A materials science company that specializes in creating stable dispersions and pastes of Graphene, perfect for use in coating formulations and composites
The objective of their engagement with Leadle Consulting was to set up a reliable lead generation process in India market.
The client’s only source of leads was referrals and word of mouth.
While referrals brought in business, it wasn’t enough to explore new markets or create a predictable sales pipeline.
They needed a strategy that could help them scale and reach decision-makers beyond their immediate network.
Solution:
– Our first step was to identify who within the target companies held the most influence.
– Given their product leaned toward R&D applications, we focused outreach efforts on: R&D heads, CEOs and operation heads and aligned messaging accordingly to see how it worked.
– There was initial skepticism about the product’s capabilities. But, once we met their information needs, they approached us with higher intent.
Observations:
– Outreach across different roles and industries revealed use cases the client hadn’t initially thought of (indicating that problem identification and resonance are key for outbound success)
– Crafting personalized messages that address the pain points and interests of the specific decision makers is crucial for generating high-intent leads.
— By moving beyond referrals, the client tapped into new ICPs, building an active and reliable pipeline that could sustain future growth.
With targeted outreach and messaging, we’ve helped accelerate their position as a trusted producer of Graphene in their target markets, successfully setting 17 meetings within 90 days.
We set out to achieve 8-18 discovery meetings by reaching out to a maximum of 2000 prospects from 1000 accounts in the pilot period. Our team achieved 17 fulfilled meetings in the pilot period.