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Need Your Advice: Building an ICP Qualification Workflow for Med Spa Leads
I'm at a critical decision point and would love feedback from anyone who's built
lead qualification systems before.
CONTEXT:
I'm building an AI automation system for med spa lead generation. Before I start
selling anything, I want to validate my assumptions by doing ICP (Ideal Customer
Profile) discovery calls with 5-7 med spa owners.
But here's the thing: I don't want to waste time calling the wrong businesses.
So I'm building a multi-layer qualification workflow to identify which med spas
are worth talking to for ICP research.
THE WORKFLOW I'M PLANNING:
Layer 1: Google Maps Data Scraping
• Scrape 200-500 med spas from Austin (using Google Maps API)
• Collect: Business name, website, review count, rating, primary category, phone
• Use GPT to score leads 0-100 based on these signals
• Goal: Identify businesses that are "serious but inconsistent" (my target ICP)
Layer 2: Website Analysis
• For businesses with websites: Scrape content using Firecrawl
• Use GPT to score website quality, service clarity, and alignment with GBP
• Combine Google Maps score + Website score → Final ICP tier (A / B+ / B / C)
• Goal: Understand which businesses need help vs. already optimized
Layer 3: Email Extraction & Outreach
• Track opens, clicks, replies
• Goal: Book 5-7 ICP discovery calls (not selling, just learning)
Layer 4: AI Voice Follow-Up
• If no email response after 5 days: Vapi AI calls them
• Script: "I'm doing market research on med spa marketing, would you have 15
minutes to chat?"
• Goal: Increase response rate with multi-touch approach
Layer 5: ICP Discovery Calls
• Conduct 5-7 manual calls with qualified leads
• Ask: What's your biggest challenge? What are you spending on marketing? What
would you pay to solve X?
• Goal: Validate assumptions, understand real pain points, build offer based on
real data
AIRTABLE STRUCTURE:
I'm planning to create a separate Airtable base just for ICP research (not sales):
• Table 1: Raw Leads (Google Maps score, Website score, Final ICP tier)
• Table 2: ICP Call Tracking (Call notes, insights, budget, willingness to pay)
• Table 3: ICP Insights Summary (Patterns, pain points, common themes)
Then after ICP research is done, I'll create a separate Sales Pipeline base.
TOOLS I'M PLANNING TO USE:
• Google Maps API (free tier, $200/month credit)
• Firecrawl ($19/month) - Website scraping
• Vapi ($0.08/min) - AI voice calls
• Airtable Pro ($20/month)
Total: ~$150-200/month
TOTAL COST PER LEAD: ~$0.60-0.80
MY SPECIFIC QUESTIONS FOR YOU:
1. Does this workflow make sense for ICP qualification, or am I overcomplicating it?
2. Is Firecrawl the right choice for website scraping, or should I use something
else? (I've heard Apify and ScrapingBee mentioned too)
3. Should ICP research really be in a separate Airtable base from sales pipeline,
or am I creating unnecessary complexity?
Mailtrack for simplicity?
5. Is the AI voice call follow-up (Vapi) worth it, or is that overkill for ICP
research?
6. Am I missing any critical steps or tools that would make this more effective?
7. Has anyone here done ICP research at this level of automation? What did you
learn?
WHY I'M ASKING:
I don't want to spend 2-3 weeks building this workflow only to realize I'm doing
it wrong. I'd rather get feedback now from people who've been there.
Also, I'm trying to balance:
• Automation (so I can scale later)
• Simplicity (so I don't overcomplicate things)
• Cost-effectiveness (I'm bootstrapping this)
If you've built similar systems, I'd love to hear:
• What worked
• What didn't work
• What you'd do differently
• What tools you'd recommend
I'm committed to sharing what I learn along the way, so if this is helpful to
anyone else, I'll post updates as I build it.
Thanks in advance for any insights. This community has already taught me so much.
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Need Your Advice: Building an ICP Qualification Workflow for Med Spa Leads
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