The Client
A business consultancy that specializes in working with nonprofit leaders to help them curate a Board of Directors that drives impact, engages more people, creates financial stability, and ensures long-term organizational sustainability and success.
What We Did
We created and executed a holistic multi-channel lead generation strategy covering both outbound and inbound tactics. This was important as it often takes up to 12 messaging touch points to generate a viable sales lead, and by using multiple channels, you are 3 times more likely to get a positive response from prospects.
We identified that this client had 2 key audiences that would provide the desired short term results, but alongside this lay the foundations for long term strategic growth.
The first audience was their ICP, nonprofits in need of board development services. The second audience, which is often overlooked by B2B businesses, was non-competing strategic partners (we call these Mutually Beneficial Partnerships – MBPs) that shared the same ICP as the client.
Businesses love to receive referrals, but often rely on luck to receive them, instead of implementing a strategy to consistently generate them. The fact that referred leads convert 30% higher than cold leads, emphasizes the huge value in developing these types of relationships.
Through our multi-channel services, we built the necessary systems and messaging strategy to generate a steady flow of leads of both audiences, as well as a pipeline of future opportunities (15 in 4 weeks).
The Results
NUMBER OF ICP SALES APPOINTMENTS
NUMBER OF MBP SALES APPOINTMENTS
PROSPECTS BEING NURTURED
More Case Studies
