Case Study: Data Services

B2B Company

Founded in 2005, A growing company needs target leads to sell their products to more customers.

RESULT AT A GLANCE
  • Client acquisition cost: Reduced from £150 to £100
  • Sales Growth: 10%
  • Leads t Sale Ratio: Doubled

BACKGROUND

The digital marketing team was able to generate about 100 leads/day and their main online channels were both organic and paid search. The company’s sales team consisted of 10 members. Half the team covered leads from within the organization. The others covered leads generated by google search.

CHALLENGES

Low leads to sales ratio – A good number of leads with a decent conversion rate of nearly 7%, but the quality of leads was poor, resulting in a total lead to the sales conversion rate of only 5%, as 45% of the leads were non-workable. The main challenge, therefore, was to reduce the non-feasible lead percentage and improve the leads to sales ratio.

SOLUTIONS

Our team reviewed the client’s business, needing five days to understand it and how the improvements were made:
  • Our digital skills to generate prospect-qualified leads and guarantee lead quality and volume for set budgets.
  • Our predictive analysis will help clients gauge the potency in the industry, both short and long term.
  • Negative Keywords were added to improve performance.
  • Action must be taken if the click-through and conversion rates fall below their set values (5% and 8%, respectively).
  • There are many effective ways that we can generate leads for clients’ businesses.

RESULTS

Our review and the improvements made yielded the following results:

  • The average conversion rate improved from 7% to 12%
  • The number of leads that convert to sales doubled.
  • The collaboration between Ideal Business Resources and our client proved to be a success
  • With our support, a client could achieve a sustainable and scalable business model.

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