CASE STUDY

MOVING SALES ONLINE FROM LIVE EVENTS

Heating up prospects – being at the top of mind of potential customers when they are ready to buy

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Overview: at a glance

WHEN?

February 2021

WHAT?

Linkedin Workshops

THE CHALLANGE

+ Acquiring new clients when there are no live events
+ Getting around the reduced demand< for their products

THE RESULT

+ improving LinkedIn profiles
+ becoming proficient in communication with new leads
+ becoming proficient in Sales Navigator
+finding new opportunities in crisis

THE CHALLANGE

After years of working with IT clients, we suddenly encountered a completely new, exciting opportunity. A mature company creating innovative, sustainable modular stands reached out to us in order to participate in customized Linkedin workshops. They had all the experience in meeting new clients at fairs and events, yet didn’t know how to approach the idea of finding customers online. It was a real challenge - how to connect with potential clients for products designed for live events, when due to COVID-19 live events aren’t happening?

THE APPROACH

At Nessie we believe that crisis is the perfect moment for development. You get to focus entirely on new solutions, grow, test new hypotheses. Our goal was to teach Ayble how to fish and feed them for a lifetime, rather than giving them a fish and feeding them for a day. We wanted to pass the know-how of our process, but also how to stir in the creativity pot when times are difficult - in order to adapt. We conducted 4 workshops targeted at various issues and processes.

Process

What we used:

4 workshops

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materials & presentations

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homeworks

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consultations

with our copywriting team

supervision of work

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tools

Sales Navigator, CRM, Kanbanchi, Teams, Google drive
THE RESULTS

We showed Ayble how to move from physical events to online sales - and acquire customers with both channels.

We taught them the entire technical side of LinkedIn communication and sales. We gave them the process which they can currently single-handedly conduct at their company – and it works.

THE BENEFITS

Ayble found out that they don’t have to sell their products right away - the goal of marketing is to be at the top of mind of a customer when they are ready to buy. They found a new perspective and are more than ready with new ideas for upcoming fairs

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