Columbus marketing playbook: Get leads from communities, without hard-selling (1hr+ of marketing lead gen-work)

Kind: captions Language: en Free audio postp production by alphonic.com. Hey there, I'm Andy and you stumbled across my channel where I teach you in public exactly what I'm doing, everything I'm doing to build a millionoll revenue marketing services empire right here in Columbus, Ohio. If this is your first time to the channel, first of all, welcome. Um, I have multiple businesses which I'll explain here briefly. One is my design studio which does web design and SEO for B2B healthcare that generates between 10 and 30k per month fluctuating and has generated a little over 350 in lifetime revenue. Second business is my newest one the Columbus marketing organization which is the premier job board event and community for the Columbus marketers right here in the city that I live. And the third and final one is my podcast which has been active for almost 3 years and has 180 episodes and is the thing that I love doing most. So, and as you guys have seen this kind of fuels both of these endeavors is kind of the bisdev sales method that I've used to scale both of these. Uh today's topic um if you guys are new to the channel is we're going to be talking all about lead genen. So, I'm just going to I've got a little under about an hour before I have to go to an agency owner's brunch here a little before 10 and I'm going to do my lead genen work. So, uh yesterday we talked about this funnel in terms of how you allocate your time uh in terms of the priority that we assign to each of these. The first thing you should be doing every day is following up with warm leads, active conversations, follow-ups, and inbound. Those are high priority and speed to lead is incredibly important if you want to uh slow accelerate your sales process. Second, after that, after all of this is finished, we then move on to colder conversations, non-timebound follow-ups, and then outreach through Disney customers. And the third one is cold conversations, content, and communities. As of today, I don't have any of these to finish up on. I have a few perhaps LinkedIn messages. And yesterday I didn't get to all of them. But what I want to do is respond to all LinkedIn messages that are inbound and people that are waiting on my responses. So I can just clear that inbox because those are people that are waiting to hear back from me. So that would be the most urgent in terms of my priorities. Next up would be we did just join a community in circle for healthcare related folks. So there could be some ICP within there. I'm in multiple communities if you guys are new to the channel and I have several that I can engage in that are potential customers or referral partners. So, check me out on those relationships and then we'll move on to the colder side of outbound after we've talked in checked in on all those and checked those boxes. I don't have any emails to get back to. We're still waiting for a few responses from see literally just I'm thinking we get another inbound. So, Um yeah, so u we'll check in on that here shortly. But that's going to be my outreach for today and I'll take you along on the journey. I do have some video outreach to send. I might send three of those as well that require some logistical constraints with the the camera setup. But if you look at my our pipeline here in folk, we do have several new ones that we could send video to. We did have a response from a potential lead via LinkedIn that I sent a DM to yesterday through the video outreach. Uh we still have five more in our pipeline to send. We actually end up sending this yesterday. So we have six outbound video DMs. We have one response that I need to send a followup to. So I'll send three of these today. That's been my goal. And without further ado, I'm just productively procrastinating. So let's start with LinkedIn and then move on to the others. So response from Matt here. Hey Andy, get to hear from you and love the video idea. I think it's a pretty comfortable way to do follow-ups and saves everyone a long email. Thank you. Still in flex here in the website project remain st. You're still on our list potential vendors when the time turns to turn back on. Good. Speed delete. Got a laughing face emoji. Shrugging emoji completely understand, dude. Let's keep in touch and I'm Let's just keep in touch and keep being a boss at what you do, beard. I'll reach back out in a few weeks. It's obviously not exactly what we wanted to do here, but that's okay. Um, that's a bummer. I had really high hopes for that one. But yeah, so that's a little bit colder in the pipeline. I go back to folk. I do have them at sales. They aren't there any projects, but I do have multiple pipelines. They've actually been proposed to. So I need to move them back. Move them over to the follow-up stage. So here's another one I could check up on. Center point. That's actually a good good check in. Center point help. So, Andrew is This is why you guys have this. This is why you got to have a CRM, guys. Andrew at Champion Sydney Media. Um, compose. This was someone that approached us for a website project about 6 months ago and we ended up putting together a proposal to the video agency to collaborate on a a website project and did not go through but he said it was just a constant process of putting it back. Um, but what I want to do here, something that I've learned is that I've seen emails get a much better reply rate if you have lower caps in the subject line. I think that's because it kind of lets people's guard down and it doesn't come across as perfectly articulated spam. Kind of like if you were to be more laid-back in your language in general. So that Hey Andrew, exclamation point. Hope things are well appeared. I saw a crazy random timing comment, but I literally just yesterday I saw a video of D's cruise pop up on my feed and it made me think of you. Period. Two things. One, how can I be helpful on that front? Mark, I'd love to either see it in person or share the visibility in any way that I can. Period. Two, period. Just wanted to officially just wanted to get full clarity on the loop with Centerpoint Health with the Centerpoint Health Project dot dot dot. Is there anything I can do? What can I do to engage them for the website project? Is that totally stalled or should we keep that on our radar? playing some game. Laughing face emoji. Laughing face emoji. Looks like you guys are crushing at exclamation points. I appreciate all you do, my friend. Period. Keep being a boss. Couple of general rules here. Is there any steps? Couple rules here. Always lead with value. So mentioning how you can support them. How can you support his current endeavor? Him and his friends started a like an adult party company kind of like what Mr. Beast does like it's all in one warehouse and they get in multiple guys. They charge by the hour and essentially play yard games which is pretty cool. So always the value before making the ask and make it as easy as possible for him to do so. So hitting send reconnect happy Friday laid back killers. All right. I wouldn't check my strike data. and always just feels nice to hype myself up for some of our our biggest months and look in the past. Um June 2025 is our best uh 23,000 and this is just through Stripe. So a lot of our payments come through a which Stripe does not track unfortunately. So it's been a little bit I wish there was a more rewarding version of this but I do track everything in Notion and uh our revenue agency revenue to date 350K which is pretty neat. So, keeping it accelerating on that front. We're going to have more recurring revenue coming up here shortly. And I need to get my client hide. I need to This is my lead genen dashboard where I've been tracking everything. And it's been I want to have it maybe either sync to the LinkedIn API so it automatically updates based on how many outreaches I'm sending because it's so it's too manual of a process. And I can I can do it if I have it in like a separate tab, but I need to do a better job of like tracking these cuz I spent a lot of time vibe coding the system. And uh yeah, so next up we have our pressing immediate followups taken care of. I'm going to move on to Chelsea Castle's like five post. Um, that's I posted about here who today. Uh, this one, this is the guy I sent a video DM to. Hey there, Andy. Nice to meet you and happy to connect. Uh, lead response live time also. Crazy timing also. Comma, I just sent you an email. Smiley face. for set. So, this is a guy I sent a video DM to. It's great. So, I sent a video DM to him yesterday and I went through hell and a half to find his email because it's JJ um at company domain honest thoughts. Boom. I sent him a video DM right here. Personalize myself. So, this is good. It's so good to have touch points on multiple platforms. So, connect with them on LinkedIn. Send them a um warm intro. You say, "Hey, good to be connected." Now, I have your email. And now in that email I can say, "Hey, what can I put on LinkedIn?" So we already kind of have a little bit of rapport building there. And if you're in conversations on multiple platforms, I have found that to be effective and I do recommend that. One other thing I want to show you guys before I continue to clear out the DMs here is I use the LinkedIn Voyager API and I calibrated it with a quad code. There's a project here in quad code locally on my system and it built a healthcare ICP list, a CSV here and um it can send 30 connects a day automatically. So all I have to do every morning is say, "Hey, go ahead and send our daily connection requests. I'd like to send 30 today from the healthcare ICP list. Send those right now." And Whisper Flow was being a booty hole today. Nice. Great. There we go. The only caveat here is that it actually uses Chrome as its, you know, robot browser. So we have Chrome open. it can actually go in and make some of those updates. Uh, this is the CMO website, by the way, guys, which I'm pretty stoked with. I still have some small design refinements to do here, but um, yeah, love the brand, love the website. Also, next week is a big week for us because we are hosting our first ever Columbus Marketing Organization, agency leaders lunch club. So, we have 17 confirmed attendees. One declined. Allison is going. She told me that she was. I think Alison. Yeah, Alison's going. She told me that she was. Nia is going. Max may not be going. I have to follow up with him. But Evan here is bringing four people. So, we're going to have like 25 people at this thing, which is pretty freaking baller. Uh, starting next week, I ordered customized cards that I'm going to give to everybody. I hired a photographer as well to take photos and videos. And it's at this place called New North Market, um, Bridge Park. And I love this location. Love this venue because a I don't have to pay for food. Everyone gets their own food, but essentially it's like a large open area, lots of tables where people can get food from any of the vendors that they want. So, I don't have to worry about that. And we can all just meet at the table. It's kind of like a cafeteria, but less shitty and with actual good food. And yeah, I'm super stoked about this. So, the promise of the event, which I was very diligent on not overpromising, is the just a site I built for that guy. Um, promise of the event was as follows. Welcome to the agency leaders watch an invite only relax midday meet up for Columbus agency leaders and agency adjacent folks. Pick up for the market. Pull up a chair. Spend an hour with Columbus agency folks. I said folks twice. That's kind of weird. But anyway, added everyone to here and I'm looking forward to meeting them. Curating a great environment for people to meet each other. Being a connector that's going to do a lot for the brand reaction to our company update. She says heart. Okay, good. Amazing. Perfect. Okay, LinkedIn, stop. Um, hi Andy. Sorry for the long delay. I've been traveling and getting my kids ready to No apologies necessary. Exclamation point. This is definitely a hectic time of year, period. Damn. I hate I hate LinkedIn when it does this [ __ ] Look at that. Okay. Next week. If this easier, feel free to throw a time and a location on this calendar. Period. I can do pretty much anywhere in the Columbus area. Period. I hang my hat in Clintonville. Period. So meeting. So these are this is another directionally lead generating activity is inerson meetings. I'll look up what this lady does. I don't quite remember but she's a marketer. So she should either be a she could either be a customer of the Columbus marketing organization, pay for a mastermind, something like that, nurturing those relationships, or she could also be a referral partner for website projects. So that's the good thing is that once you start to build authority in a niche and you have multiple offerings people at different stages and different personas, you can really start to dominate that niche once you have grab and grabbed a hold. So really if I target marketers in general, I actually have multiple opportunities to sell to them and to become partners. So that's my broad approach with this. And like I said, you can't I can't overemphasize the value of just knowing more people and adding value to more people. So, in a meeting like this, I would try to be as helpful as possible. I need to set up a routine here for my inperson or a whisper flow script for my inerson meeting and person booking types in person meeting with Andy. Boom. We need to set up a snippet and whisper flow for that. Puff here. Ready for this magic? Coffee link. Okay. So, what does Megan Whmers do? Senior marketing leader. High impact marketing meets heart-c centered leadership. So, someone like this has uh avenur not sure. She has past experience a senior marketing manager at Cardinal Health. and biotechnology research. Yes, this is a healthcare company. So, good ICPs on multiple levels and someone like this in general who has, you know, decades of marketing experience, you know, like they're going to be a well-connected person. They're senior senior leadership. They're always going to be able to make intros to other people for us. So, this is a great great connection for us and I'm thrilled to know Megan and I'm going to be as valuable to her as I possibly can be. So kind of going back through the inbox here too. Andy is a two-time founder and CEO of healthcare businesses with successful access to PD where AI was the centerpiece of the value personal story. I'm offering a free AI assessment that can drive value in your business. Please DM for further information. That's what I got to say about that. Awesome. Dylan Rumis. Holy [ __ ] Hey Andy, sorry for the delayed response. I sent him a lot of messages, too. So, it's not that. Not that out of character. Hey Andy, sorry for the delayed response. I had a birthday last week. Tried to take a little time off. Yeah, I think it was Sam who originally tagged you both in a comment. Then we chat a little more, but that was about it. Sam great deal, although I won't give him too much credit either. Video is definitely something I'm not huge on. Right now, referrals is probably the biggest source of new business. I'm trying to improve my own website's SEO and posting on Linked for me, so it's been working out just fine. And that does make sense and that makes sense in your niche. It sounds like you don't work directly with individual practitioner owners. I'm more a B2B healthcare and PE back stuff. That's cool though. Congrats on being just over a series and I'm about a year and a half now. I'm looking a little behind you. Damn, that's crazy to think about. I'm not the youngest one anymore. I think we should definitely do a podcast or live together. I think about I think talking about the difference between regular SEO and healthare medical could be really good topic especially to the healthare news but coming out from slightly different sides. That's so much on the side map. I work hard to get that done. I've been trying to keep the website clean while continuing to build them. There's a lot of stuff I'm trying to do with it. And dude, that's crazy. You went through PGM2. Do you still play golf or not really anymore? I have a tournament I'm playing in this week. I have a SW club yet once the summer [ __ ] dude is [ __ ] Um, also after messaging you here, my Instagram show my Instagram so I don't have to follow you. Oh, interesting. So, I'll make a full video about this as well, but I have I'll probably package the video around something to the tune of getting leads from LinkedIn with getting leads from Instagram with $500 and one month to spend. So, I've actually had Roa go through and I can see my other path video about my podcast clipping strategy. I've had Roa go in and schedule out podcast clips to go out every single day for eternity. So essentially we have this shared folder in our podcast people drive library marketing by design clipping experiment here. Not sure how this [ __ ] got all messed up here but um she has created a spreadsheet that tracks everything which good on her. I would never be able to do that. And she has gone through each of the last all of our last guest episodes and she's starting by creating three clips for each. So every day she goes in and creates a new one. She just updated me this morning that she has uh 93 jobs. So 27 new jobs. Boom. So I created six podcast scripts. Boom. See, I wake up to that. It was at 9:00 this morning. Whisper flow. Great work this week, Roto exclamation point. Thank you for everything. And I have an experiment to run on Monday. Period. Let's keep it going with the cadence of adding jobs and the podcast cups as well. Period. I think we're in a good rhythm. Period. Thank you for all you do. Then I'll create some documentation for you by tomorrow. Boom. Roa's the goat. Shout out Roa. Okay, back to LinkedIn responding here. Oh, man. Double dot. This is amazing. Yes, exclamation point. I've had my assistant has been publishing clips on there the last couple days, and I'm slowly starting to get more active on Instagram. dot dot dot despite his potentially adverse effects on my mental health. Laughing face emoji. Laughing face emoji. So cool that you know Stephen as well. He is a legend and I love following his journey and absolutely that episode is live as well. One of my all-time favorites. and would be happy. And it's so cool that you know him as well. Where the [ __ ] is that episode at? There it is. This was actually so much fun. Great episode. I still was before long. We should let's get let's get a quick time to chat. I know you're a busy dude, but let's get a quick time to chat about ideating on some kind of a live session period. I'm excited to try something like that. and Riverside just added it to their software. So, I've been dying for a reason to use it. Okay. Networking talks. networking call. You can grab a time at this link or happy to use yours if that's easier as well. Flexing emoji. and of course repetitive ass language. Oh, good potential collaborator slash referral partner. Post's kind of blowing up. It would be a distraction to go and engage on those though. In the meantime, let's check in on quad here. Sending my connection requests. Dispatch, boom, block complete. All sent everyone at 200 zero throttle. Done. 30 cent. Dispatch summary of each of them. 68 sent two rejected zero cubed straight talk on where this leaves you. Today's total 55 connection request 25 variables 30 now watch your account the next 48 hours. Let's go ahead and send 10 more. I think we still have plenty of capacity for this week. That just saves a lot of time having to do that manually or having to have roadup go and do that which is nice. Let me know if you guys want me to make a full video on that. More than happy to do so. Okay, more responses here. Hi Andy connected Veronica. I'll give that a flexing emoji. Fractional regional field. I think I saw you. I think I came across you because you were shouted out in a post at a top. Are there any job roles or anything I can be on the lookout for? again. We by being helpful. Did I send Diane the wrong [ __ ] email? Sent her an email yesterday. over here to goddamn cold email. Yep. I [ __ ] sent in the wrong email. Jesus Christ. Okay, by the way, this is a great subject line here from LinkedIn. Killer I'm a stickler for God damn it. I'm a stickler for grammar here. Send days. My LinkedIn connection requests already getting accepted. Thank you. Quad marketing director of division marketing and behavior health. Yes, SMCP. Carrie Lee Perry, chief marketing officer in Vita Health, Forb's top 10 entrepreneurs to watch in healthcare. That is definitely a podcast guest here. So, let me go ahead and add her to the podcast Dream 100. What the hell? Shout out to the fort connector. Enrich her. Get her email address. Christina marketing I heal director of digital marketing behavioral health and recovery Houston. Heck yes. Um send a warm intro message. Come on. reconnected. I saw you reposted one of Chris Donny's infographics. Period. That guy has taught me so much. I love that you follow him. warm introductions. I found better results by sending two messages like this. Um, I don't know why. I think it's just a better approach to take. So, been doing that. Just kind of makes it more skimable, easier to read. Plus, you show up in the inbox twice. Uh, so we weren't able to get her email address. Maybe if we look here and that's a personal email address, but um yeah, she's in in the podcast pipeline. So, I'm going to do a one trade to her. How are you, bro? Okay, back to clearing out the DMs here. What I might do, and I what I usually do every couple weeks is I will have Roa go through some of these, like the ones that haven't gotten responses. and we'll send follow-ups. So, to say sometimes she'll send the um our best converting one is the Mr. Beam waiting meme. Um if you aren't familiar, this is this is the legendary follow-up meme right here. No context. Just sending this right here. Literally just that. And that is a legend. Perfect. Um, so yeah, I might have her do that at some point next week. Dennis, that's not ICP. What I'll start doing in these here's here's a good one. So before if you're if you haven't engaged if you if you dragged on sending an invite to someone or responding to your message, it's always good to engage on a post of theirs and then use that as the excuse to reach back out and then they'll be more friendly towards you. Strikes contracts have been taking my Facebook feed lately. Same same thing. I have been seeing this more also. Exclamation point. It's definitely a tough situation and will be interesting to see how it unfolds. Dot dot dot. Thank you for sharing and I love your your takes on it. It's good to hear a trusted take on it. Exclamation question. So good to hear. Smiley face emoji. You post great content, Jennifer. Estimation point. How long have you been in healthcare? Bro, computer's lagging ass. How long have you been in healthcare? All righty. Uh, SP back over to email. See anything inbound here? Um, okay. I think a good thing to show here. I've cleared a lot of the events here. I want to show you guys how you can engage on communities and be helpful, valuable, etc. So, I need to I just joined one called Shift Change and I want to make an intro post. I introduce myself. I sent a video outreach uh website comparison breakdown to uh the owner of this community. So, I'm building some goodwill there. And what I'd like to do here is make my intro post. And I'll show you guys the science great intro post here shortly. The interest I'm So this is a community for healthcare professionals. So it's kind of an interesting situation because I'm not a healthare professional. So I don't want to come across whenever you join a community that you're not directly one of the ICPs of can kind of raise some eyebrows because some people might view you as salesy or oh this guy's here to pitch. kind of the same logic as if I were to go to a like many small entrepreneurs go to a conference a lot of times it's in-house people those are the only ones those are generally the only ones that people want to talk to because those are the ones that have budgets so this is the say hello channel and I'm going to warm up and create a great impression here meet some people engage like a few of the past intro post. I might even record a video here on tella. Please tell us about yourself in my bright here. Are you a position PA or NP working ED care? Yeah, I'm going to wait on quiet for this a little bit. All right, 10 more connections sent. I could probably push this even further, but I'm going to cool off on the brakes for now. That's 40 connection requests sent. And I didn't lift a finger, which is amazing. So, I am going to go to master. God damn [ __ ] in here. Hey, this is the intro cue or the intro instructions for the My Shift Change community. What I need what I need to do is create an amazing response to this that's laid-back, retains my brand voice, and is generally helpful. I want to let the people in there know that I do web design, UI, UX, and I worked while I'm not within clinical practice, I worked at a healthcare marketing, healthcare and athletic marketing agency before going full-time on my own. So, I have a lot of experience in the space. mentioned that I am a very communitydriven person and I'm starting my own small community for marketers here in Columbus, Ohio. And I'm going to find mention that I enjoy running and physical activity and currently focused. Jokingly mentioned that I just bought a house, so I guess I'm also becoming a part-time contractor. Laughing face emojis. Be very laidback. Draft three different variations of this reply. No M dashes. And yeah, I hate ending my prompts like that. And yeah, so I'll probably wrap up this video after I make this intro post, but I want to show you guys how you can make a killer intro post. And I also want to make a a how to killer asset that I can put in here. master. I have a mic. I use these for thumbnails, but they're not very include a few photos. I can use a golf one and a Yeah, that's a huge photo. God damn it. I do a good head shot and Yeah, I like that. I do a good head shot and a uh golf one. two images. Press side profile and then also a go, of course, it's a [ __ ] 4 megabyte file. The hell's up with that [ __ ] It's a good title for the intro post. Audi, what's quad have to say would be a good intro Hey, thank you. Got a couple weed responses. Hey, Andy here. Thrilled to be here and meet all and get to know you all better. Good. Sure. be on my All right. I'm a creative at heart dot dot dot first in technical art and in journaling. And I used to be a pretty killer golfer. playing division 2 college So, uh, excited to be here and looking forward to meeting more of you. Next measure point. Okay. So, a lot of things here. This gives us what we call a lot of and hang on. Okay. So, this gives people what we call a lot of ledges. And ledges are relevant information that you can share with customers, prospects, referral partners that give them that make it easy for them to engage with you. A lot of times when people outreach, they'll just leave a broad templated message. When that person doesn't know anything about you, then there's no natural path for the conversation. So, I've just given people a million different things that they can point out. Golf, running, buying a new house, what I do, career, my age, that I'm a solo entrepreneur, Columbus, Ohio. All of these are tiny little ledges that they can then use to start a conversation. I'm making it easy on them. And now after I send this, I'm going to send one to one outreaches to everyone that's within this community. say, "Hey, just joined. Great to meet you." I might even have Roa go and do that. And to those that respond, continue the conversation. So, boom, publish. Posting and say hello. I wish I hadn't vertically stacked those photos, but whatever. Howdy. Hello, everyone. It's me. Hi. I'm the problem. It's me. That's what I'll do. Um, yeah. and I'll go through and engage on all of these as well because that is what good people do, but I don't have time for that right now. But that's my first action when I join a community. Take a look at the member list and then prioritize. Okay, who would be a good potential referral partner or who would be a potential ICP? Prioritize them in conversations and then just keep going, be valuable, contribute, respond to everything in here and take a look at the channels too to see which would be most interesting. Off the top of my mind, it'll be podcast gurus, real estate or angel and venture capital would be a great one. Social media and maybe coach's corner as well. But um yeah, I think that'll wrap it up for today. I have to leave in about 20 minutes for a agency leaders launch here in Columbus, which I'm really excited for. Shout out to Chase at Electric Eye, an agency Shopify agency here in the city, and I'm looking forward to that. So again, this has been day two of posting one hour or so of lead generating activity than this does. I'm literally slowing down a little bit. I could be more efficient if I just cranked out and focused, which is what I normally do. But I just want to bring you guys behind the scene partly for accountability on my end. Partly to bring you guys behind the scenes and show you what it takes to grow the business and what I'm focused on and how you need to make things like this a dedicated slot of your day in order to solve the pipeline generation problem. Like we talked about yesterday, I made this semi-elequoquent graph over here talking about optimizing for fixing constraints. We want this marketing part right here to be as big as possible so that all of these things down the funnel will tend to take care of themselves. So if you're a marketer looking to generate more leads, check out my community. I'll link them below. But all in all, I'll be here every day posting these accountability videos and I hope to see you again soon. Cheers. Free audio postp production by alphonic.com.