O-CMO, a marketing and sales consulting firm, sought to expand its client base within a specific and narrow niche. With a focus on delivering tailored solutions, the company Founder Yaroslav Lehenchuk needed an efficient outbound lead generation strategy that would resonate with their Ideal Customer Profile (ICP).
Objective
Generate high-quality leads and bookings through a highly targeted LinkedIn outbound campaign.
5 steps of Execution:
- Research & Hypothesis: We analyzed O-CMO’s ICP to identify key audience traits like industry, company size, and job titles, forming a targeted hypothesis to address their needs. During this campaign, we focused on C-Level and Founder roles of small and midsized IT service businesses in Ukraine.
- List Creation: Using LinkedIn Sales Navigator, we filtered prospects by keywords, industry, headcount, and engagement, creating a refined list likely to engage with O-CMO.
- Personalization: We tailored the scraped list by adding personalized details, ensuring relevance and boosting engagement. We evaluated O-CMO’s case studies and matched them to the most relevant prospects using company descriptions and AI analysis.
- Optimized Messaging: We developed a concise Value Proposition highlighting O-CMO’s ability to solve specific challenges. We referred to the pain points our prospects might be experiencing.
- Simple CTA: We used a soft and simple call to action—asking if the value is clear and proposing a compelling one-hour consultation.
Results
Our outbound campaign generated the following results, significantly significantly boosting O-CMO’s pipeline:
- 54.2% Connection Rate: Out of 251 leads, 136 accepted the connection request.
- 47.8% Reply Rate: 65 out of 136 connections responded to the outreach.
- 52.3% MQL Rate: 34 out of the 65 replies were identified as Marketing Qualified Leads (MQLs).
- 17.6% Booking Rate: 6 out of the 34 MQLs booked meetings with O-CMO.
Summary of Key Metrics:
- 251 Connections Sent
- 136 Connections Accepted
- 65 Replies Received
- 34 Interested Responses (MQLs)
- 6 Meetings Booked
- 4 Ongoing Opportunities
- 1 Client Won