How did a home care company add $3.5M in new revenue in 10 months?

Auto-generated from the video, lightly cleaned. Some words may be mis-heard.

00:00 We added three and a half million dollars in revenue in 10 months to a home care company. Not by sending more emails, but by changing what we sent to them and what we asked for. In this video, I'm going to walk you through the exact changes that we made, what we implemented, and how we actually run the system to generate that outcome. So, to give you a bit of context on this company, they are essentially a B2C company, but a big portion of their revenue comes from B2B relationships. So, they already do multiple hundreds in million per year, and they were looking for a way to essentially amplify what their existing sales team were doing on the B2B side of their business so they could get more referrals coming through, and that gives them much more access to the market in a much more cost-effective way. So, I won't name the exact company as I don't want to give away all their secrets, and they're going through a bit of a exit at the moment. however, in terms of where they are at, so they have a sales team. They have at least two reps in each state across Australia. So, they've got a decent sales team. And so, what the sales team was struggling for

00:49 working with us was essentially having a way, in a predictable way, to go out and get new referral relationships started and conversations, right? And so, the sales team, typically, they'd be doing some manual outreach through email and LinkedIn. They were struggling to find the right people to reach out to, and actually finding the valid email addresses. And so, a lot of the work that they were doing was very manual, and so they ended up a lot of the stuff that they had were wasting 4 to 6 hours a day just trying to find data to reach out to. Less than 20% of the time was actually spent on relationship building. So, they came to us wanting a way for us to implement a system that would allow their sales team to focus more on those relationships. And so, we would go out, get the data for them, scrape that all. So, we've got their entire list of their market, all the potential decision makers and referral sources that they want to get access to. And so, we would then do the cold email and LinkedIn outreach to those people to get the

01:37 conversations started. So, after working with them, essentially, what we allowed the sales team to do was 80% of their time was now spent on those relationships. So, instead of it being less than 20% of their time spent on relationship building, which actually generates revenue, it's now more over about 80% of their time. So, it's a big change. And obviously, the revenue that was added as a result was around about three and a half million revenue, and it's a lot more since. That was just in the first 10 months, and it's obviously a very profitable source of revenue for them, as they don't need to invest a bunch of money into ad spend, as they typically do. So, the way that we run the system for them, instead of the usual reaching out with a direct offer, trying to sell your product or service, essentially we were reaching out to them, trying to start conversations with people. And it's a win-win for both people that they were reaching out to. So, they would win as they would get referrals, and they could also refer back to the people that they were reaching out to. So, we ended up getting a positive reply rate of around about 5 to 10%. So, for every 100 people we reached out to, about 5 to 10% responded

02:29 back interested. Which, if you know anything about outbound, is very, very [clears throat] high. Even if you are doing a referral campaign, even those numbers are extremely high, and typically you'd only see around about 1 to 2% positive reply rate. So, it was well over that. In terms of the process and what we actually did, we sat down with them, and we looked at, "Okay, who are all the people that you would want access to?" And so, first of all, we built out the database of all of the people in their market with all the contact information, so that we could use that to reach out to them themselves. Their sales team could also call the leads as well. And so, we ended up using three channels. So, cold email outreach, LinkedIn outreach, and their sales team would also cold call and warm call those prospects. In terms of the actual campaign itself and what we reached out to, I won't share the exact copy that we used. However, if you think through the structure, think of it, what would you send to someone that you already know and you already sort of have a relationship with, and how conversational that you would be with them. So, a lot of people try to create

03:17 copy and try and make it sound fancy and and perfect, but what really worked for them was just looking at what they would manually send, and they just replicate that. And so, instead of them sending out one-to-one emails introducing themselves and this long spiel, we kept it just super short, super sweet, and then we were able to scale that across their market. So, instead of them sending out 10, 20 emails a day, if they got around to it, we were able to send out hundreds of cold emails per day. And so, we were able to get through their entire market within a few months, and that enabled them to then capitalize on all of those referral relationships and referral sources that will continue producing them revenue for years to come. And so, that was one part I wanted help with. All of the data also went back into their CRM. At the time they were using HubSpot. So all of that data went into their HubSpot CRM that they were using. And so they had the access to all of the data over time. We were able to go in there, update it over time

04:04 with new contacts as they came out. Also verify the contacts. Contacts obviously go out of date within two to three months. About 10% of your list, give or take, would go out of date within about three months. And so it continually needs to be refreshed. It's not like you can scrape a list, build out a database, enrich it once and then, you know, leave it for a year or two. It continually needs to be updated and refreshed for optimal results. They were also able to use that data for their ongoing email marketing at nurtures as well. So once someone had responded back to us positively, we're able to then send them into that email nurtures. And so they continually retarget and nurture those relationships as well. So the other thing that really helped them was the speed to lead. So they took this very, very seriously and they essentially responded within five to 10 minutes of a lead coming through. What we had set up was an automation to send out to their sales reps so that they could immediately call them and also reply to their emails or LinkedIn messages. Now we obviously have that very much

04:53 automated in terms of the replies coming back through. It might just be a manual approval to start with, but we highly recommend that if you are sending out cold emails and LinkedIn messages, that speed to lead is extremely important and essential to you getting the results and outcomes that you want. And it's not just something that's nice to have. Typically we'll see three to five x the results from doing that as opposed to waiting hours or even days to respond back to prospects. So obviously cold email and LinkedIn outreach is just a channel, right? It's a channel and and just that the tactic that we used to get the results for them was a referral tactic. And so we would get the referrals, referral relationships, and conversations started for them, right? And so that was essentially the most effective tactic for them. We didn't need to do any other tactics or anything like that. That was the most effective and it still works today. So sometimes you might need to test different tactics and actual different approaches during your cold email and LinkedIn outreach. Some companies you might only be able to

05:44 use one sort of approach. Especially for them where they are a B2C company as a whole. However, B2B relationships and referrals are a big source of their revenue and profits. So, obviously cold email and LinkedIn outreach is a channel and it's just that. What the tactics are with LinkedIn there, that can change based on your company, who you're targeting, and what you actually offer. For them, they are a B2C company and their end client or customer is a consumer. And so, a big portion of their revenue is B2B relationships and it's a big portion of their profit. And so, that's what they wanted to go harder on. It was a big opportunity for them. They're able to capitalize on that and add a lot of revenue and profits, obviously. And it's something that's going to pay them back year after year as well. So, it's not a once-off revenue. It's a year-after-year compounding effect that it will have on their revenue and growth. So, if you can think of cold email and LinkedIn outreach as the actual channels to get in touch with your ideal customers,

06:33 ideal relationships that you want to get started, then you'll be able to then use those channels way more effectively than simply thinking about them as being a tactic and a source of revenue for the next 30 days. So, if you can approach it with that long-term view, you'll be able to then capitalize on that and get a much higher return than if you had the short-term thinking. So, if you're a B2B company and you're doing at least a million a year in revenue, maybe up to 10, 20 million a year, or even more like in this example, then you can click the link below and you can book a call with our team. We'll essentially map out the entire process that we would implement for your company, if it would be a good fit, what the numbers would look like, and yeah, essentially what a partnership could look like. So, that's you. Click the link below and we'll talk soon.