Turn AI Into an Operator, Not a Creator ft. Nik K.

In today's episode, I chat with Nik K., GTM Engineer at Postindustria, a custom software development company, about building an event-based outbound machine that booked 75 on-site meetings in a single month across multiple conferences.

We explore his full pre-event workflow: segmenting attendees by industry and business model using ChatGPT before touching Clay, scraping deep company profiles with a 700-800 word output per company, running a matching prompt that compares each company against Postindustria's full portfolio and case studies to score them as high match, medium match, or disqualified, then generating three custom service offers per company based on what they'd actually benefit from—all before a single word of copy is written. Nik also shares his copywriting philosophy: give LLMs a strict structure with mandatory sentences, bullet point formats, word limits, and reading level constraints, then let AI fill only the creative variables—because too much freedom produces robotic output, while tight structure produces something that sounds human. He also shares an earlier campaign for a Martech client targeting US home builders, where he scraped the names of housing projects currently under development and opened outreach with "we were driving by and saw your project"—a hyper-local personalization angle that got genuinely interesting replies. Nik shares his path from zero outbound experience landing an SDR role at LitLink after applying on a Ukrainian job board on a whim, to discovering Clay at a small agency where he was the third hire, learning waterfalls, enrichment, and API-based personalization from scratch.

Enjoy 🙂

(00:00) Introduction to Outbound Wizards
(00:21) What Postindustria Does: Custom Software Development Across Multiple Domains
(02:00) 75 On-Site Meetings in One Month: How the Event Strategy Was Born
(04:05) Pre-Event Workflow: Segmenting Attendees Before Touching Clay
(06:30) Deep Company Research: 700-Word Profiles, Portfolio Matching, and ICP Scoring
(09:15) Generating Three Custom Service Offers Per Company Based on Their Stack
(12:00) Copywriting Philosophy: Strict Structure Plus AI Creativity Within Constraints
(15:16) Home Builder Campaign: Scraping Project Names to Fake a Drive-By
(18:28) Nik's Journey: Zero Outbound Experience to SDR at LitLink to Clay Agency
(20:15) Discovering Clay and Learning Waterfalls, Enrichment, and API Personalization

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