Case Study: Building a pipeline of leads without endless marketing
Overview
Barbara Boldt is the CEO of Boldt Global. Barbara focuses on helping non-native English executives quickly develop the leadership communication skills they need to be effective in their roles.
Challenge
Barbara had been in coaching programs before, but she needed an approach to creating a full pipeline of leads and a systematic way of attracting clients.
When she joined Elevate, she was posting frequently on LinkedIn, and hired both a video editor and a full-time VA to help with her marketing efforts. There was just one problem - she wasn’t getting clients through her marketing.
All the gurus had told her to post a lot on social media, and she had hired a LinkedIn strategist who had given her a complex strategy that was taking too long to implement.
In short, frustrated by her lack of progress, and ready for a different approach that didn’t involve endless social media, Barbara joined Elevate.
Solution
Elevate offers a clear, actionable strategy for doing ‘feel good’ direct outreach. Barbara put that to work and quickly began to see results.
“I began doing outreach as was recommended and found myself getting connected with an HR person at Consumers Energy. We had a conversation and she introduced me to the three highest level people I needed to know.”
With more conversations under her belt, Barbara begin writing proposals for her new prospective clients. But she faced one of the biggest challenges most consultants agonize over - pricing. Using the Elevate Slack channel for feedback, Barbara asked for help with pricing her Lunch and Learn, as well as other offerings, and received some surprising feedback.
“The lunch and learn pricing was a revelation because I've usually done lunch and learns for free. And I was like, oh, you can charge for this.
I think that's probably one of the greatest resources [inside Elevate] is being able to ask other people about pricing. I struggle with pricing all the time and I'm sure I'm usually too low, so it's having that feedback and standing in my pricing, you know, like owning it is a huge, a huge game changer with the program.”
Confident in her newfound strategy based on the Elevate Method, Barbara is no longer stuck on the hamster wheel of marketing. She was able to reduce her marketing expenses and use her V.A. more strategically.
Two months into Elevate and Barbara has identified the right people to reach out to and has a pipeline of leads who are interested in talking with her. She charging more, making more sales and feels more confident in her pricing.
“I'm I feel much better about the business today than I was at the start of the year. I'm more excited about it and that's because I'm starting to have success.”
Barbara Boldt Q and A
(Conversation edited for brevity and clarity).
Why did you join Elevate?
What attracted me was the sound business advice. I needed to find an approach to creating a full pipeline. I think that's what we all struggle with - where do clients come from and how do we create a systematic way of attracting them.
What's the experience been like to be inside of Elevate?
I love the format of it. The office hours that we hold for one and a half hours are very appropriate.
And I also like the fact that the call time is structured. It's not a waste of time. It flies by.
I love the support of other women. I love the fact that we're in here together. We share our wins. Slack works very well for sharing all of the things that are going on during the week.
I love the accountability on Mondays. That's really helpful to focus on just a couple of things that we know we have to report in on Friday. So, you know, you're motivated to get that stuff done.
For people who are considering joining Elevate, what advice would you give them?
I would let them know they should do it. It has honestly been the most helpful coaching program I have ever been in - and I have been in several.
Elevate is so down to earth, the premises and the principles that we learn, make sense. And they work and we have support while we implement. And it's not a huge financial investment or time investment. For me, it’s the best money I've invested so far in my business.
Laura’s experience and background in doing business with companies, is what I'm finding most helpful. I need to know how to do business with companies. And that's what Laura knows and teaches. So that's what works for me about this. A lot of us are have to sell to an HR department. And finding out how to deal terms in a contract. Oh, oh my gosh. There's a method. There's something I can say. I would not have known that. So that's really the gift that's for me.
I need to be B2B. I need to know, and I need to know how to do that. And that's the path Laura’s taking me on.
—
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