LinkedIn Poll

A few weeks ago, I ran a LinkedIN poll and asked which is the most difficult for getting new business:

14% voted Building a List of Prospects
32% voted Getting Leads
36% voted Connecting with Prospects
18% Following Up with Prospects

I would like to share with you one of my most recent successful campaigns which tied all of these tasks together.

The campaign results were 12 new meetings with brand new prospects. We won 3 brand new enterprise clients and a 267k in new business over the course of three and a half months.

We used what’s called Activity Based Marketing (ABM). An ABM campaign works like this:

Step 1. Build a List of Prospects – Select a small number of prospects that meet your Ideal Client Profile.

We selected 60 top IT security officers. we collected their Linkedin profile and contact information the Apollo.io directory.

Step 2. Getting leads – we decided to send these prospects either a coffee mug (40) or bobbleheads (20) with their LI Profile image. See a sample Mug and bobblehead below.

We also placed a QR code on each gift with an arrow pointed at it with words watch me . When they clicked on the QR code, they watched a 25 second video with quick intro and said we would contact them within the next day for an intro meeting.

If you would like to know more about the rest of the story, reply with the word ABM and I will send you our case study or stay tuned until tomorrow’s post.