Background
Tom, the owner of a sponsorship and partnership marketing business, works with major universities to provide advertising opportunities for alumni associations. While his business had a strong value proposition, he struggled with three major challenges:
Finding qualified leads who were interested in advertising through alumni associations.
Getting in front of decision-makers to present his offer.
Establishing the right systems to ensure a predictable and scalable client acquisition process.
With inconsistent lead flow and difficulty securing appointments, Tom needed a solution that would generate high-quality leads and streamline his sales pipeline.
Challenges & Goals
Tom’s main goal was to create a system that would allow him to:
Consistently generate qualified leads instead of relying on sporadic outreach.
Book more appointments with decision-makers who were a good fit for his advertising opportunities.
Implement a systemized approach to lead generation that would allow for long-term growth.
His past marketing efforts were either inefficient, inconsistent, or not yielding the desired ROI. Without a structured lead generation strategy, Tom’s business was missing out on valuable business opportunities.
Process & Strategy
To help Tom achieve his goals, we implemented a multi-step approach based on proven marketing and sales models:
Targeted Lead Generation Campaigns
Designed highly specific ad campaigns targeting university alumni associations and businesses looking for advertising opportunities.
Developed compelling ad creatives and copy that spoke directly to the needs of these advertisers.
Optimized Appointment Funnel
Built a structured funnel that guided leads through the process of booking a call.
Implemented qualification questions to filter out unqualified prospects, ensuring Tom only spoke with serious buyers.
Automated Follow-Up System
Created a follow-up system that engaged leads through email, SMS, and retargeting campaigns.
Used a mix of automation and personalized outreach to maximize conversions.
Refining the Process Based on Data
Monitored campaign performance, optimizing for lead quality over sheer volume.
Adjusted targeting, messaging, and ad spend to improve conversion rates and lower acquisition costs.
Results
Within just 30 days of launching the campaign, Tom saw significant improvements in his lead flow and appointment setting:
172 qualified leads generated.
38 booked appointments with high-intent prospects.
Tom continued seeing this trend with strong results and a full pipeline.
By implementing a structured and scalable lead generation system, Tom’s business now enjoys a predictable flow of quality appointments, allowing Tom to focus more on closing deals rather than chasing unqualified prospects.
