Neal Conlon is the Solution Architect at Shore Group Associates. As a member of Inc Magazine’s Business Owners Council, he regularly attends business-networking events in NY and beyond. He has been successful in closing deals with financial institutions, hedge funds, research companies, and other data-driven firms.
For years, he has met founders, executives, and marketers at events, and methodically followed up. The trouble is, this takes serious time and energy. In tandem, with his work at Shore Group, he regularly advises clients on marketing automation technology to use and is the mastermind behind their contact follow-up process.
Shore Group was losing precious time talking to unqualified leads that went nowhere. Not to mention, every interaction was sent manually, creating a slew of repetitive work with every new lead. When you are a boutique firm with a lean team, finding ways to scale your efforts - without sacrificing the human touch - is key. With a long sales cycle of 9 - 12 months, they needed a way to stay top of mind with prospective buyers and nurture them towards a sale over time.
Shore Group uses a four email journey to show the value of their services and data products. These emails are used to help determine qualified leads based on pricing fit and connect those leads to sales.
Neal’s team puts a lot of thought into their customer journeys before they ever go live.
This is where the magic happens - scaling efforts with automation but without losing the human touch.
Since launching their first customer journey, Neal’s team has had a solid 25% open rate on their first touch emails, which is a 12% increase from their efforts before using Autopilot.
With their marketing automation program running smoothly in the background, they are consistently landing 10 warm introduction calls and 5 new meetings per week with barely any maintenance, leaving his team with more than enough leads to pursue that next big deal.
First touch open rates
Weekly introduction calls
Meetings per week