09/01/2023
Kick-off Q1’23 with peace of mind, knowing your sales pipeline is filled with qualified leads and sales appointments.
Copy our Enterprise Software framework that we currently use to generate between 23 - 550 leads/month for our clients in various industries and sizes (large companies and SMEs).
Here's how it works 👇
Step 1️⃣ - Create Demand and Generate Leads with LinkedIn Ads
- The crucial part here is to have a strong lead magnet that focuses on solving your ICP pains/desires and NOT blatantly promoting the service you are trying to sell.
- LinkedIn Ads is absolutely the best place to promote this whitepaper and drive quality B2B traffic
- Yes, it can be expensive, but here are two things that will reduce the cost:
-- strong creatives with > 0.6% CTR
-- use LinkedIn's leadgen form as opposed to an external opt-in page.
- Start with broad targeting - job functions paired with seniority (decision-makers) + company size (to make sure it's big enough to benefit from your core service).
Step 2️⃣ - Build Trust and Create Intent with 3-channel Nurturing flows
- Send a LinkedIn auto-invitation and a follow-up message to the leads from Step 1. This is a perfect opportunity for your inside sales team to initiate a conversation and move the leads further down the sales funnel.
- Schedule 3-5 "Indoctrinate" Email Sequences to be sent in a span of 3 weeks.
- Try to reach the leads over the phone. This isn't as effective as it used to be but still works pretty well in some industries.
Step 3️⃣ - Generate Sales Appointments with Retargeting
- All the leads engaged with the previous steps go to a retargeting campaign because we know they have already expressed interest.
- In this retargeting campaign, we directly promote our core service with a dedicated landing page and a “book a call” as the primary conversion goal.
- The lead magnet from step 1 must be somehow connected to your core service; otherwise, you will have difficulty converting the leads to appointments.
What results to expect 📈?
In order to get ROI out of this framework you need to:
- Have a new customer LTV of €17,000+
- Have an advertising budget of €5,000+ per month.
In the image below you can see the estimations for each of the steps. In a summary, a campaign that generates 2,000 clicks/month should bring you 255 leads, and 30 appointments.
Please note that most of the leads generated in month 1, will convert to appointments somewhere between the 2nd and 5th month (it's quite common to see leads converting even after 11+ months). Obviously, this really depends on the nature of your product, your sales process, and other supporting assets.
Hope that helps. 🖐️🎤
