At the end of summer 2022, we received a request from Turumburum who was being represented by the CMO at the UX/UI and CRO agency in Ukraine.
So Turumburum’s main expertise is:
- increase conversion and reduce bounce rate with the help of UX/UI changes
- refresh the design and bring it in line with competitors
- create a brand-new online store design
- conduct a UX audit and find all the problems on your site.
They have been developing and designing online stores for over 10 years and are widely recognized both in Ukraine and beyond its borders. The requirement was to create a regular flow of leads through LinkedIn for big contracts in the UK, AU, and CA (we were interested in both partners and clients).
WHAT DID THEY WANT TO ACHIEVE USING OUR SERVICE?
- Activate a new LeadGen channel
- Coach the team’s new lead-gen process methodology
- Prepare for a smooth and confident start on LinkedIn
- Get new contracts in the UK, AU, and CAN markets
BUT THEY HAD SOME CHALLENGES:
- Lack of skills and tools to find potential clients and partners on LinkedIn
- Need for consistent lead acquisition
- Rearranging marketing strategy: their in-house team lacked the resources to do it effectively.
SOLUTIONS
Prepared a step-by-step plan of specific actions and tools for the agency based on our own methodology.
• Opened access to personal cabinet:
- implementation program modules,
- templates, tutorials, and guides to action
- and trained a team with a mentor.
• Create a lead gen process from scratch.
• Provide, implement, and support a lead- gen methodology.
We divided the mentoring process into 3 steps:
Setup Preparation
- We defined the target audience.
- Optimized the LinkedIn page.
- Created a script for interaction with potential clients.
- Prepared a content plan with warm-up materials for the target audience.
- Compiled and presented a case study (a story of how a company helped its client solve a problem).
Campaign Launch
- We established contact with the target audience.
- Created a professional and competent image in their niche with useful content.
- Created message scripts.
- Created a first qualification meeting script.
- Started scheduling and conducting meetings with potential clients.
Nurturing contacts
- We developed a chain of 12 niche-focused warming emails (a personalized sequence of emails with industry news, surveys, and discussions).
- Set up a mailing list.
- Started building trust with leads.
RESULT
RESULT (during the year)
- 51 meetings were held in 8 months
- The total number of closed deals is 6 (4 – with partners, 2 – with clients).
- The total number of leads generated contact list was 4,306, with a response conversion rate of 29%.
