Incito
Key Results
The Client
Incito is a Calgary-based company providing seminars, workshops, and coaching for executives and leadership teams of energy companies across Canada. The company is run by one of Canada’s top 100 most powerful women, Jenn Lofgren, MCC, CPCC, and Forbes author. Every Incito coach is a Master Certified Coach, the gold standard accreditation from the International Coaching Federation. These guys are serious about leadership development.
The challenge
Incito received a grant from the Canadian government, presenting a major opportunity to move into the Canadian-defined “Southern region” of the United States, which includes Texas, the major energy hub in the United States.
While Incito is well experienced in the energy sector, the challenge they faced was how to break into this new geography. Without a US base of operations or a referral network, how would they be able to meet the right stakeholders and shake the hands of decision-makers in Texas?
What we did
We set up Jenn’s LinkedIn account and ran it through our Business Relationship Accelerator program. We created a system for creating and romancing new connections, with the ultimate Call To Action being a simple phone call with Jenn.
By using LinkedIn Sales Navigator, we targeted VP level and above job titles within the energy sector and within the new geography. We then set up a messaging sequence that was front-loaded with value (never try selling on LinkedIn, it doesn’t work!) and which possessed increasing friction in the ask over time. What this means is that the first message we sent out had no ask at all, and the 5th message had the biggest ask, where we encouraged the connection to visit the Incito website and sign up for a lead magnet designed specifically to be attractive to this customer avatar.
The results
- +1 Meeting Scheduled with CFO of Shell Oil
- +796 new “Ideal Client” connections over four months
- Each of these new connections was VP or above, in “the South” US, and in the energy sector!
- 33% Average Invite Acceptance Rate
- +199 Average Monthly New Connections
- 74 LinkedIn Social Selling Index, which put Jenn in the top 3% across the platform
Do you have a similar project in mind?
We don’t only work with large executive coaching companies! In fact, many of our clients are solopreneur coaches and consultants looking to establish their branding and messaging so they can grow to a company of this size.
Just tell us what you what to achieve, and we’ll let you know what experience we have in your sector, and how we can help you. Alternatively, you can check out more of our work here. Our methods are industry-agnostic and we’ve seen success in fitness, finance, executive coaching, as well as business and leadership coaching areas.
Let’s talk
We’re a family-vibes, fun, and friendly agency, and we would love to work with you! We begin by helping you find leverage. The best strategy and solution for this case study won’t necessarily be the same as yours. We’d love to discuss your goals and understand your business’s pain points and see if we’re a fit.
Get in touch and tell us about your challenges.
