INVESTOR-FOCUSED MARKETING AGENCY
Our client is a multifaceted, full-service social media agency, designed to establish public company brands and create an engaged retail investor audience. They offer complete customized public-company programs focused on Content Creation, Investor Engagement, and Brand Awareness.
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CHALLENGE
In collaborating with the CEO, we were tasked to create a sales outreach program from the ground up. Up until this point, mostly all of our clients business was referral based. The main challenge was to two fold, generating appointments for our client for the first time, and creating a closing strategy for the first time from an outreach perspective. Through collaboration with our client, we designed and executed all of the sales collateral, calling lists, talk tracks, secured permission based emails and generated qualified appointments by cold calling. We were also brought in to consult on closing strategies.
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STRATEGY
We focused mainly on Investment Relations firms. We understood that an IR firm had anywhere from 3 to 12 public companies under their umbrella, so these deals would be more lucrative for our client. We avoided any one-off companies and as mentioned earlier, focused on firms or professionals that had a slew of companies within their portfolio. We also focused on IR firms, mining companies and clean energy organizations attending trade shows and/or industry showcases as the second part of our strategy. This way, our client was able to meet with a slew of decision makers during these live events. We rolled out a closing strategy that focused on how our client's services fill the prospect's hidden gaps that they were not aware of, from a brand and social media perspective. The key part of our closing strategy was asking for the business at the end of each appointment, instead of asking what a good next step would be.
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RESULTS
Our client was able to build out an impressive email drip list that established them as a social media expert within their industry. The CEO closed net new business solely from our lead generation efforts. They still have an extremely healthy sales funnel that is filled with prospects ready to engage with their brand, as a direct result of the qualified leads we brought into their sales funnel.
