Lead Acquisition

Mar 11

Provided lead acquisition strategy that tripled average leads per month generated on the site within 60 days.

5-7%
Increase in overall database size

40%
Increase in homepage lead acquisition rates

Client

National retailer of high-end home and design accessories with a highly-visible media presence and devoted customer base.

Challenge

After experiencing several years of consecutive rapid growth, the client reached a plateau. Return customer rates remained strong, but new customer acquisition and lead generation numbers waned. The client needed an injection of new customers and prospective customers into their database in order to jumpstart growth.

Solution

Gild Group analyzed website data to identify the most likely points of loss within the customer experience. We then developed a comprehensive engagement strategy aimed at new lead acquisition and, ultimately, new customer conversion.

Accomplishments

Launched behaviorally-triggered lead acquisition points on the site with the goal of driving record collection

Developed subsequent communication to engage with newly-acquired leads via email
Crafted incentives when appropriate to convert leads after nurture via email

Results

Homepage lead acquisition rates increased by 40%. Overall database experienced monthly growth of 5 - 7%. Email revenue tripled month-over-month.