THE CHALLENGE
Our client, a dynamic provider of high-end B2B services, was ensnared in a classic business predicament. Relying heavily on their existing relationships and referrals for driving business, they were determined to break through this mold and aimed to become the “go to” name for the problems that they solved. They yearned for a surge of top-tier leads that could transform into major revenue-generating clients, propelling them to new heights and hitting their ambitious growth objectives.
Our Solution
The Achilles’ heel of a relationship-based business is its inevitable confinement. It’s often a difficult challenge to cross that crucial line between meeting your business goals and merely scraping by. The options at that crossroad are limited: expand your network ambitiously or be recognized as the gurus by those beyond your network. We opted to take on both challenges – with gusto!
We devised a dynamic marketing plan centering on creating highly relevant blog posts with insightful information for the C Suite. The content was meticulously designed to provide the essential know-how to make informed decisions about our client’s services. This strategy served a dual purpose: it amplified our SEO relevance and was engineered to attract on-site conversions through compelling eBooks and Whitepapers.
Creating engaging webinars meticulously tailored to meet our persona’s needs was the next pillar of our strategy. We joined forces with trusted partners for these webinars, a move designed to widen our client’s reach to new audiences while reinforcing brand trust through association.
Leaning on our persona work, we sculpted webinar topics laser-focused on providing actionable solutions to our target audience’s real-world problems. We chose to forgo a vast audience with general issues in favor of a more select, high-quality audience.
Upon completion, these webinars became lead generation powerhouses as we added the recording and transcription as gated content to our client’s website. Furthermore, we extracted the webinar audio to create podcasts, giving our client a voice in this popular medium without the need for additional costly content creation.
The results were nothing short of spectacular. In the first month, our client’s lead generation rocketed by 260%! What was once a trickle of five qualified leads per week transformed into a steady stream of two MQLs daily.
Moreover, the client’s visibility in search made an extraordinary leap. Thanks to a focused content marketing strategy that appealed to niche communities, along with first-class content, their search visibility for in-market, non-branded terms skyrocketed by 50% in the first year.
