Generating a 15.1x ROI in Year 1
How Scenic West shifted from 100% referral-based growth to 30% of revenue being driven by outbound
Overview
“Working with LeadCookie consistently over the past couple years, we’ve been able to shift from being 100% referral based to about 30% of our revenue coming from LinkedIn conversations that start with LeadCookie’s outreach sent from my account.”
Scenic West provides their clients with an on-demand team of Product Strategists and UX/UI Designers that create user-centered product experiences that scale.
Trusted by established enterprise companies like Adidas, to rapidly growing funded SaaS startups like Ordway Labs, Scenic West draws from founder Erin Stewart’s extensive UI/UX experience to help their clients create highly-engaging products and user experiences.
The Challenge
It can be difficult to stand out based on the “quality of work” alone. While Scenic West has one of the most stunning websites around, we needed a way to cut through the noise on LinkedIn to ensure that Erin was being established as a trusted partner that would give an honest sounding board to prospective clients.
This meant that we needed to carefully tailor segments to ensure that the prospects being reached would be able to quickly identify with the messaging + relevant examples being shared. If not, our concern was that Erin would simply be seen as one of a thousand nameless service providers offering the moon.
“LinkedIn outreach works. We’ve recently closed a $60,000 /month client through a Lead Cookie campaign that started with a simple message to a CEO. A few messages exchanged on LinkedIn quickly led to a Zoom intro call with their C-level team.”
The Approach
Step 1) Research
The first step was to work with Scenic West to segment potential markets. As Scenic West already had a fair amount of clarity here, we decided on the core markets to target as well as some to experiment with down the line. Our research team then manually built targeted account and lead lists.
Step 2) Messaging
To make sure that messaging would be relevant, our account strategy team worked with Erin to position her as someone who has her pulse on the current state of the industries reached, has clear experience with them based on her cases and other social proof, and can help them solve their most pressing product and UX challenges.
Step 3) Execution
We then began outreach across LinkedIn.
Working with Scenic West to share cases, testimonials, and ultimately position Erin and her team as an ideal partner for product and UX needs relied on a person-first approach using LinkedIn.
The Solution
While generating a positive ROI in the first year is an accomplishment, a massive part of this campaign’s success is based on Erin and her team’s ability to make their clients happy. When a customer starts working with Scenic West, they stay for years.
In addition to the business that has come from outbound so far, shifting Scenic West from 100% referrals to 70% referrals and 30% outbound.
“We started working with Lead Cookie in 2022 and quickly met and closed a couple clients in early campaigns, including a long-term client that’s still working with us two years later. It was working well enough that we paused to catch up on hiring, then returned later in the year.”
Scenic West
Scenic West is your on-demand team of Product Strategists and UX/UI Designers that create user-centered product experiences.
Industry: Design Agency
Location: Tennessee / United States