B2B Marketing Case Study
Industry — Construction
Earnest is a commercial Design and Build firm in Singapore. They compete in a red ocean — made up of a handful large international firms and mostly bits-and-pieces players.
In 2021, Earnest approached Volt seeking assistance with their marketing efforts.
Earnest has consistently delivered high quality work, the team is capable and the business enjoys strong leadership.
Scaling revenue was an issue — something was hindering sales growth.
We conducted an audit of their brand assets, touch-points, messaging and marketing efforts.
While Earnest's quality output is high — revenue growth was limited by its low perceived value, low ticket size clients and inconsistent marketing.
By itself, the brand's ability to generate revenue — was limited.
Without a strong brand differentiator, Earnest had to compete on costs.
The results were remarkable — Earnest saw keen interests from clients with meaningful improvements to revenue
Generic identity designs may work — but when you set out to capture MNC clients, you need brand identity designs that appeal to them.
Earnest's new website was a game-changer — a design that built trust and content that addressed resistance while inspiring confidence.
The new website resonated with Earnest's ideal customers — placing them firmly within the consideration set of in-market accounts.
For brand awareness, we went with Google PPC — supported by organic SEO.
Google paid ads together with on-page SEO generated 278k impressions and pushed 2.33k traffic to Earnest's website over 16 months.
We created a lead magnet landing page featuring a JavaScript calculator to help visitors determine the optimal space needed for their future workspace.
Visitors shared their email to access the space calculations.
The lead magnet page attracted organic web traffic (SEO) and converted page visitors into leads.
We identified high-value business segments, created a verified list enriched with target accounts' emails, and worked on introducing Earnest's brand and services.
Email campaigns introduced Earnest to 209 new businesses with a 45.5% open rate and 5.25% CTR.
We wanted Earnest to appear in their target audience's consideration set.
To achieve this, we had to look beyond the in-market accounts and at their Total Addressable Market — using LinkedIn to engage with them.
In 3 months, Earnest saw 525% growth in Followers, 1,383 page views with 334 reactions, a total of 14,689 impressions and 20.5% engagement rate.
When the barriers limiting revenue growth were addressed — the business grew unhindered.
Earnest started to appeal to higher value clients and won larger projects.
Revenue scaled 3-fold.
If you're interested in achieving similar results, reach out and discover how our expertise can help your business.