How we helped a client develop a perfect product
Case Study : Integrated marketing support
Client : Will It Make The Boat Go Faster?
The brief :
Ben Hunt-Davis won an Olympic gold medal as part of the men’s rowing eights team at the Sydney Olympics in 2000. He wrote about his experience in the popular business book Will It Make The Boat Go Faster? with Harriet Beverage and went on to found a performance consultancy of the same name.
Will It Make The Boat Go Faster? has worked with some of the biggest names in business. However, they often struggled to grow clients that had heard Ben speaking into clients who paid for their consultancy services. To help them overcome this challenge we helped them to devise a new service which sat between the speech and their consultancy services and to promote it using video and social media. We’ve also worked with them to engage highly qualified potential leads who hear Ben speaking at events.
What we did :
Creating a new product
Will It Make The Boat Go Faster? was regularly contacted by companies keen to have Ben give a motivational speech to their employees. The major problem was that only a small number of customers went on to purchase consultancy services from Will It Make The Boat Go Faster? after hearing the speech. Since Ben is only able to make a certain number of speeches in a year this was a major impediment to their growth plans.
We worked with the team at Will It Make The Boat Go Faster? to develop a new service that sits between the speech and the consultancy services. These Crazy goal Workshops provide an excellent introduction to the Will It Make The Boat Go Faster? principles and leave companies primed to purchase additional services in the future, as well as being a useful service that will set companies on a path towards growth. We have seen interest in the Crazy goal workshops from a number of major companies and organisations, including:
- Norfolk County Council
- ABN Amro
- Virgin Holidays
New prospects from social media
Ben regularly speaks at business events that are packed with prime prospects for Will It Make The Boat Go Faster?. Whilst his speeches always go down very well in the room their can be issues with engaging these prospects for follow-up in the future. To avoid this issue we regularly monitor social media feeds around Ben’s name and any events that he is speaking that to identify them and drop them into funnels to allow for follow-up in the future.
Additionally we work regularly with Will It Make The Boat Go Faster? to identify prospects on social media that they are keen to work with and drive them towards funnels that allow the sales team at Will It Make The Boat Go Faster? to make contact with them.
Through this work we have provided leads from the following companies to Will It Make The Boat Go Faster?
- Transport for London
- EY – Ernst and Young
Will It Make The Boat Go Faster? has grown their client base significantly since they started working with us. They have also developed their product range and moved many clients who formally would only purchase a speech from Ben towards buying more services. This has led to a significant increase in revenue to the company. In fact, we like working with Will It Make The Boat Go Faster? so much that we’ve set our own Crazy goal here at Saucy Horse!
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