Australian financial advisory firm: 282 booked calls in 3 months
A financial advisory firm in Australia booked 282 sales calls in 3 months with us, 94 a month on average. It targeted business owners across different industries, from 5 LinkedIn accounts and 20 email accounts, with each LinkedIn account contacting 2,800 people a month.
The firm wanted business owners in every industry
The target was business owners in different industries and verticals, with no single sector. The senders were the firm's own advisors and sales reps, each on their own accounts.
We ran the campaign from our office in Prague. The firm sat most of a working day ahead of us for the whole engagement. That changed who took the calls and when. It changed nothing about the results.
We gave every advisor the same outreach kit
The setup was built per person, so it could grow by adding people.
- One kit per advisor or sales rep: 1 LinkedIn account, 1 email account for follow-ups and 3 email accounts for cold email.
- Volume per account: each LinkedIn account contacted 2,800 people a month.
- Local targeting: business owners in the firm's own city answered more easily, because they knew they could meet the advisor in person.
- Lists from several tools: Sales Navigator alone was not enough to build them. We rebuilt lists constantly so every contact matched the ideal customer profile.
Five LinkedIn accounts and twenty email accounts
| Item | Number |
|---|---|
| LinkedIn accounts | 5 |
| Email accounts | 20 |
| Per advisor or rep | 1 LinkedIn, 1 follow-up email, 3 cold email |
| People contacted per LinkedIn account per month | 2,800 |
| Booked calls | 282 in 3 months |
| Monthly average | 94 booked calls |
The follow-up inbox sends warm emails, which go to people who have already had a LinkedIn touch from that advisor. The three cold email inboxes per person run a separate cold track alongside it.
282 calls in 3 months, with the money arriving later
The result was 282 booked calls in 3 months. The revenue came slower than the calls. People in this market do not make decisions quickly, and most of the value from those conversations landed in the following two quarters. When the numbers were reported, many hot opportunities were still in the pipeline.
Four things were hard throughout: testing different sequences, rebuilding lists so every contact fit, finding data beyond Sales Navigator, and keeping weekly and monthly volume high.
What this means for an advisory firm
Judge a campaign like this on booked calls first and on revenue much later. You will look at the numbers in month two, while your market plans to decide in month five. Plan your cash flow for that gap before you start.
Start local if you can. A business owner who can picture meeting you in person has one less reason to ignore the message.
It works when business owners already pay advisors for what you offer, and when your advisors have room in their week. An average of 94 calls a month has to land in someone's calendar.
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Smirnov Consulting Group is a Prague-based B2B outbound lead generation agency that runs cold email and LinkedIn campaigns for founder-led B2B companies and books qualified sales calls.