Case study
Financial services lender, case study
Multi channel outbound that helped a boutique commercial lender create $1.56M in qualified pipeline from predictable senior conversations.
The client
Who we worked with
A boutique commercial lender helping Australian SMEs access working capital and equipment finance.
The challenge
What made this difficult
Inbound and referrals were inconsistent. The client needed predictable senior conversations with businesses that had clear funding triggers.
Referrals too unpredictable
No structured outbound motion
Needed buyers with active funding triggers
The approach
How we executed
Targeting
Tightened ICP around revenue bands and common funding triggers.
Messaging
Talk tracks built around cash flow, equipment needs, and growth capital.
Execution
Phone first outbound supported by email and LinkedIn follow up.
Optimisation
Weekly refinement of objections, targeting, and talk tracks.
Results
What this campaign delivered
Contract length
6 months
Meetings per month
4
Average contract value
$65,000
Pipeline created
$1,560,000
$1.56M pipeline created from structured outbound into SME finance buyers.
Methodology
Why it worked
Trigger based targeting found active funding needs
Phone first approach reached senior decision makers
Weekly optimisation improved meeting quality over time
Fit check
This approach is best suited for
Financial services firms selling to SME owners and CFOs
Lenders needing structured pipeline beyond referrals
Teams where deal value justifies structured outbound
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