The client is an Arizona-based web and mobile app development agency founded in 2015. It has over 170 employees and annual revenue of more than $7 million.
Almost 65% of their sales come from small businesses in and around Arizona with an average project size of $6,200. To increase their average project size, our client needed to focus on the midmarket segment and look at expanding to newer geographies. Hence, they contacted us for boosting their lead generation efforts through LinkedIn and Email outreach.
The client depended mostly on repeat business from small businesses. New leads mostly came from referrals, however, these were again local businesses with smaller project sizes. They needed to increase their average project size by targeting the midmarket segment to reduce churn and increase profitability. However, there was only a handful of leads in the region and most of them were already working with other agencies and were quite happy with their services. They had to explore newer geographies and market segments to scale their business.
We identified all the possible titles of the influencers and decision-makers based on the client’s buyer persona and built a prospect list of 400 decision makers with accurate criteria including company size, location, industry, emails, and LinkedIn profiles. Once we identified key prospects we created outreach message sequences and a social selling plan to engage and connect. We then converted new connections and direct InMails to appointment bookings with strategic follow-up.
We have already seen results with several appointments being booked by Skaleo. We have brought on three new businesses on board and our average project size has improved greatly. Even though we are in different time zones, it has never been an issue in due course of our work. Everything they’ve done has been great.
Here’s a result snapshot of the campaign
qualified leads generated
new clients won
closed in first month
increase in avg. project size
returns on capital employed