LinkedIn Case Study

The Problem

The client (Texas Dumpsters) was generating consumer dumpster leads from Google but wanted to focus on larger corporations. These larger corporations provide a monthly recurring revenue instead of consumer one off dumpster needs.

Most of these corporations Procurement and Purchasing Managers are not searching on Google for “Site Waste Management”. They needed to get in front of the exact prospect where they knew they would be (LinkedIn).

Texas Dumpsters delivers a high quality and cost efficient solution they could sell but needed a consistent pipeline of fresh leads each week.

The Solution

After Texas Dumpsters saw how YEAH! Local was running our own LinkedIn Lead Generation campaigns they knew it could work for them.

We started with a profile optimization since on LinkedIn it serves as a website, landing page, sales letter, and a first impression…it needs to be great!

We rewrote their profile to serve all of those purposes. We clearly stated the problem we solved for purchasing and procurement managers in the Oil and Gas industry and how we could help them.

We then built a perfectly targeted prospect list using LinkedIn Sales Navigator. Linkedin offers some very advanced and in depth targeting options.

We reached out to 50-100 of those ideal prospects every day and connected with them on behalf of Texas Dumpsters. When they accepted the connection request we sent them a short message asking if they are potentially interested in a Site Waste Audit.

If the prospect replied with interest then the Texas Dumpster sales professional carried on the conversation. If they did not reply, we continued sending them “soft” messages every 7 days for the next 21 days to ignite the conversation.

In most industries, this will realistically produce 3-5 interested prospects every week and this was the same for Texas Dumpsters.

Within a couple weeks they were getting responses and phone meetings were set up.

The Value

We’re proud to report the client states working with YEAH! Local accounts for an large increase in monthly recurring revenue and they are booking sales calls weekly with procurement and purchasing managers.

The client has mentioned this has been the only way they found to consistently get in front of corporate decisions makers who aren’t searching on Google.

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LinkedIn Marketing Case Study