Peter Wijnands Q-Impact
 
 
 

Marketing automation has not only increased the authority of Q-Impact, we now also have a professional customer journey that brings in leads on a weekly basis.” – Peter Wijnands, director Q-Impact

 

Customer: Q-Impact

Industry: Consulting

Project: Marketing Automation + Content

Customer question: ‘How do i get structured leads at my website?

 
 
 

MARKETING AUTOMATION STEPS

engels funnel

Step 1: Segmentation

  Segmenting your target group is essential to create a personal sales message. That is why we always recommend to segment the target group into three groups: customer type, purchasing need and purchasing urgency.  

Segmentation 1: Customer type

  The ‘Customer journey’ of Q-Impact is organized per sector. We started with the Accountancy sector. An E-book is offered, specifically for this sector:

e-book accountancy branche  

Segmentation 2: Purchase need

  By the means of the download form of the e-book, Q-Impact segments on demand, which is specified on the training that Q-Impact can provide in this area:   q-impact

 

After the download, each lead receives e-mail tips, based to its (development) needs.  

*Click image to enlarge  

Segmentation 3: Purchasing urgency

Q-Impact tries to find out the purchasing urgency within two ways. In the first e-mail a question is asked about the specific problems of the lead. This way, Q-Impact tries to get into a conversation with the lead, in order to find the urgency.

Example of e-mail tip 1 Leadership: Involve your employees At the end of the e-mail funnel, the leads receives an invitation for a telephone conversation – this e-mail is also sent as a reminder:  

Step 2: Foundation

 

Foundation is the way leads are collected, this can be by an e-book, a checklist, webinars, presentations, etc.

In this case, we choose for an industry-specific foundation: the e-book focussed on the accountancy industry.

Foundation: ‘The future of accountants offices’

  e-book accountancy branche

Step 3: Range

  For the best result, the range should be as specific as possible. At Q-Impact we focused on director / shareholders of accountancy firms: Q-impact LinkedIN

Step 4: Follow-up

  The follow-up consists of: Welcome e-mail series: meet with Q-Impact Value e-mail series: personalized tips Sales e-mail series: social proof + make an appointment at the touch of a button   Q-impact*Click image to enlarge

THE FIRST RESULTS

 

Dagen icon Days 30
leads icon Amount of leads 30
€ per lead €9
 
 
 

What did we learn from this project?

 

1. Customer interviews are important

We believe that 75% of your marketing content should be ‘written’ by your own very best customers. Before we started on this case, we interviewed 5-10 customers of Q-Impact from the financial sector. That way, we got a good picture of their pain points and wishes. We used this to come to the right approach.   2. Have your foundation be assessed by your target group We believe that you should always have your ‘foundation’, in this case the e-book, assessed first by your best customers. You can also have them judge multiple titles; this is important for the conversion of the e-book.   3. A/B Test results Which ad do you think has won?

  Q-impactQ-impact

 

The answer: ad #2 has the highest clickthrough rate (CTR). Q-impact  

Do you also want an online sales funnel like Q-Impact?

 

Leave your details in the form below and our marketing automation specialist will help you further within 1 phone call. He will investigate what the possibilities are for your organization.  

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