Case Study: Delivering High-Intent Leads for Investment Fund

During our engagement with Waahe Capital, we identified 6 key problem statements as mentioned below:

• The setup lacked diversified channels for generating leads, restricting the flow of potential prospects into the pipeline.
• Without clearly defined qualification criteria, incoming leads lacked proper evaluation, leading to uncertainty about their suitability and potential for conversion.
• The team faced difficulty in determining which leads to prioritize due to the absence of clear guidelines or parameters for assessing lead quality and readiness for conversion.
• There was a deficiency in establishing a systematic approach to nurturing leads over time, resulting in missed opportunities for engagement and conversion.
• The Sales Development Representative (SDR) processes were not clearly outlined, causing inefficiencies and inconsistencies in lead engagement and follow-up strategies.
• The overall operational efficiency within the team suffered due to the aforementioned gaps, resulting in delays, miscommunications, and suboptimal resource utilization.
  
  

Creating the blueprint:

One metric created a blueprint, outlining the SDR process and the content plan which included a series of welcome emails, nurture emails, and sales specific emails.

Channels and tools introduced

• We introduced Facebook as a lead generation channel.
  
• We introduced webinars as a lead generation channel and implemented the necessary stack.
•  WhatsApp as a lead nurture channel.
  
• We introduced Organic Social Media as a channel for lead generation and brand awareness.

Playbooks and training for the team

• We created playbooks for our client's sales team, onboarded them to a streamlined and structured process.
• We then conducted training sessions for the sales team to familiarize them with the new sales processes.

Restructuring of the website and introduction of lead magnets

We re-structured the website content highlighting the USPs of our client, introduced the lead magnets like fund specific inquiry forms.

Introducing webinars as a lead generation channel

Webinar as a lead generation tool worked out well for this industry generating more than 40% high intent leads.

Introducing WhatsApp as a lead nurture channel

Through strategic engagement and communication via WhatsApp, prospects were effectively nurtured along the customer journey.