- 01
Write the event brief first
- Confirm if you are attending or only targeting people who are
- Pick your segments: exhibitors, speakers, attendees, or all three
- Note the event date, the event link and whether you have access to the event app
- Write down your ICP: regions, industries in and out, headcount range, relevant roles and tools in use
- 02
Scrape the event lists
- Run Instant Data Scraper or the Clay scraper on the event website
- Pull exhibitor, speaker and attendee pages, depending on what is public
- If you have the event app, scrape it the same way
- Accept a rough list at this stage, cleaning comes next
- 03
Enrich every company in Clay
- Upload the scraped list into Clay
- Add domain, LinkedIn URL, HQ country, employee count and industry
- Check your CRM (for example HubSpot) to flag companies already in it
- 04
Filter on hard ICP criteria
- Filter on country
- Remove irrelevant industries
- Drop companies with an empty LinkedIn URL
- Filter on employee count
- 05
Classify companies with an AI prompt
- Write a prompt in Claude that takes company name, website and LinkedIn URL
- List the indicators and key terms that prove a company fits your ICP
- Ask for a YES or NO answer plus the evidence behind it
- Default to NO when there is not enough information
- Iterate on the prompt at least once or twice, then filter on the result
- 06
Find the right contacts
- Search for relevant people inside the qualified companies with an AI agent and Apollo
- Expect many attendees to be sales or business development, often not your ICP
- Use them anyway as a warm angle to open a conversation with the account
Tools mentioned
- Instant Data Scraper
- Clay
- HubSpot
- Claude
- Apollo