Episode 141 | $50K/Month Using FREE LinkedIn plus a Creative, Efficient Twist - Kindsey Haynes

In this episode, I’m catching up with encore guest Kindsey Haynes, Chief Marketing Officer at Kirkham Iron Tech. She's been on the show before, and if you've listened to our previous episodes (some of the most popular!) you'll know exactly why she's back. We met in 2020 when she was an intern, and it’s been so fun watching her journey. Kindsey is a cut above. She's exploded the revenue for this IT and cybersecurity company, based in her hometown of Fort Smith, Arkansas. And guess what? She's done it while working remotely - from Hawaii. 

We talk about how she uses the free version of LinkedIn in, gets super creative, and makes herself and Kirkham Iron Tech Uncopyable! She goes through the exact progression that landed a $50K/month customer. The story is NOT what you expect. The story IS one you'll want to hear - and learn from.

Kindsey also walks us through how she uses Apollo.io to automate outreach and track buying intent...and steers clear of the trouble that can come with automated emails. If you want new ideas for effectively reaching prospects in an Uncopyable way, building relationships without investing a ton of time, and yes...closing deals, don't miss this episode. 

(Want to learn more from Kay and Kindsey? Join the Waitlist for our upcoming program: kay@beuncopyable.com)

Listen to my previous episodes with Kindsey: Episodes 6, 30, 60, 141

About Kindsey Haynes:

Kindsey Haynes is the Chief Marketing Officer of Kirkham IronTech, and has extensive experience in the information technology world as well as sales and management. Kindsey oversees the marketing and sales department, and uses AI extensively to develop marketing and sales strategies that have led the company to phenomenal growth.  

Kindsey graduated from the University of Arkansas, Fort Smith Arkansas and now calls Honolulu, Hawaii her home. When Kindsey isn't working on her next marketing campaign or project you can find her at the beach, doing a hike, watching her favorite show on Netflix currently Shameless or eating way too much sushi.

Contact:
linkedin.com/kindseyhaynes
https://www.kirkhamirontech.com/

Resources:

https://www.apollo.io/

Check out Kay's Uncopyable Sales Secrets Video Series: https://www.beuncopyable.com/sales-course

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Transcript

Kay: I am so excited to be back with one of my favorite people—okay, I better not say my favorite person or others might feel bad—but truly, I’m thrilled to welcome back Kindsey Haynes, Chief Marketing Officer at Kirkham Iron Tech, a managed IT services and cybersecurity company.

Kindsey, it’s so great to see you. Welcome to the show!

Kindsey: Thanks for having me again!

Kay: Kindsey and I have really clicked over the years. I think we first met in 2020, and back then, you were just an intern. You’ve had quite a journey since then! One of the things I really want to talk about—though not quite yet—is the fact that you live and work remotely.

You were born and raised in Fort Smith, Arkansas, and now you’re working from Hawaii. I’d love for our listeners to just take a moment and think about the possibilities.

I know I can get stuck in a rut—and I think a lot of us can. But hearing your story, Kindsey, and what you’ve done with your life and your company—it’s incredible. Your boss, Tom Kirkham, says it feels like he hit the lottery when he found you. And you feel the same about Tom. It’s one of those perfect partnerships where everything just came together.

So Kindsey, before we dive into your life in Hawaii and all that comes with it, I asked you earlier: “What do you think would be the most exciting thing to talk about today?” And you immediately had an answer.

Kindsey: I did—LinkedIn.

Kay: LinkedIn! It’s such a key part of everyone’s marketing, networking, and selling strategies now. And we hear a lot of advice about how to use it—but you’ve found some really unique twists that actually work.

One of them is that you’re using LinkedIn very successfully without paying for Premium or Sales Navigator. So hopefully LinkedIn isn’t listening right now, but tell us more about what you were saying before we hit record.

Kindsey: Right now, LinkedIn is actually our number one form of lead generation. It hasn’t always been—we’ve tried webinars and other things over the years—but lately, LinkedIn is where it’s happening.

And no, I’m not using Sales Navigator. I’ve tried it, and I just wasn’t that impressed. I’ve found that you can get a lot out of the basic, free version of LinkedIn—if you know how to use it strategically.

One thing I’ve learned is that humor works. Messaging with a little humor and personality really works. There’s a bit of a process to it—connecting with the right people, sending the right message at the right time—and it’s taken some trial and error.

I started experimenting with messaging on LinkedIn about a year ago. At first, I was just inviting people to webinars, not doing any real sales outreach. I’d send things like, “Hey, join us for this event if you’re free,” but I wasn’t actively trying to sell anything.

But more recently, I’ve really dialed in. Every week, you get around 100 connection requests you can use, and I use all of them—every single week. But the key is to use them on your Moose—your ideal prospect.

Kay: For anyone who’s followed me, you know “Moose” is what I call your ideal customer.

Kindsey: Right! For us, our moose are lawyers, accountants, manufacturers, and engineers. Some companies might target dentists or architects. But whatever your moose is, LinkedIn lets you search for them.

For example, if you want to target IT Managers—like we do—you just go to the search bar, type in “IT Manager,” and then use the filters. Click “All Filters” and you’ll be able to select by location, industry, job title—you name it.

We focus on U.S.-based companies, so I filter for that. Then I select the industry—say, law firms. Boom: LinkedIn gives me a list of IT managers at law firms in the U.S.

And I think a lot of people assume you can only do that with a paid version—but you can do all of that with the free version.

Kay: That’s such a good tip.

Kindsey: Now, LinkedIn will eventually limit your search credits if you do too many searches in a day—but you can avoid that by being strategic. Don’t search for multiple titles or industries at the same time. Pick one and go deep.

Once I have the list, I connect with everyone on it until I hit my weekly limit. And the goal is to build a network full of your ideal prospects. And make sure your profile is ready for them—mine says “Kindsey Haynes – Protecting Businesses from Cyber Attacks.” So the moment they see my name, they know exactly what I do.

Kay: Your profile tells them the problem you solve. That’s so smart.

Kindsey: Exactly! So when people accept the connection, I follow up. Every morning, I check my new connections and send them a message.

The best way to find the newest ones is to go to your profile, click on “Connections” (not “Followers”), and it’ll show you the most recently added. I just go down the list, click “Message,” and paste in a super simple note. I change the first name, but that’s it.

Kay: And what’s that message?

Kindsey: It’s:
 “Hey [First Name], when are you available for a chat or can I give you a call? I’d like to talk about how co-managed IT and cybersecurity services can improve your current IT infrastructure. Talk soon! 🙂”

Short, sweet, and to the point. I send that once—and then I wait. I don’t follow up again for one or two weeks.

Then I send them a meme or a funny GIF about being left on “read.” Something lighthearted and funny. People love it! I’ve had people message me saying, “I haven’t replied yet because I just want to see what you send next!”

Kindsey: …I’ve had people say, “This is some of the best marketing I’ve seen—it’s hilarious.” I get that kind of feedback all the time. Very few people find it annoying. Most say they’ve never seen anything like it—nobody sends funny, personal follow-ups like this.

Another little tip: I personalize the memes. I use a site like memegenerator.com, and I’ll create something specific. For example, I have a Drake meme that says, “No reply to Kindsey” and “Reply to Kindsey” in the classic Drake style. So it’s not just a random meme—it’s customized, and people can tell I took time to make it.

Kay: That’s so smart—and I love that you’re using humor to stand out. You were introduced to Uncopyable early on, and you really ran with it. You’ve made this process your own, and it’s working!

I hear from so many LinkedIn “experts” who recommend these super time-consuming approaches: identify your target, comment on their stuff, slowly warm them up... and yes, that can work. But it’s exhausting and hard to scale. You’ve created something different—efficient, fun, and effective.

Kindsey: Totally. Of course, not everyone replies—but the people who do are the right people. And I’ve found that by being different, personable, and funny, I stay top of mind. That’s the goal.

Kay: Exactly! And sometimes, that first message doesn’t land, but months later, the timing is right. You told me about a recent deal that came through that way.

Kindsey: Yes! About a year ago, I messaged someone and we actually had a meeting. It was a great conversation, but the timing wasn’t right. No problem. A few months ago, I followed up with just a quick, “Hey, it’s been a while—hope you’re doing well.” And he replied saying, “Funny timing, I’m thinking of retiring and need someone to handle our IT.”

That turned into a $50,000/month deal—just from staying in touch on LinkedIn. That kind of follow-up could’ve easily been lost in email or gone to spam. But because I used LinkedIn, it stood out.

Kay: That’s incredible—and it’s such a great example of the power of just staying in the game. You were top of mind when he was finally ready to make a move.

Kindsey: Yep, exactly. And I wasn’t being pushy—I was just being present.

Kay: And to be clear, you're still not using the paid LinkedIn tools. You’re doing all this with the free version, just using it in a smart, intentional way.

Kindsey: That’s right. And before we started recording, we talked about creating some kind of resource for people who want to learn how to do this. So for those listening, stay tuned—we’re working on something to help you implement this kind of strategy for your business. I’ll put a link in the show notes when it’s ready.

Kay: Yes! Because if you can generate $50K/month deals with a simple, repeatable system—why wouldn’t you?

Now, let’s shift gears a bit. You shared another tactic with me that I loved—about using LinkedIn Events as a way to find and connect with your moose. Can you explain that?

Kindsey: Definitely. So let’s say there’s a LinkedIn Event being hosted by a group like CISA—the Cybersecurity and Infrastructure Security Agency. You know your target audience—IT Managers—are likely to attend that event.

If you click “Attending” on the LinkedIn Event page, you gain access to the attendee list. So now, you’re looking at a full list of people who are not only your moose—but also engaged, interested, and actively learning.

Kay: Wow. That’s such a great hack. You’re not just targeting any IT Manager—you’re targeting ones who are investing in their professional development.

Kindsey: Exactly. It’s way more targeted. And you can do this for niche events too—if you sell to dentists, lawyers, manufacturers—whatever your moose is, there’s likely an event where they’re gathered. And it gives you a new connection path that doesn’t require endless cold searches.

Kay: That’s brilliant. And again, it goes back to what we teach in Uncopyable: be on the mind of the prospect when they’re ready to buy. You don’t always know when that moment will be—but strategies like this help you be there when it happens.

Let’s talk for a minute about how your life has changed since going remote. You were hired in Arkansas… and now you live and work in Hawaii. How did that happen?

Kindsey: It’s kind of wild. My dad did some property management work in Hawaii when I was a kid, so I fell in love with the islands really young. I always dreamed of living here. I actually wanted to go to college in Hawaii, but it was just too expensive.

My mom is a professor at the University of Arkansas-Fort Smith, so I got a big tuition discount there. It just made sense to stay in-state.

Kay: Thanks, Mom!

Kindsey: Seriously! I graduated in May 2020. COVID hit in March, and I had already started working for Tom in January, while I was still in school. Once everything shut down, I finished my degree and started working full-time from home. I never went back to the office.

And it just worked. Zoom meetings, webinars—it all ran smoothly. So one day, I asked Tom, “What would you think about me working remotely from Hawaii?” And he immediately supported it.

Kay: That’s amazing. Not every boss would say yes to that.

Kindsey: I know—and I’m so grateful. I’ve now been living in Hawaii for almost four years, and it’s been incredible. Our company has grown so much in that time, and I’ve grown with it.

Kay: And you deserve a lot of credit for that growth. I know you're humble about it, but you’ve played a huge role. Of course, Tom Kirkham is a great guy—and if he’s listening, we don’t want this to go to his head—but honestly, it was such a smart move on his part to say, “Yep, I trust you. Go do your thing in Hawaii.”

Kindsey: Yeah, he’s just amazing. And what made it even better is when I moved here, I asked if I could try working four 10-hour days instead of five 8-hour days. I wanted that three-day weekend. He said yes!

Now, the company’s based in Arkansas, and everyone else—like my intern and the sales team—is on Central Time. But I’m in Hawaii, which is currently five hours behind.

Kay: Right! I’m on the West Coast and you’re still three hours behind me. So… what time do you start work?

Kindsey: I usually wake up around 4 a.m. and start working at 5 a.m. Hawaii time, which is 10 a.m. Central. It works well for everyone, and it lets me finish by 3 p.m. my time—just in time to hit the beach.

When I first moved here, I actually started working at 3 a.m. That was rough! But over time, I adjusted, and now this schedule feels great. I go to bed around 8 p.m., and I’ve really learned to love mornings.

Kay: I love how you’ve totally built your own box. You didn’t just “think outside of it”—you created a new one that fits your life and your goals.

And I know things have evolved for you, too. You’re not just spending your afternoons on the beach anymore—you’ve got a partner now, and you guys have this amazing shared lifestyle. You’re into organic gardening, you’re growing food, you’re building a life that’s totally intentional.

Kindsey: Yeah! It’s been such a cool shift. And I think a lot of it goes back to just being open to possibility. I was lucky to find Tom before I even graduated college, but I also worked hard to learn, adapt, and grow.

Kay: You really did. And as I always say—you made yourself so valuable. You didn’t wait around for someone to hand you success. You read, you learn, you’re always on top of what’s new. You’re uncopyable, Kindsey!

Now, before we wrap, I want to ask you about something else you mentioned that I think is really valuable—Apollo.io. You said that’s your top tool right now for getting leads and tracking outreach. Can you tell us more?

Kindsey: Absolutely. So Apollo.io is incredible—and there’s a free version that’s surprisingly powerful. I use the paid version now, but if you're just getting started, don't overlook the free tools.

Apollo helps you find leads who are showing intent—in other words, people who are actively searching for what you offer. For example, if someone’s Googling “managed IT services for law firms,” Apollo tracks that intent data and shows you which companies are searching.

Here’s how: when someone searches Google or visits certain sites, those platforms sell the data—specifically the IP address. Apollo picks that up, matches it to a company, and gives you a list of businesses that are actively looking for services like yours.

Kay: That is so cool—and also a little creepy in a helpful way! But you’re using it to serve, not to spam.

Kindsey: Exactly. And then it's my job to figure out who at that company is doing the searching—usually, for us, it’s the IT Manager. That’s who we want to reach.

And Apollo doesn’t stop there. It also automates email outreach based on that intent. So, for example, if someone’s shown interest in cybersecurity, Apollo will send them an email—either using a templated message or even with AI-generated content.

Kay: You said it even knows when someone visits your website?

Kindsey: Yep! Apollo can tell you if someone from a certain company visits your site. Then, it can automatically email them or put them into a follow-up sequence.

Another cool feature—it alerts you when a company posts a job opening for something like an IT Director. That’s perfect for us. If someone is hiring for that role, we send them a message saying, “Hey, we can fill that role for you with our services and save you money.”

Kay: Genius.

Kindsey: And here’s a big tip: don’t send those outreach emails from your main domain—like ours is kirkhamirontech.com. If you blast a bunch of emails from your main domain and they get flagged as spam, it can hurt your reputation with Google or even get you blacklisted.

So we created a subdomain for outreach: sidekick.kirkhamirontech.com. My email is kindsey@sidekick.kirkhamirontech.com, and it helps protect our main domain’s reputation while still letting us send a high volume of emails.

Kay: Such a good safeguard—and such an easy one to miss. People are getting hit with tougher spam filters all the time now.

Kindsey: Yep, and Apollo also functions as a CRM, so you can track deals, schedule meetings, and even integrate with tools like Zoom or Fathom. It’s got AI writing tools too. You can have it generate a personalized AI opener for each prospect based on what it finds about them online.

Kay: Wait—you mean it does research on people for you and writes the intro sentence?

Kindsey: Yes! Like if you were my prospect, it might say, “Hey Kay, I just saw your new book—congrats! The reviews are amazing.” And then I add the rest of the email.

You can even have Apollo write the entire email, though I usually stick to the opener to keep control of the message. But it helps a ton with open rates—because it’s actually relevant and personal.

Kay: And you said Apollo even automates LinkedIn outreach too?

Kindsey: Yes! There’s a Google Chrome extension for Apollo, and it’ll auto-connect with people, like their posts, send messages—it’s amazing. You can sit back and it just… works.

Kay: Okay. Mind. Blown.

You’ve shared so much gold today, Kindsey. And if you’re listening and thinking, “This is insane—I want to learn how to do this,” you’re not alone. We’re going to put something together so people can get a deeper dive into your strategies. Stay tuned!

Kindsey: Thank you so much, Kay. I love coming on and sharing what’s working—and I’m just grateful we get to do this together.

Kay: I always say we argue about who’s learning more from who. You’ve taught me so much, and I’m just so proud of everything you’ve done. Love you, girl. Thanks for being here!

Kindsey: Love you too! Thanks for having me!