Client Background:
Tony and Lara from Contigo Associates run a company that trains HR professionals in CIPD Level 3
and Level 5 studies. When they approached us, their company had just started, and they sought to
gain online exposure to build their brand and attract new students consistently.
Initial Challenges:
Contigo Associates, a new entrant in the market, had managed to bring in some students but lacked
consistency in their quarterly intakes. Despite having over 5000 LinkedIn followers, they struggled
with engagement. Their presence on Facebook and Instagram was minimal, necessitating a robust
strategy for greater online exposure.
Understanding the Client:
We conducted a 1.5-hour interview with Tony and Lara, asking questions about their business, goals,
current client acquisition strategies, and their target market. This deep dive helped us understand their
needs, motivations, and long-term objectives.
Strategy Development:
To address their challenges, we proposed attending one of their Level 3 and one Level 5 classes to
interview their students. We also created a survey to gather demographic data, understanding their
students’ backgrounds, motivations, and decision-making processes. This included questions about
age, gender, marital status, career stage, who was paying for the course, and their goals.
Implementation:
Armed with this information, we crafted targeted content that resonated with potential students. We
asked Tony for insights to create content that connected powerfully on LinkedIn. We developed DM
sequences and utilised LinkedIn Sales Navigator to target relevant audiences, including those in
admin roles looking to transition to HR. Additionally, we created DM sequences to engage
management and business owners who might fund the courses.
Client Interaction:
We held monthly meetings to discuss strategies, share insights, and gather necessary information.
These meetings included interviews and strategising sessions. Daily email communication ensured
we stayed aligned, tracking leads and booking information through a shared lead sheet. This allowed
us to respond quickly and maintain a strong partnership.
Overcoming Obstacles:
Unexpectedly, initial sales calls were treated more like meet-and-greet sessions rather than
opportunities to close deals. To address this, we revised the sales script, repositioning the calls to
generate excitement and interest. We coached Tony and Lara to project enthusiasm during these
calls. Additionally, we implemented a three-to-five part email sequence to maintain engagement from
the initial contact to the meeting day, followed by a robust follow-up sequence.
Results Achieved:
Within seven weeks, our efforts brought in one unexpected coaching client and one student
immediately after implementing the revised sales process. We generated over 30 leads, resulting in
10 appointments and two sales, totalling £4,000 (approximately $8,000 AUD).
1
8 Clients in 90 Days – 9 June 2024
Client Feedback:
The team at Butterfly Media goes above and beyond our expectations. They have shown remarkable
dedication, even attending meetings at 4 a.m. their time to accommodate us. They hold numerous
information sessions and invest significant effort into understanding our needs and goals. Their
support is unparalleled, and their investment in our outcomes matches our own.
Lessons Learned:
This experience reinforced the importance of quickly understanding the audience and running a tight
outreach sequence to generate leads and conversations early. Continuous follow-up on warm leads
proved crucial. Monitoring sales calls ensured conversions, and implementing booking sequences
kept prospects engaged. Training clients to convey excitement about their products and services
significantly influenced perception and outcomes, establishing them as the go-to experts in their field.
TESTIMONIAL
“We have found Butterfly Media to be an incredible source of wealth, assistance, and support for our
business. We consider them a business partner in everything that we do. Their commitment to our
success is evident in their constant availability and willingness to help. We communicate with them
frequently and can ask them anything, knowing they are always ready to assist.
The team at Butterfly Media goes above and beyond our expectations. They have shown remarkable
dedication, even attending meetings at 4 a.m. their time to accommodate us. They hold numerous
information sessions and invest significant effort into understanding our needs and goals. Their
support is unparalleled, and their investment in our outcomes matches our own.
We highly recommend Butterfly Media for their exceptional service and unwavering support. They
have truly become an integral part of our journey, ensuring our success every step of the way.”
Tony & Lara Kerley
Founders & Owners
Contigo Associates