Background

Sagum is a successful digital marketing agency with an eight-year track record of delivering results for its clients. As a “small shop,” their growth had been driven exclusively by referrals and word-of-mouth, a common scenario for established agencies. They had never explored cold outbound sales, making it a completely new and untested channel for their business.

Challenges:

Before working with us, Chase and his team at Sagum faced several key challenges that kept them from trying outbound lead generation:

• No Experience with Outbound: Relying solely on referrals meant their lead flow was inconsistent and not scalable on demand.
• Inherent Skepticism: Like many, Chase was skeptical about the idea of reaching out to cold contacts and whether it would be a worthwhile investment.
• The Agency Dilemma: As a marketing agency, their natural tendency was to rely on their own internal tools and strategies rather than trusting an external partner.

“There was always a little bit of skepticism… but your onboarding process gave me a lot of confidence,” Chase noted, reflecting on his initial uncertainty.

Approach:

To build a new, scalable client acquisition channel for Sagum, we focused on a process rooted in deep discovery and operational excellence:

1. In-Depth Onboarding & Discovery: Our process began with a highly detailed onboarding that prompted Chase to answer questions he hadn’t even thought to ask himself. This allowed us to deeply understand Sagum’s unique brand voice, value proposition, and ideal client.
2. Data-Driven Messaging: We used the insights from the onboarding to craft highly specific and thoughtful email copy. This allowed our outreach to stand out in crowded inboxes and resonate with prospects on a personal level, prompting them to book a call.
3. Robust Sales Operations: We implemented a meticulous workflow for scheduling, reminders, and follow-up. This operational detail ensured that of the 30+ meetings booked, not a single prospect missed their appointment—a 100% show rate.
4. Building Trust Through Detail: From the first touchpoint, our process was designed to demonstrate a high level of thought and care. This attention to detail overcame Chase’s initial skepticism and gave him the confidence to trust our system, which ultimately “overwhelmed” his team with high-quality leads.