Quick note: Predictable Growth had an ego death and has become the 0 Hour Studio by Different Hunger.

Case Study Snapshot: How I Get $9K to $36K Clients for My B2B Marketing Agency from Cold Email, Product Hunt and Referral Partners without Ads

Before we dive into the case study, here’s a video walkthrough of the $0-100 way to get B2B marketing agency clients.

The following provides a detailed case study and breakdown of how I use this exact strategy to get clients worth $6,000 to $36,000 from organic channels like cold email, Product Hunt and referral partners.

See the exact funnel and process we used below:

B2B Marketing Agency Lead Generation, Sales Funnel & Sales Process Example Walkthrough

Step 1. Trust Generation

Trust generation is the missing piece of lead generation and sales that 99% of B2B firms fail at. Given the current state of marketing today, trust generation is no longer optional.

Prior to lead generation, you must generate trust with strangers, quickly and at scale. The only way to do this is by creating a great first impression, otherwise your toast. We did this in three key ways:

1. Custom, Premium Marketing Website: We designed and developed a fully custom marketing website on Webflow to centralize everything while providing value and a cohesive UX that built trust and positioned our brand as a premium solution and partner, not just a service provider (AKA a commodity).

   1. Website Link: https://predictablegrowth.webflow.io/ 

      1. /Mission

      2. /Resources

      3. /Capabilities

      4. /Case-Studies

      5. /Academy (Lead Magnet/Lead Gen Funnel)

      6. /72-Hour-Sales (Low Ticket Sales Page)

      7. /Accelerator (High Ticket Sales Page & Funnel

   2. Here’s the footer where you can see the entire sitemap:

2. User Generated Video Content: We featured short and long form video testimonials and interviews from our previous clients on social media and our website. You can see the videos in this YouTube playlist:

3. Content Hub/Academy: We built an ‘academy’ and ‘content hub’ that anyone could access on our website. This wasn’t just your typical B2B content hub though, it was carefully crafted with strategic, value adding content for every step of the buyers journey, from complete stranger → lead → customer → client. We used the Resources page as the free, value driven content, then gated some “exclusive” content inside the Academy which allowed us to generate leads. Inside the Academy, we had a carefully crafted user journey that featured a ‘Start Here’ page as well as ‘category’ pages for Case Studies, eBooks, Tools and Templates.

Step 2. Traffic Generation

As stated in the title, we used $0 in advertising to achieve these results. Instead, we opted for three “free” organic channels. Here’s how I did this:

1. Product Hunt: I had been curious about using Product Hunt as a client acquisition channel for a long time but was skeptical. I figured it was only for software-related businesses and not applicable to our business model… now after 300+ leads and multiple high ticket sales later, I was pleasantly surprised by its results. Here was the exact strategy I used:

   1. Value First / Lead Magnet:To bring value to the audience, I opted to promote our ‘Academy’ as the ‘product’. This launch brought in over 300 leads and the conversion rate was over 20% from click to Academy sign ups. After leads signed up, I redirected them to the ‘72 Hour Sales Challenge’ a low ticket product. View the actual launch page here: https://www.producthunt.com/products/predictable-growth-academy/launches/predictable-growth-academy

   2. Low Ticket Upgrade with Discount: As you can see on the launch page, I offered discount codes to our sales challenge for Product Hunt. I wanted to make it clear we were selling something for those interested and provided a massive value add via the discount. In total we generated close to $6,000 in low ticket sales.

   3. High Ticket Upgrade via Application: Throughout the sales challenge content, I strategically integrated upgrades to our high ticket services and Accelerator program. I had an application to filter out unqualified leads and allowed qualified prospects to book a call on my calendar (see below for details).This led to multiple new clients worth $3,000 on the low end and $25,000 on the high end, directly from Product Hunt. Given I had already built massive trust through the challenge, the sales cycle was a single call and extremely simple.

2. Cold Email: In addition to Product Hunt, I used our automated outbound system to contact B2B digital transformation firms that matched our ICP.

3. CRM + Email Remarketing: Lastly, I used email to remarket to leads that I already had on my email list plus new leads that joined the Predictable Growth Academy.

Step 3. Lead Generation

Once trust is established, lead generation is easy. We generated leads in the following ways:

1. Predictable Growth Academy: We featured long form content (via YouTube and our blog) that dove deep on our process and then offered ‘upgrades’ inside the Predictable Growth Academy mentioned above and linked to the sign up page. Here’s this dead simple lead generation funnel in action:

   1. High Value Case Study with Call to Action to Join the Academy: https://www.predictablegrowth.io/resources/how-to-multiply-client-lifetime-value-from-1-500-to-36-000-new-model-case-study

   2. Academy Sign Up Page: https://www.predictablegrowth.io/academy/signup

Link to Image: Growth Accelerator Offer Page.png

Link to Live Page: https://predictablegrowth.webflow.io/accelerator 

Link to Copy/Wireframe Template: Pre-Sales / Sales Page Copy & Wireframe

(Please note the offer has changed slightly since but the core components remain the same)

Application Funnel (Objective: Book qualified appointments)

Page 1: Training & Application Page

Link to Video: https://differenthunger-2.wistia.com/medias/by5ae0ono3

Link to Presentation:Predictable Growth Accelerator Presales Deck

Page 2: Schedule Interview 

Event Details:

During this call, we will consult with you on growth and productization of your business.

To maximize our time together during the call, we ask that you prepare for our consult by honoring the following requests:

1) Do your due diligence on Predictable Growth prior to the call. We’ll be vetting you and your company before the call and expect you to do the same by reviewing our website so that you are familiar with our process, pricing, previous work and case studies.

2) Invite key decision makers to the call. In order to prevent miscommunication, we ask that you attend your consultation with all key decision makers. This prevents us both from having to repeat ourselves and waste time sharing information back and forth between third parties. 

3) Know your numbers. Our most successful clients and partners operate based on data, not emotions. Given we will be evaluating each other for a mutual fit, it’s important that you come to the call with clarity on your company’s business development metrics including 1) annual client value, 2) current sales conversion rate and 3) your new business target for the next 12 months.

4) Show up to the call in a quiet location with zero distractions. This call may be the most pivotal 30 minutes in your life and business this year, so please plan ahead and be in a distraction-free environment where we can have a productive conversation, not driving on the highway! That’s not safe either :)

Thank you and we are thrilled to speak with you! 

Qualifying Form Details:

Q1: Best number to contact you?

Phone Number

Q2: What is your core offer and what makes it head and shoulders above the competition?

One Line

Q3: Which plan are you interested in?

Radio Buttons

Page 3: Confirmation & Next Steps

Link to Video: https://www.youtube.com/watch?v=jlMHwrGgfMY

Link to Assessment: Predictable Growth Assessment

Part 2. Sales Conversion

Step 1. Consultation 

Host a 1:1 consultation with the prospect while maintaining a crystal clear agenda for the call. Here’s the script: 60 Minute NBO Consultation Script Template, Offer Sales Script Template [Make A Copy]

Step 2. Registration

Once the prospect is ready to get started, begin registration. Here’s the exact 3-page checkout we used:

Page 1 

Page 2 

Page 3

We used and recommend ThriveCart for payment processing. It’s extremely easy to use and powerful. 

Here’s the link to purchase ThriveCart and install our exact checkout flow in a couple clicks: https://thrivecart.com/share/k2Zu3LQ/

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