A Campaign That Converted: How a Small Business Increased Profits by 64%

Double business and cut your sales cycle in half with marketing automation.

Increase in customers
Cut sales cycle in half
Increase in revenue

The Agency-Client Relationship

Agency: Venture Catalysts – a digital marketing agency that specializes in the creative use of marketing automation, analytics, social media, and other digital marketing tools.

Client: Social Media Investors – a foundation that helps small business owners use social
media to compete for market share on limited budgets.

Client Needs Affordable Marketo and HubSpot Alternative

Social Media Investors (SMI) is an integrated digital marketing communications company. It was founded in 2011 with a vision to change the way small businesses compete in the digital world. As social media grew in popularity, SMI saw casual users becoming empowered by platforms like Facebook and Twitter, while small businesses stumbled over the best ways to utilize them. SMI knew that social media was a critical link in sales and marketing, but so few entrepreneurs were maximizing that potential.

When SMI came to Venture Catalysts for help, it was working with a small sales budget, very little time to spend on marketing, and a disjointed list of about 20,000 contacts from business meetings, networking events, friends and family. The company was looking for an affordable way to organize those leads and reach out to ones that were promising.

Venture Catalysts had past experience with more expensive platforms like HubSpot, Marketo and Salesforce, and knew those options were out of the question given SMI’s budget.

“We knew that SharpSpring would be well within the client’s budget. We also knew that with SharpSpring’s automation and our strategic capabilities, we could reach these leads with a single automated email campaign.”

Kirk Holmes

CEO of Venture Catalysts

Setting Up an Email Campaign With Marketing Automation

Venture Catalysts used SharpSpring to launch an automated 24-email campaign for SMI.

  • Free trial campaign: 8 emails
  • Post sign-up, upgrade to ‘pro’ campaign: 8 emails
  • Upgrade from ‘pro’ to ‘premium’ campaign: 7 emails

Challenge 1: Ensure that all of the leads in the client’s database were solid, qualified leads. SMI had collected many leads over the years, so at this point, many were no longer active. Within its first week, the campaign came close to going over the spam threshold. SMI took a look at which leads were not engaging and removed those from its list, which greatly improved engagement rates for the subsequent emails in the campaign.

Challenge 2: The amount of prep time required to set up a massive campaign such as this one. It’s important to be strategic in the planning phases to ensure the campaign will essentially run itself and that minimal work will be needed after the launch. This involves gathering and setting up the right content in your emails and landing pages, and then formulating each task in the automation to ensure leads are properly captured through landing pages and ending up in the sales pipeline, exactly where you want them. The agency had to make some iterative adjustments throughout the campaign, but it learned how to better prepare fully for future campaigns.

“Any organization can benefit greatly from marketing automation. The fact is, it can be used not only to sell your services or products, but also to retarget customers and prospects by sending automated follow-ups, thank-you emails, surveys, and so on.”

Kirk Holmes

CEO of Venture Catalysts

More Customers & Higher Profits

This campaign has allowed the sales process to continue in the background, enabling SMI to focus on delivering optimal services to customers who’ve upgraded. This has saved SMI time and money in the long run, despite the extra time spent up front to set up the campaign.

Before Venture Catalysts implemented SharpSpring for SMI, the client was closing one or two deals on average per month. Within the first eight weeks of this email campaign, SMI closed 10 new customers. That’s five per month, meaning SMI more than doubled its business and cut its close time in half. Furthermore, demand for SMI’s platform and services has been so high as a result of the campaign, the company was able to raise its prices while keeping all of its current customers, thus increasing its revenue by 10x and its profit margin by 64%.

“Any organization can benefit greatly from marketing automation. The fact is, it can be used not only to sell your services or products, but also to retarget customers and prospects by sending automated follow-ups, thank-you emails, surveys, and so on.”

Kirk Holmes

CEO of Venture Catalysts

Real Results With SharpSpring

After implementing SharpSpring, Venture Catalysts was able to help SMI double its customer base in just eight weeks.

Through the automated email campaign, SMI also cut its close time in half.

SMI was able to raise its prices while retaining current customers and getting new ones, thus achieving a 10x boost in revenue.

Venture Catalysts is a digital marketing agency founded in Las Vegas in 2016. Rather than focusing solely on metrics like web traffic or social media likes and comments, Venture Catalysts helps businesses track which of their marketing tools are actually generating revenue.

With a heavy focus on data, Venture Catalysts works with clients to get their marketing platforms set up correctly, and then the agency uses lead scoring, trackable links, a CRM and other SharpSpring features to help clients optimize their marketing strategies.

Learn more at www.venturecatalysts.us.

Hear directly from clients about how marketing automation is producing real-world results in a variety of industries.

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Adding marketing automation to your toolbox can help you grow your business. Schedule time with our Director of Partnerships to chat about your specific needs and see SharpSpring in action.

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