Episode 42: Mastering the Art of Networking with Carlos Vazquez

Episode 42: Mastering the Art of Networking with Carlos Vazquez

Learn how a successful marketer balances automation with traditional networking to find new clients and speed up the income generation process.


Carlos Vazquez, founder and CEO of MiamiMarketer.com, draws on his more than ten years of experience in the marketing world to inform his business processes. In this episode, learn how he uses automation in ActiveCampaign to enhance and scale his traditional networking process.
Find Carlos online at MiamiMarketer.com and on Facebook.
Download Carlos’ Post Networking Event Cheat Sheet pdf here.
Related Materials:

Chris Davis: Welcome everybody to another episode of the ActiveCampaign podcast. Today I have with me [00:00:30] Carlos Vazquez of Miami Marketer, and the reason why … If you can’t tell, I’m smiling while I’m speaking this, the reason why is because Carlos is going to walk us through a process that many would claim, “Oh, that’s outdated. Oh, that’s the old way of doing business.” It’s always good to have these reminders that, though these strategies are time-tested and they’ve been around for awhile, they’re by no [00:01:00] means outdated and ineffective. One of those strategies is networking. Good old fashioned networking.
Carlos, welcome to the podcast. What are you going to tell us about networking?
Carlos Vazquez: Hey, what’s up Chris? Alright, so, first of all, thanks for bringing me on board on the podcast. I’ve been binging your podcast through 2 X Beats, so like I was telling you earlier, you live and you on the podcast for me are two different people right now. [00:01:30] This is actually an honor, I love being here. Networking, it’s one of the fastest ways that I’ve experienced on how to generate cash flow because you end up building a lot of trust face-to-face a lot quicker than it is when you do online. Online you have to send volume to a funnel or to an automation sequence so that way you can try to convert a ton of people while face-to-face you have a higher conversion rate because people [00:02:00] trust people that they see, touch and feel. A lot of people, still to this day … Like in Miami?
Chris Davis: Mm-hmm (affirmative)?
Carlos Vazquez: We’re still behind the times when it comes to digital marketing. So people are still somewhat skeptical into doing things on line and they’re still very much more comfortable doing things face-to-face. That’s why we’re here. I’m going to give you my little nuggets on how I leverage ActiveCampaign and traditional networking.
Chris Davis: Yeah, and I love it because you don’t … [00:02:30] You’ve listened to the podcast. I’m an advocate of … The goal of automation was never to replace human interaction and engagement. It was just to enhance it, right?
Carlos Vazquez: Absolutely.
Chris Davis: Talking to somebody like yourself, we’ll get to see that up close and personal, how you’re mixing the two. But before we dive too deep in to it, tell us a little bit about your background, Carlos.
Carlos Vazquez: Alright, man, I think I have one of the most unique stories as far as how I got into this. [00:03:00] I don’t want to bore you too much but I think it’s worth the explanation.
In 1991 is when I first started playing with computers. My dad bought me a Tandy 1000 and he said, “If you want to play games,” because I’d been looking at him playing with his Packard Bell … I said, “I want to play games.” He said, “Okay, fine. Well, here’s a computer, Tandy 1000,” with the green monitor where you could put your fingernail and make it sound like a zipper effect on the monitor. And he said, “Here’s a book on DOS. So, go [00:03:30] ahead, go nuts. As soon as you learn how to operate DOS you’ll be able to play games.” I was a little upset because this is not as easy as I thought. It wasn’t like putting games in the Atari. I know I’m dating myself, but playing Nintendo, Atari, Super Nintendo, it just wasn’t easy. But I was really interested, so then eventually I learned it. And he created a monster.
We have a term in the internet world, it’s called RTFM. I don’t want to say what it means, but it means basically, “Read the manual”. [00:04:00] Everything we do is all about reading the manual first, trying to figure out how to do it on your own, and if you still can’t figure it out go ahead and ask for support.
I grew up with that mentality. Then I ended up, in 1997, I grabbed access to Microsoft from Page 97, and I was right-clicking websites, copying source, pasting in Front Page, and I started learning how to building websites. Then, in 1999, that’s when I joined the Marine Corps and I went in as an ammunition technician, but my recruiter [00:04:30] mentioned that I was really strong with computers so I ended up having two jobs in the Marines, and I was computer specialist and ammunition technician. Then I added two more jobs as a recruiter and martial arts instructor. So I feel like I have nice little balance.
Chris Davis: Wow.
Carlos Vazquez: It wasn’t until 2003, when I finished my first tour of duty and I came back home to Miami and two good friends of mine, they’re radio show jocks here, and they were infamous for prank calling Fidel Castro. I was a part of the team at the time-
Chris Davis: [00:05:00] Oh, no. Oh, no.
Carlos Vazquez: And I ended up building my first funnel, my automated funnel. I thought I invented the concept because I never seen it anywhere else. Obviously, I didn’t, but whatever. I did it on my own. I went to, I think it was hotscripts.net or whatever, and I was able to download an auto responder script. If you didn’t get to hear the call on the radio, you go on the website and you put your email address and you’ll get a link to a Real Player audio so you can [00:05:30] hear the call. I ended up exploding this email list to over 250,000 email addresses, and the radio station saw this as a huge opportunity. They’re like, “We want to hire you as a freelancer. We want you to build our list and send out emails and we’re going to monetize it.” So, because of my efforts, I ended up helping them generate over millions of dollars in revenue just through the email system. It lead me to building out campaigns for Coca-Cola, Universal, Disney, Carnival Cruise [00:06:00] Line … A ton of Fortune 500 companies.
I ended up gaining a lot of experience with other marketing agencies, and I loved it. It was just fun. I felt like this was my calling. I would say 2014 is where my career really skyrocketed where I was able to build a sustainable business where I’m no longer a freelancer. I’m actually an agency consultant and I have a team of contractors under me. [00:06:30] That’s it, ever since then I’ve been able to keep my foot in the digital marketing space, I’m doing my best to continuously trying to stay relevant. I’m here today.
ActiveCampaign was one of those tools … I consider myself an early adopter and a visionary, so when I saw ActiveCampaign, for the price and for the amount of functionality, and I could just easily click and right-click and choose properties. [00:07:00] Easy use and I could dive right in, I didn’t have to code anything, although I understand code, I don’t know how to write it, I can read it. But none of that was necessary with ActiveCampaign. When I realized … I think at the time it was $9 bucks for the lowest starting package, I was like, “Wow. These guys are getting ripped off. But I’m going to take advantage before they realize they screwed up.” And that’s it. That’s how I’m in this game.
Chris Davis: Oh, I love it. First off, thank you for your service, [00:07:30] Carlos. Greatly appreciate it. I love your story, man, I love it. Because like you said you were doing a funnel and thinking, “Hey, I created this thing,” but it just speaks to your approach to life in general as far as what’s the best way to get the biggest result?
Carlos Vazquez: Yes, sir.
Chris Davis: How can I get the biggest result. For you, what I find especially unique is that [00:08:00] you’ve had such big victories using digital marketing. Somehow, someway you were still able to maintain your truth and commitment to networking. What is it about physically engaging in meeting people … What is it about that that kept you from going all digital, like we see nowadays? Very rarely do you ever meet the person behind the website. They’re trying to automate it all. And here you are. You know [00:08:30] the power of digital marketing. You’ve generate millions, yet and still you never dismissed the power of just getting out in front of people and making that memorable first impression. Where do you think that comes from?
Carlos Vazquez: Well, okay, so, since I’ve grown up and I’ve been doing a ton of stuff behind the screen, behind the scenes. I would say last year I was working basically from home. There was no need for me to get an office. [00:09:00] There was no need for me to do that. After awhile, working from home it just gets old. It gets lonely, you start doubting yourself as far as how good you are, and then when you’re not around people it’s hard to feel like you’re progressing. I made an effort for 2017, I said I’m going to go ahead and take a strong approach on being physically connected [00:09:30] with people. I ended up joining on of the chambers of commerce in Miami, and I also joined a BNI chapter in Coconut Grove out here.
I know that networking is powerful because that’s how these businesses in Miami are generating a ton of cash. I figured that if I’m really going to stand out in this digital marketing space, I need to become an authority somewhere. [00:10:00] I’ve tried the whole advertising on Facebook and trying to get clients through Facebook, but it’s still a slower process because people still require that face-to-face. So I said, “How can I leverage my skill and use what’s working,” and that’s networking, “to my advantage?” I joined the chapter and I ended up becoming the VP of my chapter and one of the things that we had to do was grow our chapters. Because the more people that are part of the chapter, the more referrals get passed. BNI [00:10:30] is all about passing referrals and helping each other grow.
But I didn’t want to do the hard stuff. How do I not waste time and use my time efficiently? So, one of the things … And this is, I guess, why we’re talking, is that one of things is that everyone goes to networking events. You want to take advantage of these networking events and you end up collecting a ton of business cards. A ton, a ton of business cards. Even 10 is a lot because you have to find a way to talk to these people and then [00:11:00] have them remember you, and then try to remember who they were when you try to follow-up with them.
I decided there’s a pattern here. That’s what I like to do, I like to find patterns that are repetitive because I’m always thinking about hiring an assistant that doesn’t have too much skill and I need to spoonfeed the instructions to them. That’s how I treat ActiveCampaign as my assistant that will just follow all of my instruction. So I said, okay, I needed to come up with a way to be remembered [00:11:30] at the event, I need to collect the information, and I need to find a way so that I can follow-up with them without forgetting.
So I came up with a … In the Marine Corps, everything’s about processes, in ActiveCampaign, too. I came up with a process. I have my story. I’m a Marine veteran whose marketing career launched with a prank call to Fidel Castro. That’s the first step in my networking process.
Chris Davis: Yeah.
Carlos Vazquez: I call that a gambit. I learned that from [00:12:00] Neil Strauss, the Pick-Up Artist. That was a cool little book. A gambit is basically a story that captures their attention and makes you not forgettable. Making sure they remember you. That’s my gambit. I came up with a gambit.
The next thing is you always want to show that you’re interested in that person. But the reality is that, after speaking with five to 10 people, unless you write down good notes, it’s going to be hard for you to remember that person. I just eliminated the need to try to remember everything about them. [00:12:30] At the event, I go ahead and I listen to them, I pick-up on stuff and I continue the conversation, but I try to keep it to a limited time because it’s not … You don’t have that much time, you’re trying to collect as many cards as you can. Then the next thing is, of course, you collect a business card. Then that card right there, I put it away, whatever. If I have a chance to do it, I could just easily scan it with my phone and it could upload right into EverNote, now I don’t have to worry about losing the card, I have the card [00:13:00] already in digital format.
I just go ahead, I just run this process to as many people as I can, then, once it’s done, I go home or to my office and then I just convert these email addresses, because now they’re in EverNote, you can easily copy and paste into a CSV. Of course, you got to ask everyone if it’s okay if I email them, because you got to get their permission.
Chris Davis: Right.
Carlos Vazquez: They say, “Yeah, of course, sure I’ll reach out to you, send you an email. Is it okay if I email you?” They say, “Yeah.” Then you upload the [00:13:30] CSV. That’s where my ActiveCampaign automation sequences begin. That’s where it starts narrowing it down.
Chris Davis: Got it, got it. And you know what? The picture is starting to become clearer and clearer as you mention in the Marines it was very process driven, so that is where you found your appreciation for processes and the validation of them.
Carlos Vazquez: Yeah.
Chris Davis: And I’ll tell you what, Carlos. We often talk about what successful business [00:14:00] owners are and what’s their make-up, their DNA? What do they do that other people do? I’m not dismissing any of that. Most of the stuff you read about successful business owners is true. But often what goes unspoken of in the digital marketing age is the appreciation of processes. Well defined processes that are in place, because that’s what really positions you to take full advantage of automation. Right?
Carlos Vazquez: Yeah. I’m just one person, and although I have a team of contractors [00:14:30] behind me, but they’re there to help me support existing clients, so it’s still up to me to brand my company, brand myself, talk to people. I still have a business to run. Without a process, I can easily lose focus and lose track of everything that I’m doing. So, without that, I’m going to be stuck and my business is not going to grow. Without it [00:15:00] you’re going to be stuck.
Chris Davis: Yeah. Yeah. Another thing I find unique, your story is starting to get more clear and more unique as you say it. You actually have … Your process has been reversed. Most people that I know, including myself when I was just getting started, BNI becomes the first point of learning how to explain what you do in business.
Carlos Vazquez: Right, right.
Chris Davis: Everybody will tell you, you say, “Hey. Hey friends, I want to start a business,” or, “Hey, Mom, hey, Dad.” Somehow [00:15:30] everybody points you to, “Hey, you should go to BNI. There’s this networking … ” You go there, and then … For those of you who don’t know, every time you go to a BNI networking group you stand up, go around the room, stand up and introduce yourself and give a little pitch. Like you said, the effectiveness of that pitch is everything. You’ve got to be memorable. You have to say something where you stand out from everyone else.
Carlos Vazquez: Right.
Chris Davis: Because you’re paying. You’re paying to be in front of these people by the week. Like I said, I see most people start there. [00:16:00] Then when their business grows, they’re like, “Okay, I don’t need that,” because BNI or the networking is their main source of lead generation, is referrals. That’s what easy to them, they’re like, “Okay, this is how I get my customers.”
Then as the business grows, you start learning other mediums and other channels where you can acquire customers, you start assessing, say, “Okay, well, this is more profitable. Don’t need BNI anymore,” and they’re off to the races. But you flipped it. You flipped the whole model and said, “You know what, I’m successful, I’m [00:16:30] lonely,” and I will say this. I will say this, Carlos. I agree 1000% with you when you talk about working from home can be one of the loneliest, most depressing events ever.
I remember when I was at Lockheed Martin as an engineer, I used to dream of it, like, “Oh, I can’t wait till the day where I can wake up and be in my pajamas and just log in.” And then it comes, and it’s good. It’s good for the first few months, but then … [00:17:00] We are built for human interaction.
Carlos Vazquez: It’s like being in solitary confinement with internet access.
Chris Davis: Yes. Oh, my goodness. What was supposed to be so freeing now becomes so limiting. And depressing, and just that lonely. I know exactly what you feel. I don’t see many people talk about the lonely side of it, but it is very lonely. So that was your motivation to go and say, “Let me go engage with people.” But, [00:17:30] of course, knowing Carlos, as we all have grown to know you in these first 10 minutes or so, Carlos, you’re not going to do something and not be effective at it. You’re not going to do something and not be efficient about it.
Like you say, you approach BNI, or any networking we could say, and you say, “I need a process. I need a process to make sure I’m maximizing my time and the opportunities here.” Now, I will ask you this. At that point, did you have the agency up and running? [00:18:00] Was it kind of an idea at that point? What was the state of the agency?
Carlos Vazquez: Well, I didn’t need BNI. I was already generating cash flow without BNI. In order for a digital marketer to really stand out, there’s Ryan Deiss, Russell Brunson, Frank Kern, all these major players and they’ve dominated the space. It’s hard to compete if that even is even possible for someone that’s starting out at a local [00:18:30] level. I decided that if I’m going to … I guess, not compete but at least make a difference, I need to find my own thing. I figured I’ll be like the Spanglish version of these guys because no one’s doing this at all. I figured if I could do it in Miami then that means I can do it in New York, that means I could do it in California, in Texas, so that’s my vision of doing this. If I can carve out a little spot with the networking side [00:19:00] of the things, on how to automate networking and then showing them the power of how to turn a traditional method with this modern way of doing things more efficiently, I think that I can really make an impact.
Chris Davis: Love it.
Carlos Vazquez: Ivan Misner, which is the founder of BNI, he’s the founder of modern networking, that’s what they call him, the father of modern networking. But he’s not doing any of this stuff. I’m like maybe I can … [00:19:30] I’m not trying to change his system, but I’m trying add something with the latest technology.
Chris Davis: There it is.
Carlos Vazquez: And make it better. Because I even … I don’t know if I should say it on the air, but whatever, I’ll say it. I got access to every visitor in Miami, an email list of every visitor that came by. Everyone here has opted in for BNI emails. So I sent out an email, I said, “Hey, you visited this chapter. Would you be [00:20:00] interested in joining our chapter?” These are other people that couldn’t join these other chapters because every chapter has a category of exclusivity, so only one person per category.
Chris Davis: Right.
Carlos Vazquez: Since we are a young chapter, I was able to increase our members by three new members in a matter of two weeks because of outreach campaign like that. Here are these people who are looking to join a chapter but because no one’s reaching out to them, here I am, I automate the process. [00:20:30] All I did was send out an email. A basic, personal email, “Hey, my name’s Carlos, I’m the VP of this chapter. You visited another chapter in,” whatever it is, “Emerge Field. Would you be interested in visiting our chapter, maybe possibly joining?” I got all these replies, “Yes, yes, sure.” Now I have a pipeline full of people, interested parties that want to join, and I didn’t do it the hard way. I did it this way. I used automation.
Chris Davis: Oh, I love it. Oh. Carlos, I love it so much because what you’re highlighting, for one, [00:21:00] one I would like to point out the responsible and effective use of email marketing that you’re displaying. You have been consistent over time being effective with sending email and getting responses, so there’s something to be said there. Hats off to you.
But, man, you’re just not over complicating the process. You’re not trying to create some extravagant automation that people go through and it does all of this stuff. You’re simply saying, “Okay, what is the state [00:21:30] of this lead?” They visited a chapter. Each chapter has position exclusivity, so if they’re a web developer and they went to a chapter that already had a web developer, well, you know they’re interested but they had a limitation.
Carlos Vazquez: Right.
Chris Davis: This is what we refer to as behavioral based marketing. They visited it your site, but they didn’t do this. It’s the same thing. I just love meeting somebody like yourself that can translate [00:22:00] it in both worlds. Now you reach out to them, the email by default because you have the behavior is personalized. It’s personalized. You can specify which chapter they went to and you know what their business is, so you know what position they were locked out of.
Carlos Vazquez: Right. Right. And if they reply, it actually replies to me. I have ActiveCampaign track that reply so I can just hone in and give them a score based off of that. [00:22:30] Then I personally respond to them. I say, “Hey, we’re meeting this Wednesday at this location. Would you like me to register you?” That’s the part that I do manually because it’s BNI’s system. I can’t do anything with that. But, hey, it’s okay. I’m not getting 100 people telling me that they want to visit right away but I have a nice little checklist of people that I can pass off to my assistants and they can register them manually. It’s like I can still remove myself from the process, I just got [00:23:00] to tell my team what they need to do. I don’t lose that personal touch. I just facilitate the personal touch with people that are actually interested.
Chris Davis: That’s it, man. I love it. Now, that’s a bonus everybody, just so you know.
Carlos Vazquez: That wasn’t even part of this.
Chris Davis: Right. That was a nice bonus how Carlos has used behavioral marketing and email to grow his chapter. Let’s spend the rest of the time that we have together just to walk people through [00:23:30] your process in ActiveCampaign. Because your process works for any networking event. Everybody, we’ve been talking about BNI and all of that, but any event … It could be a speakers convention, it could be anywhere that you go with like-minded individuals or a room full of prospects.
Like you mentioned, you’ll say something memorable, you’ll make a good first impression. From there, you collect their information and make sure you have the permission to send them email or follow-up communication. [00:24:00] Once they give you the thumbs up, it’s on you, you come home, if it’s in EverNote but maybe you’ve got a pocket full of cards. The next day you’ve put them in a CSV, you’ve uploaded them to ActiveCampaign. Then what?
Carlos Vazquez: Okay, so there’s pre-work I do. I have a pipeline for people that are likely … I want to put them on my radar.
Chris Davis: Okay.
Carlos Vazquez: I’m going to want to reach out. So I have a pipeline that’s for trying to get people on my [00:24:30] calendar. And then once they get on the calendar, they’re in my sales pipeline. So, I have a stage that’s met at networking event. Then the other one has open email. Then the other one is scheduled an appointment. I do that pre-work so that way I can visually see what my networking events are looking like as far as visually.
So [00:25:00] I send out the email. The first email is not about selling anything. In fact, none of the emails are about selling anything. The first email is just letting them know it was nice meeting them yesterday at the event. In there, I also have a little video that I’ve pre-done, but you don’t have to do this, it’s just I’ve done it before. The video is just of me, I’m wearing the same jacket from the event … I have 10 of the same colors, so it looks like I just recorded it, whatever.
Chris Davis: [00:25:30] Carlos, man, oh, I love it. Go ahead. Keep going.
Carlos Vazquez: The video says, “Hey, it’s Carlos. I’m that Marine that does digital marketing career launch with a prank call to Fidel Castro. I know you met a ton of people yesterday at the event, so I just wanted to remind you who I was, and I’m looking forward to connecting with you real soon.” That’s what basically the video says, and the email says the same thing. What I really want is I want them to click on the image of the video because I want to cookie them now on my [00:26:00] website for the website tracker for ActiveCampaign.
Now, because I know usually what happens is that when they click, then they start researching and seeing all this stuff and people … I’ve gotten compliments from my website, it’s not really the greatest website but they haven’t seen stuff like that. The way I set up my website is I have segmentation links where what are you interested in? I’m interested in funnels, automations, Facebook ads, strategies. So then they can click on it and it shows them blog articles based off of that category.
So ActiveCampaign on the back end is building me a list of things [00:26:30] that they’re interested in, so if I do talk to them, I have an idea of what they may be interested in, so if we do have a conversation I already have some research. I guess that’s a little mini bonus.
But I want them to click. If they’re clicking, they get moved to the stage cycle where they click on the email. That way I can know that they’re interested and it’s a good email.
Then, if they’re clicking, then they’re going to receive another email and that is to either connect to LinkedIn, or let’s schedule a time to connect so we can learn [00:27:00] how we can help each other grow. But the approach is different that what I do. Since I’m a marketer, I go and tell these people, “Hey, I’m a part of BNI, I’m always meeting quality people and I pride myself on being able to refer others to connecting other people. I’d love to find out what kind of clients I can send your way.” And people are just like oh, they’d like that, because they’re not thinking I’m here to sell them. They’re thinking I’m here to give them referrals. Which is true. I’m not blowing smoke. I’m actually legitimately [00:27:30] learning the type of clients but it puts my foot in the door to have that next step with them. That’s that one-on-one conversation.
Others, they’re always constantly, “Hey, do you need these services? Buy my service, I can give you the best deal.” Me, I’m, “What kind of clients can I send your way?” These people are more likely to want to take the next step with me. That’s where I have a link to my Calendly, so that way they can schedule a time on my calendar. My approach is different on how [00:28:00] I request the appointment. I always tell them, “Please send me your calendar link, and I’ll schedule a time. Or feel free to grab a slot on my calendar here, whatever works best for you.” Nine times out of 10, they’re booking on my calendar because they don’t have a calendar.
Chris Davis: Right. They’ve never seen it. They’ve never known such technology existed.
Carlos Vazquez: There’s a ton of calendar software out there, and Calendly has worked the best for me. It’s just very simple, it’s mobile friendly, [00:28:30] and I have it hosted on my website so that way I can track them and cookie them, whatever. They can easily select a time, they put their name, their email address, and boom, now they’re booked and the whole process. So now I have a sales prospect now in my sales pipeline. That’s how I narrow down the people that are not interested because they’re not opening or clicking on the email. And they’re going to want to talk to me because they’re likely to learn that I can send them clients.
Also, at that meeting of [00:29:00] learning of what type of clients I can send their way, they want to find out what it is that I do. That’s where I give them my sales pitch. “Oh, I’m looking for people that want to learn how to make cash with their website. And I can automate a ton of their processes.” Then they start positioning themselves in a different view and they start saying, “Hey, how can I use it for my business?” Then, now they’re qualifying themselves to me and I’m not selling them anything. I’m telling them from the aspect of, “If you know anyone that could use these services,” and likely they need these services because they [00:29:30] don’t have this.
Now it’s a friendship that I can show them how to do it and that’s where I start introducing them to all the power. Then I lean forward and say, “I’m going to let you in on a little secret. All that stuff, I automated everything.” They’re like, “No way. Are you serious?” “Yeah.” “I thought you were actually emailing me.” Then they think I’m this magical wizard and it’s not even true. But hey, whatever. It’s all about illusions, I guess, or the magic of the mind.
Chris Davis: You know what, Carlos? I’ve loved this so [00:30:00] much because it’s like the try it before you buy it. It’s like the trial. They experienced exactly what you do. And they didn’t even realize it until you leaned forward and tell them, see you’re like, “Hey, look, I didn’t really send that email. I had software that … ” They’re like, “Oh, my.” But now they have no question of the effectiveness of it or what it would look like. And they’re like, “Yeah, I want that for my business.”
I found, honestly, that’s the hardest thing to communicate [00:30:30] when it comes to selling information or digital products or processes that are not tangible goods. It’s hard sometimes to paint the picture for the prospect what life is like with it. So if you can get them to experience it, and then they say, “You see that process you just came through? See how it was nonabrasive? See how it was still personal? That’s what I do.” Now it’s a lot easier for them to connect the dots.
Carlos Vazquez: They sell themselves. Yeah, they love it. You know what? [00:31:00] I was recently introduced to speed networking. Oh, my God, I love those so much. If you go to one of those with a process like this, you want to be there nice and early because you want to get a ton of business cards and everyone’s focused on just grabbing business cards and going. Come up with a good gambit, be memorable, and this process is just going to shine for you.
Chris Davis: Wow. So speed networking. I’ve not heard of that one. I’d imagine it’s like speed dating where [00:31:30] you’ve got a few seconds in front of somebody?
Carlos Vazquez: Yeah. You got a minute, a minute total. A minute or two minutes, it depends on the event. One minute one person speaks, one minute the other person speaks. The mistake that people make at these events? They’re trying to sell themselves. Me, I’m just trying to be memorable and learn as much as I can about them. If people feel that you care for them, they don’t care how much … Man, I forgot the expression, it’s such a good one. But they don’t care until they realize until they realize that you care about them. If [00:32:00] you just become memorable and have a nice little gambit and focus the conversation on them and let them talk and talk and talk, they’re likely to feel with their guard down with you. When you follow-up with them, they’re going to be, “Yeah, of course I remember you. Yeah, you’re the Marine. Thank you for serving,” or whatever the case.
I have a cool little name badge that shines bright with an LED light. That’s another conversation piece. Like, “Man, where’d you get that? I love it.”
Chris Davis: Oh, man.
Carlos Vazquez: They remember me. It’s all about being memorable. [00:32:30] Not in a cheesy, corny, whack way, but in a way where it’s like I like this, he’s a Marine and a prank call to Fidel Castro, that’s insane. I’m cool. That’s how I recommend it.
Chris Davis: Carlos, in closing the word that kept coming to mind as you’re talking is unique. If anything, take away the processes that you’ve laid out, understand the importance of knowing what you’re doing, and [00:33:00] automating when you can and keeping the manual touch there when you can. But more than anything, give yourself permission to be unique. In a day and age where everybody … There’s not a person on earth that can’t sign up and start sending an email today. Platforms are free, they allow you to get started for free. It’s starting to get saturated and convoluted, a lot of noise, a lot of space being taken, and it’s hard to stand out. But it’s not really [00:33:30] if you just focus on being unique yourself. Unique and memorable, and you will be surprised at how far that will take you. I think you have done a great job of outlining that in this podcast as well as living it day-to-day.
Carlos Vazquez: Yeah, man. Can I have one quick little bonus right here at the end?
Chris Davis: Yes.
Carlos Vazquez: Remember how I send everyone to my page with the video, right?
Chris Davis: Mm-hmm (affirmative).
Carlos Vazquez: Well, I have my Facebook pixel on that page. [00:34:00] Now, I’m able to create an audience based off of these people. So I can always create lookalike audiences of people who land there, and I can re-target them and give them … I have this funnel where I give away a free business card holder. And say, “Hey, by the way,” they can see an ad, “I know you like networking. Here’s a free business card holder, just take care of the shipping.” That kind of funnel?
Chris Davis: Love it.
Carlos Vazquez: I’m building a re-targeting list of people that I know that are going to these events. [00:34:30] I’m crushing out four different birds with one stone. I’m tracking on ActiveCampaign, I’m being memorable, Facebook pixeling, and obviously I’m getting an appointment with this. I’m still sticking to my roots of digital marketing-
Chris Davis: Absolutely.
Carlos Vazquez: I’m just finding a way to make all the traditional stuff work with it.
Chris Davis: That’s it, man. I love it, I love it. Using live events as the lead generator and then coupling [00:35:00] that with re-targeting. I love it. I love it. Carlos, man, thank you so much for taking some time and laying out your process. Man, this was a good one to record. How can people find out more about you and stay in the loop with you?
Carlos Vazquez: Well, miamimarketer.com. Singular, not plural, because I guess that’s a little marketing group. Miamimarketer.com is me. I have a chat box right in there, you can chat with me. I’m also a Facebook [00:35:30] page, Carlos A. Vazquez or Miami Marketer. Connect with me, I’m there, too. I will share my process, I will put this in a PDF file so people break it down, see the breakdown so that way they can plug it in with their stuff. I’m all about talking shop and helping people come up with solutions for their stuff. If they need help or need some guidance, I can put them on the right track, too.
Chris Davis: Great, great. Well, send that PDF over when you get it. Everybody, I’ll make sure it’s in the show notes, so you can just click a link [00:36:00] and have access to it. Again, Carlos, thank you so much man. Best of continued success to you in all of your endeavors. I think the biggest thing that you’ve put on display is that, when you approach something, you approach it to win.
Carlos Vazquez: Sure. It’s the Marine Corps way, baby.
Chris Davis: Whether it’s the Marines, martial arts, emailing, radio … Whatever it is. So I appreciate that approach and again, thank you for your service. I’ll see you online Carlos.
Carlos Vazquez: Alright, Chris. Thank you. Talk to [00:36:30] you soon. Bye.
Chris Davis: Thank you for listening to another episode of the ActiveCampaign podcast. I hope you enjoyed hearing Carlos, his unique approach to marketing in general. I love the combination of starting out live in person and then letting the digital take over where the digital can. It’s important to note that even though the initial point was live, he did not rely totally [00:37:00] on automating everything on the backend which could’ve thrown things off. I would challenge you all as listeners, as savvy business owners and marketers to identify where can I start interjecting more personal touches? If you’re more so on the personal side, where can I start interjecting some digital touches? But let’s not ever try to be all digital or all personal. Let’s find that healthy balance for your business right in the middle, [00:37:30] and be responsible. Be responsible. Be memorable. And be unique as Carlos would say.
Another important thing to note, this will be in the show notes, Carlos is a certified consultant of ActiveCampaign so if that is something that is of interest to you and your business and you want to reach out to him, that information will be included as well. If you need help getting up to speed with ActiveCampaign, we have some resources for you. ActiveCampaign.com/training is where you can sign up for a one-on-one and if [00:38:00] you want to do some self-guided learning, ActiveCampaign.com/learners where you’ll find the Education Center.
If you’re not subscribed to the podcast, it’s time. It’s time. Come on, stop dating. Stop dating, stop playing around listening here and there. Subscribe. iTunes, Stitcher, SoundCloud, Google Play, we’re everywhere you can subscribe to a podcast so do so so you don’t miss the next episode. It you want to be on the podcast, let us know. [00:38:30] Reach out to us. ActiveCampaign.com/podcast. You’ll be able to click a link and sign up as a guest yourself. Or refer a friend. Alright?
This is the ActiveCampaign podcast, the small business podcast to help you scale and propel your business with automation. I’ll see you on the next episode.

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