sales Leaders, and companies fill their sales pipelines, book more meetings and earn more revenue through cold outreach.

“Cold outreach is not dead. And it won’t be anytime soon.
In fact, it has the biggest ROI if you know what you are doing.”, says Relja.

Skylead delivers 5 solutions:

1. LinkedIn outreach;
2. Email outreach;
3. Email discovery and verification;
4. Image and GIF personalization &
5. Smart sequences.

They offer an all-in-one plan, or $100 per account/monthly. They also have a seven-day free trial!

Check them out here!

STAY TUNED for more success stories, tips&tricks, and awesome tools in the B2B Outbound world!

Speakers

Interview Transcript

[00:00:06.360] – Dancho – Hello and welcome, everybody, to another episode of the B2B Outbound Marketing and Sales Automation. My name is Dancho and I’ve said this so many times. But for today, I actually have a special guest. This guest is actually on the podcast, but also he’s going to also be on our Prospecting and Outreach Summit. It’s like killing two birds with one stone or whatever. But I have Relja Denic, the CEO of Skylead.io here from Serbia. So, Relja, welcome to the show.

[00:00:36.750] – Relja – Good to find you, as they say, in Serbian, though. But yeah, nice to be here.

[00:00:43.610] – Dancho – Well, I was actually excited to meet you because we have multiple collaborations together. And I do believe that you have a nice tool, that the automation that we need to share it with our audience. But we’re not jumping that fast. First, I wanted to give you the opportunity to show yourself who you are, how did you actually get to… I mean, you didn’t wake up one day and say, Okay, I actually am the CEO of Skylead.io so I was a bit curious to put some background to have a perspective.

[00:01:15.080] – Relja – Yeah, well, it’s a funny story, as they would say. Generally, I was a very long time in a volunteering organization called ISAC. I was there like five years and I was working there on multiple positions in vice president positions and etc. Which is a great organization, I would say, for students. So if any students are listening to us, I would recommend to join that other organization.

[00:01:41.200] – Dancho – Me too, because I’m also an ISAC alumni here in Macedonia. We also had it in it’s a great experience.

[00:01:46.520] – Relja – Yes, that’s awesome. When I finished with my experience in ISAC, I took a break of two or three months to just think about everything, what I want to do, and then started to search for a job, essentially, because I would need a job, as they say, after volunteering for five years, it’s time to make some money. So I started searching for a job and I applied for multiple positions, but I found about Skylead through essentially a friend. He told me about it. But I also saw a LinkedIn post about they were hiring SDR. And that’s how it essentially started. I came to an interview which lasted just like, I think it lasted 10 minutes, essentially, where they just told me, you’re in. And I didn’t even tell them about ISAC, which I’m very proud of. And I was like, let me tell you guys what I did in ISAC and etc. But yeah, the interview was very pleasant and very fast. They were like, We would like to have you on a, how do they say, probation work, essentially, of a week just to see if we’re fit. And yeah, that’s how it started. When I joined, in Skylead, we were in a small room that maybe it was 10 or 20, how do you say, square meters. They opened a door and the salespeople were essentially in four square meters, two of us guys.

[00:03:11.150] – Dancho – That’s like a closet.

[00:03:12.580] – Relja – Like a closet.

[00:03:13.300] – Dancho – This is your working space.

[00:03:15.090] – Relja – Like a closet, essentially. I was hyped because of that. I don’t know. I like the beginnings. I like to build stuff from the beginning. I like when it’s hard in the beginning. I’m crazy like that. But essentially, yeah, and that’s how I started. I worked as an SDR, essentially moved from that place when Skylead grew. And as Skylead grew, also my responsibilities grew in Skylead. I was working first as an SDR, then they switched me to marketing manager. After that, they promoted me to head of marketing. And in one moment, like before I became CEO, like two or three months, I was working with everyone and on everything, essentially. The only thing that I was not doing was developing, even though I studied software engineering. But yeah, that’s how I moved. That’s what happened. I was working on multiple things. They saw my contribution, I think, they saw my contribution in the company and they just offered me to essentially because of my also experience, because of my love of the tool, I would say I really love the tool and because my experience in ISAC that I managed a lot of people and did a lot of things there. I think they saw the potential and promoted me there. From there, I’m the CEO and still here. So I’m managing the company. The founders are still there, the two of them, but I’m essentially just managing the whole company. They are still part of the company. They’re just more on the developing side. I’m more on the business side.

[00:04:51.100] – Dancho – Nice. I’m curious, Relja, how much time it took you from the probation period to get into the CEO?

[00:05:00.230] – Relja – The probation lasted just a week. It’s something like that. I would say the first week was just to see if I understand the tool and etc. And then I had one month of real work, I would say, and then I was full time there. But it took around year and a half, I think, something like that. The company really grew. When I entered the company, it was nine people, I think, and we’re now 30. So it grew very fast. The founders did really good job before, but they were developers. They didn’t have that much of a managing and business side, which I gained, as I said, through ISAC. I worked in an agency before, so I had that experience. I worked in a done for you service agency. They saw the potential. A year and a half, I would say, something like that.

[00:05:50.310] – Dancho – But that’s a fast growth. That means that the Skylead is growing. It means that if it grow in that short time frame. I was curious to hear more about the Skylead. How is it currently positioned on the market? There are a lot of automation out there. From which angle it is positioned currently?

[00:06:10.970] – Relja – When you say angle, what do we offer? or?

[00:06:14.210] – Dancho – Is it a cheap service targeting solo-preneurs, entrepreneurs? Is it an expensive enterprise solution? Is it LinkedIn specialized only or it’s LinkedIn and email or other channels? Is it a Chrome extension or a desktop or… just from multiple angles, if you ask me…

[00:06:33.280] – Relja – Understandable. Yeah. Okay. I mean, we’re a cloud based solution. We started as a LinkedIn automation, but we moved into a multi channel approach. We added email outreach, so we have that part. We also added email discovery and modification, and we added the imaging gift personalization you can insert inside of email and LinkedIn. The company started at first as a very basic LinkedIn automation. It was always a cloud based solution. We never did extensions or desktop because of the ease of… At that moment, I think there were not a lot of cloud based solutions and, we were one of the first ones, I would say. But yeah, the main idea was just to have your computer that you don’t have to have your computer turned on because of the extensions and…

[00:07:24.117] – Dancho – Yeah.

[00:07:24.180] – Relja – Desktop applications that came after that. But yeah, the cloud based was always the idea and we’re still a cloud based solution. And yeah, it started like that. And we’re, as I said, a multi channel tool. And at the same time, the most, I would say, unique part of us, what we did was one year and a half, when we added that multi channel approach, we didn’t wanted to be basic and do it just into a straightforward sequence, I would say. We added the smart sequence as we call them. I think also some of the competitors took that name, which is also something in my mind very nice. We made the name for that approach. We added those smart sequences where essentially you can have, if else, conditions where our solution will make decisions based on the prospect’s behavior. That’s how we see it. That’s what we are right now. Of course, we are working on additional stuff and etc, but that’s what we are now. What we offer is for who our target audience is. I would say we are not enterprise. So as a cloud based solution, yes, we are probably a lot more expensive than an extension or a desktop app, that’s normal. But I would say it’s not a premium because I know a lot of tools that are like $300, $400 and etc. Ours is just $100 per seat. What I mentioned, you get everything for that price. There is no hidden costs or whatever. That’s what you get. When we target, essentially, we also have a white label option. We generally have agencies that do done for you service, but we also have regular Skylead users, which are small businesses, entrepreneurs, like one to two years old, the company is starting doing cold outreach, building their success, and etc. That’s most of our client base when we’re talking about Skylead users but yeah.

[00:09:25.750] – Dancho – Nice. That means that BizzBee is your target audience because we are a done for you agency, so we should discuss about the white label after this.

[00:09:35.920] – Relja – Yeah, if you’re interested. I know depends what your business model is, but yes. Of course. 90% of our white labels are done for your service, but we also have resellers or some amalgamation that they made and that works for them. But yeah, most of the time it’s done for your services.

[00:09:56.310] – Dancho – Nice. Well, you’ve mentioned a lot of features from. Database building through outreach, LinkedIn, email, and the Smart Sequence, which I really wanted to dig a bit deeper into. Maybe instead of talking in theory how it works, maybe the best way forward is if you can just share your screen and give us, behind the curtains, how actually Skylead works, how you set up an automation, how you execute it. So actually everybody can have a look on how it works.

[00:10:27.190] – Relja – Yeah, let’s do it. Let me share the screen. Awesome. So yeah, this Is Skylead. This is when you log into Skylead, you add essentially your account. That’s the benefit of being a cloud based solution is essentially you can have one dashboard where you can connect multiple LinkedIn accounts or email accounts, depending on what you want to do. But you can connect multiple… Like your sales team, you have a team of 10 people, you can connect all of them and you can easily, as a sales team leader, check out what is going on with their accounts. So that’s why cloud based is one of also benefits that we offer as a cloud based solution. But let’s check out how the dashboard and everything else functions. So we go to my account. This is the first thing that is here that you see. And it shows you all of the connections you sent out, profile views, total replies. It’s essentially a dashboard where it shows you the analytics of each campaign.

[00:11:33.060] – Dancho – The reporting.

[00:11:33.800] – Relja – Yeah, the reporting. So it shows you everything that you can see. But let’s first move like I would like to show you mostly how we build a campaign because that’s the main idea of Skylead. To automate your sequence, to automate your outreach, so you can essentially focus more on the closing part. So we go here, create a new campaign. And what is called with Skylead? We offer six different types of campaigns as we like to call them. And we integrate with different types of LinkedIn, I would say, where you can generally create a regular LinkedIn search result. I can show you something. Let’s create something like sales. I’m just going to create some basic search, nothing fancy. We go here and let’s say I’m happy with the search result I created, but of course, I can narrow down the search. I can do create my ICP here or whatever. Depends how you target, of course, on LinkedIn. You copy the link, you paste it here and you can, of course, name the campaign. Again, it’s up to you who you’re targeting here. So you create your own search here. And yeah, it’s a regular one. We also have with sales navigator search, it’s the same principle. I don’t know. I can get it.

[00:12:55.600] – Dancho – The URL.

[00:12:56.180] – Relja – Yeah, it’s the same principle. So we just create… Just let me move this interface from Zoom. It’s a URL. We create a list of leads and we just go like, Who do we want to target? Again, we generally advise our users to use sales navigator as I’m sure you’re aware, sales navigator offers a lot more filters, better targeting.

[00:13:18.590] – Dancho – Different league.

[00:13:19.420] – Relja – Totally different league. If you’re doing sales, I think Sales navigator is the way. I’ll just create something like, let’s say, 1 to 10 and let’s say sales person. So the idea is when you’re happy with the search, when you’re happy with the… When you narrow down the search, you just copy the URL and you do the same. We also integrate with recruiter. I forgot to mention, we also have recruiters on our platform. So we also have one of the white labels is a recruiter agency, essentially, and they’re reselling it also to other recruiters. It’s very different, I would say. But yeah, we also integrate with recruiter because LinkedIn is also essentially very good for recruiting. A fourth type of campaign is a CSV campaign where you can import the CSV. And I would say this is where you have the most flexibility because you choose directly which leads because you put URLs of the profiles, you put emails that you want, and you import into Skylead. But what is also awesome with CSV or import campaign is you can use placeholders, your own placeholders. I know that some tools don’t offer this.

[00:14:33.033] – Dancho – Variables.

[00:14:33.420] – Relja – Variables, yes.

[00:14:33.820] – Dancho – Not just name so you can add even custom variables.

[00:14:37.560] – Relja – Yeah. So let’s say an ice breaker that I want to write to everyone. A different ice breaker. So that’s something that we do in Skylead. Our sales team does that in some of the campaigns where we create different ice breakers for each person where they just think it’s not automated, but everything is automated, essentially just changes the variable depending on the person. We hyper personalize there. Post engagement is also a very nice campaign because it depends on the sales. You need to know what to target and how to do it. But for expanding your network just to have more connections, it’s very good because people who like on LinkedIn something, like, let’s say they like this post, and I can target all of these people here who like this post. I just copy the link and paste it into Skylead. Again, it’s a very lucrative and very great thing to do because people who like something on LinkedIn, they’re probably active on LinkedIn. So they will probably accept your connection more regularly than somebody that’s not active on LinkedIn. And we have leads list that’s in sales navigator where you manually put your own list.

[00:15:51.850] – Relja – Let’s just name it test campaign or something like that. And you can select again the degree of connections you want to target from the search. We go next. And you have some additional filters here which can help you just additionally filter out the campaign, create different search results. I would not go over this. It’s not that much important, I would say. The only thing is collect contact info, which is a really great thing where you can just… I generally have this always active, our sales team always has this active because we can scrape their LinkedIn profile for their phone number, email, Twitter, website, if it’s publicly available. So we scrape that if it’s possible. And yeah, we go to the main thing, which is the sequence. You can choose from templates. We have some templates inside of Skylead, or you can create from scratch your own template and create your own smart sequence to create that approach that you want. So let’s do that. And yeah, this is how it looks. You have actions on the right side and you have your sequence builder. Yeah. So essentially what you can do is, let’s say we want to connect…On the first step, you just connect with the lead source. This is your start. And again, you can personalize your approach with basic personalization, I would say. So something like first name, so Hey First… Sorry. Yeah, okay. A little bit lagged out. So Hey First Name… I don’t know, let’s connect. It’s something very basic but you understand. You can use… I don’t know why it’s a little bit lagging here. But yeah, you can use variables, first name, last name, current company, and etc. So we have some additional variables that you can use. And as I said, from CSV campaign, you can import your own variables that you can write out. So I don’t know how many people know, but there are also AI tools that can create first liners for your, like, Lina AI, SmartWriter, and etc.

[00:18:01.270] – Dancho – We did actually interviewed too Relja, AI for introduction automation, and we already have recordings on that as well.

[00:18:10.960] – Relja – Okay, great. Then you can combine those tools with us, essentially. Those are awesome tools. They, of course, have sometimes errors, which is normal, but 99 % of the time they’re very correct. You just need to manually check it and import and it provides great results. So yeah, we have that. What we also have is we can select… Let me just move again the Zoom interface. You can also put the time frame when you want to send the connection. So let’s say after two days, I want to send this connection. Sorry?

[00:18:49.880] – Dancho – This is setting up delays between the two.

[00:18:52.110] – Relja – Delays, yeah. And again, what we can… Let’s do… This is the moment what we’re waiting for. I showed you actions, but what I now can do, what we can do for Skylead, and this is the main thing of the Smart Sequences is I can put those conditions. And I can essentially… This is the pain point we wanted to solve here because what happens most of the time, somebody doesn’t accept your connection, but you maybe have their email, or maybe you don’t have their email, then you want to do something else. So this is a moment what we wanted to do is insert a condition and just split the sequence depending on the behavior and actions the lead takes from here. Let me switch just to light mode. So essentially you have a condition here. So I’m going to check, let’s say after three days, I want to check if I’m connected with the lead. And if I’m not connected, I’m going to maybe, let’s say, try to find and verify their business email. What also Skylead offers, we can try to find and verify the business email of a person. We gather the data from LinkedIn and just try to find it for you. So let’s say after one day and one hour. After that, on the positive side, I can tell something like, I want to send a message. That’s how it works. That’s the main idea. So you can only imagine I can enter a condition after this. If they maybe have a verified email, like, we have that condition here. So if I put that condition here, I can again create another condition. So I’m splitting the sequence even more. When we first launched this Smart Sequences and I first created my first sequence, it had I think 70 steps inside of it. I went nuts. I mean, if it works for you guys, you know you can do it. We generally look from not to overcomplicate, but we have some clients that have very massive sequences that make sense for their business model, which is totally fine. But yeah, we generally use conditions like to just split the leads in different sequences. And yeah, so one lead may accept your connection and then you move to LinkedIn. The other maybe doesn’t accept. You find their email and you try to write them an email.

[00:21:25.930] – Dancho – Yeah. And Relja the majority of the elements are within the domain of LinkedIn and email, right?

[00:21:33.520] – Relja – Yes. I forgot to mention. Actions that we offer is view profile, invite to connect message, email message. We offer email messages, free and paid emails. Essentially, I don’t know if users know, so I’ll just tell them that what LinkedIn offers is to some users, you can send them a free email. Sometimes it offers that to somebody if you’re sending an email, but you also have credits for paid email. With us, you have both, so you can activate to send also paid emails if you wish. So essentially, you can do that also. We have follow on LinkedIn. Another way, maybe a touch point that you want to have, email message, that’s email. And find and verify business email via your source. If you upload via your CSV file the data, we can verify it or we can verify it via LinkedIn. If you have their LinkedIn profile, we just enter through their LinkedIn and verify the business email. We also have condition. Custom condition is essentially a mother board of everything. You can combine multiple conditions into a custom conditions and it’s something for advanced users, I would say. But when you master that, you essentially can cut out a lot of steps and create even better sequence and better understanding. But we also have conditions like if connected, if email is open, if has imported email by your source, so that’s via CSV file or API, if has verified email by the platform, if free email, so this checks the profile if it has a free email. So essentially, another step that I can enter here is maybe like a view profile. I’m not now entering any data just to be fast on this.

[00:23:22.960] – Dancho – Yes. You can configure each of these elements with the properties.

[00:23:27.330] – Relja – And I can just check if they have a free email. And essentially, I managed to create a sequence where I’m targeting on multiple channels or message types. I’m trying first to connect on LinkedIn and then try to send them a message, email message. And then if I have nothing else, I try to send them email, which is something that we generally do. We create something similar to this sequence and we saw a lot of success on emails when we use it like this. So that’s the main idea. That’s how it works. Something that I also forgot to show you is the add image type where you can personalize images and enter. I maybe also have some template here that I can show you. So essentially, this is one type of the imagery we had from before. And as you see, I took a picture and it takes my profile picture from LinkedIn, profile picture of the lead, and I can put text with variables if I wish. And essentially, I’m automating, again, images in a massive scale, so it looks even more personalized. Again, me personally, I use them when I connect with people and they respond positively. That’s how essentially it works from the Smart Sequence perspective. That’s from this part. I don’t know if everything is clear. If you would think maybe some questions we would go through here.

[00:25:01.420] – Dancho – No, but this was actually really nice, really showing up how instead of just sending invitation, then message one, then wait two days, then message two, then two days, then message three, you’re actually having alternatives like try to connect. If you fail, try the email route. Or if you connect and if you send one or two messages and you don’t get nothing, you can mix then send an email, then send a LinkedIn message. And that’s how you can evolve it into a more sophisticated approach. And of course, the more sophisticated, the better result is going yield.

[00:25:35.020] – Relja – Yeah. As I said, the main idea was just to combine and provide everything inside of one tool because you can do all of this with Zephyr and programming, but it would cost you a lot and you need a lot of knowledge. That was the idea where we wanted to combine multiple channels. We want to add more, of course. But for now, we have these two, like email and LinkedIn. But that’s the idea because this is something that a lot of sales specialists do, essentially. But the ones that have good knowledge of Zephyr, like agencies that have the best results, like that we spoke before, they told us about this, like how they were using Zephyr and different codes and connecting multiple tools. That’s the idea, just to make it easier for the user to have everything under one tool and just manage it under one tool.

[00:26:26.140] – Dancho – And Relja, once you launch the campaign with this, I don’t want you to start the campaign, where are then the answers? You have the inbox here within the two.

[00:26:35.090] – Relja – Yes, we have inbox here. So essentially, we have…

[00:26:41.660] – Dancho – Because you explained the planning stage on how to find the filters, how to set it up, how to do the smart sequencing. And then, of course, you’re going to press the start button.

[00:26:52.380] – Relja – Yes.

[00:26:53.170] – Dancho – Then from there, people will start hopefully responding to your campaign, which is the main goal.

[00:26:58.060] – Relja – Yes. You see the campaign. If we started the campaign, you would see on the dashboard that I show in the beginning. But what I forgot to mention is, yes, when you start the campaign and how sequences work, I mean, it’s very same, it’s 99 % of the automations of all other sales automations. The sequence is going until the person answers to you or the campaign ends for that person. But what we also, as you said for the inbox, what we also thought about is LinkedIn’s inbox is very… When we started, LinkedIn’s inbox is very, I would say, confusing. We just wanted to combine everything under Skylead. So you have LinkedIn and emails are shown here. You have everything under one inbox, so you can communicate easier and just see who you’re responding to. But you have the inbox here and you have the profile of the person, their title, the name of the company, the name of the campaign. This is the publicly available data of this guy here. But we offer like that. If it’s publicly available, you can leave it notes. It’s small CRM. I would not call it a CRM because it’s not a CRM, but it’s a very simple version of a CRM because you can…Sorry?

[00:28:08.050] – Dancho – It’s a tool to help you actually. It’s a tool to better manage the leads as you start.

[00:28:12.150] – Relja – Yeah, because on LinkedIn, as I said, email’s inbox is okay, but LinkedIn’s inbox is not very okay, I would say. What we also offer is, you can mark on red or have conversations, but you can create filters. I have different filters, not filters, sorry, labels, different labels and just label the person what you need to do with them. That’s something that we offer. You can create your own labels. It’s up to you. The other thing that is also cool is you can return each lead back to the campaign. This guy answered to me. What I can do is just if I click on this button, I would return him to the campaign. I can even choose on which campaign I would do it. That’s something that we also…

[00:28:56.410] – Dancho – Many times the answer is just like this interesting. You can just bring them back to the campaign with the first or second message.

[00:29:02.620] – Relja – Yeah. I mean, on my profile, I don’t sell that much. It’s more about connecting. But yeah, that’s something that essentially is happening. If you need to return for some reason, the person, if they answer something generic, it’s a good thing to do. The other thing is you can filter out labels. You can filter out the conversations by labels. You can filter out by channels. If you want to unread messages, all channels of campaigns if you wish. Also something that I really love because when I worked in Skylead in the beginning, we didn’t have this feature is save the reply. So essentially when you’re repeating the same answer, questions.

[00:29:45.220] – Dancho – The answers are actually frequent.

[00:29:48.040] – Relja – Frequently answers, yes. We offer that inside of Skylead with variables, so it’s changes for each person, so you don’t have to copy and change the name of the person and etc. So it’s as I said, we try to give you a lot of freedom and at the same time, we try to take off the workload of you. So those saved replies just to not use Google Docs or whatever you’re copying those answers from. You can just import them inside of Skylead and use them.

[00:30:19.460] – Dancho – Nice. Usually, you actually touched on this topic, but I wanted just to reassure, you mentioned that you have a lot of partnership opportunities. So if you can tell us a bit some short insights on that part as well.

[00:30:32.680] – Relja – Yes. So as I said, we offer Skylead for regular users, which is just $100 per user per seat. Of course, there’s discounts if you buy multiple, but that’s one type of business model that we have. And the other is the white label option, which is something that we offer to anyone who has 10 or more accounts on Skylead free of charge. So we take Skylead and we just rebrand it as your own tool where the user cannot see anywhere Skylead. We didn’t mention Skylead. So it looks like you developed it on your own. And so if people are interested in that part, we have a link on the website on our white label page where they can book a call with our salespeople, talk about that. But we offer the white label partnership. So that’s how generally it functions. We also have affiliate. If somebody wants to resell Skylead, they can do also that. So that’s three types of ways that… I would say two types for agencies or resellers, but yeah, that’s our business model. Essentially, that’s how we work from regular Skylead users, white labels and affiliates.

[00:31:50.450] – Dancho – Now I know why you’re growing that fast because you actually use any business model available as long as it adding more subscribers to the platform.

[00:31:59.430] – Relja – Yes. In the beginning, we didn’t have the white label options, but when agency came, we just saw the opportunity. They were asking us to develop and resell the solution. We were like, Why don’t we offer the white label for them? And essentially, Skylead was built on white label mostly. But in the beginning now, it’s like 50 50 I would say, like 50 white labels, 50 Skylead users.

[00:32:26.120] – Dancho – That’s going into the future. And actually, it’s connected with my last question, Relja, is that where is the Skylead headed? You have two channels. Are you going to go into more channels or are you actually going to go more deeper into the LinkedIn and email? And 2023 is ahead of us. So we’re just curious, what are the upcoming plans of Skylead?

[00:32:49.120] – Relja – Yeah. So generally, in this year, we focused a lot on results, especially on LinkedIn, to provide even more connections to send. We offer to users to send now 700 connections per week. That was something that we focused on to create and we managed. And we were focusing mostly on results, also like paid InMail’s, and etcetera. And the next year, again, we’re again focusing mostly on results, again, because that’s something that I think is mostly important to the user. Something that we’re already focusing that I can tell you guys is we’re currently working a lot on the email part just to perfect that part to offer it essentially the same as any other email automation tool. We will offer warm up of emails. That’s something that is in the future. And we will offer three different plans probably in the future. So the users can just pick what they want to do. But the idea is to add additional channels, something that we’re currently looking, I mean, we didn’t start developing or whatever, but it’s called calling an SMS. So that’s something that a lot of users are asking and we want to just see how to implement it. The hard part is that probably cannot be for now automated fully. It will be a manual test, but they would probably like to see it. Yes.

[00:34:17.010] – Dancho – The SMS can be automated.

[00:34:18.970] – Relja – The SMS, yes. Sorry, SMS can, but cold calling. Yes, that would be harder. So those are the channels that we are for sure going to move. We’re going to try to move into 23. That’s something in the future. But mostly currently, we’re focusing on email just to perfect it and just the cranking up the LinkedIn just finishing because on LinkedIn, I think we almost did everything that we can. Now we’re just doing we’re focusing on email. When we finish with that, we’re going to focus on another channel. We want to perfect each channel and just move to the other. I mean, of course, if some changes come from LinkedIn, they offer something additionally. Of course, we’re going to do it because LinkedIn is a gold mine if you use properly.

[00:35:01.280] – Dancho – True. Relja, I would really like to thank you for coming to the show. I hope that for all the listeners out there, they can go to the Skyleadl.io. Do you have any free trial on the website that they can just give it a try?

[00:35:19.140] – Relja – Yes, we do offer a seven day free trial.

[00:35:22.110] – Dancho – That’s perfect. Because after watching the videos, they can log into Skylead for free as a free trial, play a bit with the sequencing and how it works, if then else. And of course, if they like it, then they can continue using it. It was really nice meeting you, Relja. Thank you again for coming on the show. And for everybody out there, we continue looking on finding the best tools for you guys and showing to you here because, yeah, this can save you a lot of effort if you ask me. That’s all I had for today. Do have a great day and talk to you soon.