Create lookalike lists (BETA)

To build a list of contacts with similar attributes and behaviors to contacts in an existing list, create a lookalike list. Lookalike lists are generated by Breeze AI to help you find and reach new contacts based on existing useful lists.

For example, you have an existing contact list of your best fit customers. You can create a lookalike of that list to find other contacts in your CRM with similar attributes and activities that suggest they could be good-fit customers.

Create a lookalike list

To create a lookalike list:

• In your HubSpot account, navigate to CRM > Lists.
• In the upper right, click Create list.
• Select Lookalikes, then click Next.

• Select a seed list. This is the list on which lookalikes are based.
• Select a target size, ranging from Specific to Broad. This determines how many lookalike contacts will be included in the list. The narrower the selection, the more the contacts will be similar to those in the seed list. The broader the selection, there will be more contacts that aren't as similar. 
• To exclude contacts from being added to the final lookalike list, click the Do not include contacts from these lists dropdown menu, then select the lists. For example, you may not want employees or current leads added to your lookalike list.

• To expand the reach of your current seed list, you can include contacts from the selected seed list. Select the Include seed list members checkbox. If you only want new contacts (i.e. no contacts already in the seed list), leave this blank.

• Click Create lookalike. Your lookalike list will be generated based on attributes and activity of the contacts in the seed list. This will likely take between 5 and 15 minutes, but may take up to an hour depending on the number of contacts in your CRM.
• In the lookalike list, the Similarity column gives a percentage of how similar that contact is to the contacts from the seed list. At the top of the list, you can view the Average similarity across all contacts in the lookalike list.

• Once generated, you can edit the list’s name and settings or remove records from the list. Lookalike lists are static, which means contacts will not be automatically added or removed moving forward.

Once you’ve created a lookalike list, you can use the list in your campaigns. For example, send marketing emails or create targeted ads.

Properties used to identify lookalike contacts

To determine which contacts to add to a lookalike list, the following contact, associated company, and event properties are used.

• Contact properties:
  • Being worked

• • Create date
  • Days since creation
  • Days since first outreach

• • Days since lead stage
  • Last modified date
  • Lifecycle stage
  • Number of converting events
  • Number of notes
  • Number of page views

• • Number of page visits 

• Company properties:
  • Annual revenue
  • Create date
  • Days since creation

• • Industry
  • Lifecycle stage

• • Number of associated contacts

• • Target Account probability

• Event properties:
  • Ad interactions

• • Days since last email open
  • Days since last page view
  • Documents viewed

• • Emails opened
  • Events attended
  • Form interactions

• • Form submissions
  • Media plays
  • Messages delivered
  • Number of events taken

• • Page views