{"id":14918,"date":"2022-07-07T10:43:55","date_gmt":"2022-07-07T09:43:55","guid":{"rendered":"https:\/\/woodpecker.co\/blog\/?p=14918"},"modified":"2025-01-21T10:14:32","modified_gmt":"2025-01-21T09:14:32","slug":"case-study-ecom-capital","status":"publish","type":"post","link":"https:\/\/woodpecker.co\/blog\/case-study-ecom-capital\/","title":{"rendered":"How Ecom Capital Sells Their Premium Service with Woodpecker"},"content":{"rendered":"<p><span style=\"font-weight: 400;\">Getting more customers than you can help at one time is a problem many of us would like to face.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Well, in the case of <a href=\"https:\/\/www.ecomcapital.com\/\">Ecom Capital<\/a>, an e-commerce growth business, that\u2019s exactly what happened when they started using cold email for lead generation.<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">their goal was to get clients for their $7,000\/month service<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">they went from setting zero meetings to making 2 qualified sales calls per day<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">the first deal was closed 21 days after sending the first cold email<\/span><\/li>\n<\/ul>\n<h2><span style=\"font-weight: 400;\">About Ecom Capital<\/span><\/h2>\n<p><span style=\"font-weight: 400;\"><strong>Industry:<\/strong> e-commerce growth<\/span><\/p>\n<p><span style=\"font-weight: 400;\"><strong>Employee count:<\/strong> 11-50<\/span><\/p>\n<p><span style=\"font-weight: 400;\"><strong>Use case for Woodpecker:<\/strong> lead generation<\/span><\/p>\n<p><span style=\"font-weight: 400;\"><strong>Product used:<\/strong> Woodpecker Agency<\/span><\/p>\n<img decoding=\"async\" loading=\"lazy\" class=\"aligncenter wp-image-14949\" src=\"https:\/\/woodpecker.co\/blog\/app\/uploads\/2022\/07\/case-study-Ecom-Capital-graphic-1-300x182.png\" alt=\"challenge, solution, results visual for Ecom Capital case study\" width=\"675\" height=\"410\" srcset=\"https:\/\/woodpecker.co\/blog\/app\/uploads\/2022\/07\/case-study-Ecom-Capital-graphic-1-300x182.png 300w, https:\/\/woodpecker.co\/blog\/app\/uploads\/2022\/07\/case-study-Ecom-Capital-graphic-1-1024x622.png 1024w, https:\/\/woodpecker.co\/blog\/app\/uploads\/2022\/07\/case-study-Ecom-Capital-graphic-1-768x467.png 768w, https:\/\/woodpecker.co\/blog\/app\/uploads\/2022\/07\/case-study-Ecom-Capital-graphic-1.png 1152w\" sizes=\"(max-width: 675px) 100vw, 675px\" \/>\n<h2><span style=\"font-weight: 400;\">Challenge: validate the offer &amp; create a consistent stream of leads<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">Ecom Capital set out with two goals:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">validate their higher-priced service, and then<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">validate a predictable, consistent and sustainable method of cold outreach to bring in business<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">They kicked it off with cold calling, but it didn\u2019t do the trick. When they put their sales team on phones and gave them massive lead lists to contact, not a single deal came out of that for 3 months.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Michael, their Head of Operations, explains why that didn\u2019t work for their business: \u201cPeople who pick up the phone want more information, and it would be very difficult to convey that information over the phone just from a cold call \u2018cause what we\u2019re doing is quite technical.\u201d<\/span><\/p>\n<p><span style=\"font-weight: 400;\">So Michael started looking for other options, and stumbled onto cold emailing.<\/span><\/p>\n<h2><span style=\"font-weight: 400;\">Solution: the powerful cold email<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">To do it right, Michael went through cold email training programs and resources \u2013 including the <a href=\"https:\/\/woodpecker.co\/academy\/\">Woodpecker Academy<\/a> and a lot of the articles on Woodpecker\u2019s blog.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">First, they had to take care of the technical backend set-up, like the marketing and sales process for outbound prospecting.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">When that happened, satisfying results started trickling in.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">So much so that, in fact, they had to pause their cold email campaigns since they quickly got more customers than they expected.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">\u201cFrom the day we hit GO on sending emails &#8211; we started seeing results after about 21 days,\u201d says Michael.<\/span><\/p>\n<h2><span style=\"font-weight: 400;\">Results: more clients than they can serve<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">The team had to put their brakes on since they started getting more clients for the premium service than they could handle at that moment.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">When they were fully prospecting, though, Michael was hopping on 2 qualified sales meetings per day for their $7,000\/month offer.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Here\u2019s how he described their 2-stage process:<\/span><\/p>\n<p><span style=\"font-weight: 400;\">The team members who were sending cold emails would go on 15-minute discovery calls, and when the leads were \u201cdiscovered\u201d \u2013 meaning they were suitable for the offer \u2013 they\u2019d get passed on to Michael as the head sales person in the company and the (then) head of Client Success.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Michael would then get on a call with them to discuss and close the deal.<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">Choosing a tool that suits their needs &#8211; Woodpecker<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">\u201cWe had maybe 4 people prospecting for, I\u2019d say, an equivalent of maybe 20 working hours per day for the team combined,\u201d describes Michael \u201cand we were sending about 100 emails a day to new prospects collectively as a team. From that I was running about 2 sales calls per day when we were at peak outreach.\u201d<\/span><\/p>\n<p><span style=\"font-weight: 400;\">When he was looking for the best solution and comparing his options, Michael had his team in mind.<\/span><\/p>\n<img decoding=\"async\" loading=\"lazy\" class=\"aligncenter wp-image-14957\" src=\"https:\/\/woodpecker.co\/blog\/app\/uploads\/2022\/07\/Case-study-Ecom-Capital-graphics-2-testimonial-300x182.png\" alt=\"Ecom Capital testimonial for case study\" width=\"685\" height=\"416\" srcset=\"https:\/\/woodpecker.co\/blog\/app\/uploads\/2022\/07\/Case-study-Ecom-Capital-graphics-2-testimonial-300x182.png 300w, https:\/\/woodpecker.co\/blog\/app\/uploads\/2022\/07\/Case-study-Ecom-Capital-graphics-2-testimonial-1024x622.png 1024w, https:\/\/woodpecker.co\/blog\/app\/uploads\/2022\/07\/Case-study-Ecom-Capital-graphics-2-testimonial-768x467.png 768w, https:\/\/woodpecker.co\/blog\/app\/uploads\/2022\/07\/Case-study-Ecom-Capital-graphics-2-testimonial.png 1152w\" sizes=\"(max-width: 685px) 100vw, 685px\" \/>\n<p><span style=\"font-weight: 400;\">The team saw Woodpecker was the best for what they needed.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">\u201cAnd the experience has been great,\u201d says Michael \u201cIt\u2019s simple to use. The interface makes sense. It makes it easier to control the follow-up process. You type in an email in a document, copy it, and bam! You\u2019ve got it done. You don\u2019t need to worry about following up and any of that manual process.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">I like how you can customize it. And the support is exceptional. I spoke to Damian a lot, and whenever there were things that weren\u2019t working, he\u2019d come in and help me with messages like: Here\u2019s your action task, if you need help, I\u2019ll be there. Especially important with the technical stuff no one seems to get.\u201d<\/span><\/p>\n<h2><span style=\"font-weight: 400;\">What\u2019s the next goal?<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">Ecom Capital\u2019s next objective is to bring on board a consistent level of clients, averaging about 1 per week for that particular higher-priced service.<\/span><\/p>\n<h2><span style=\"font-weight: 400;\">Why do our customers like Ecom Capital succeed?<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">Looking at customers of ours like Ecom Capital, we see that some of the things that help them skyrocket their growth using cold emailing is a well-defined target and ICP, a solid lead qualification process, and confidence that goes along with a proven track record of being able to deliver on their promise.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">When it comes to the cold emailing strategy and execution, a well-defined target and <a href=\"https:\/\/woodpecker.co\/blog\/ideal-customer\/\">ICP<\/a> are one of the first things you need to have figured out before you start.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Another is picking a cold email tool that&#8217;s right for what you need. Automating the whole process is crucial if you want to grow. It will allow your team to save time that can be invested back into working with your prospect.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">And what tool will do the job? Well, I might be biased\u2026 so try Woodpecker for yourself and see if it&#8217;s the right cold email tool for you.<\/span><\/p>\n<p>\n<aside class=\"cta-block cta-block--a-version js-cta-block ab-no-10-cta-block ab-no-11-cta-block\">\n  <p class=\"cta-block__heading u-heading-preset-md-600\">Try Woodpecker &amp; start bringing in leads<\/p>\n  <div class=\"cta-block__form-container\">\n    <form class=\"js-cta-block-form\" action=\"https:\/\/woodpecker.co\/signup\/\" class=\"cta-block__button-only-form js-cta-block-no-input-form\">\n      \n\n\n\n\n\n\n\n\n<button class=\"c-button js-button c-button--color-main c-button--size-small u-focus-visible-outline\">\nStart free trial\n<\/button>    <\/form>\n    \n    <form class=\"c-input-button-form js-cta-block-form cta-block__form\" action=\"https:\/\/woodpecker.co\/signup\/\" method=\"POST\" novalidate>\n        \n  <div class=\"c-form-field js-form-field  c-input-button-form__form-field\">\n    \n    <label class=\"c-label c-form-field__label\" for=\"cta-block-form-email-750981292\">Work email<\/label>\n\n                    \n  <input class=\"c-input  js-input c-input-button-form__input\" placeholder=\"will@woodpecker.co\" name=\"email\" id=\"cta-block-form-email-750981292\" type=\"email\" \/>\n            \n    <span class=\"c-form-field__error js-error\">\n                                      Invalid email format\n        \n\n                <\/span>\n  <\/div>\n\n        <div class=\"c-input-button-form__button\">\n          \n\n\n\n\n\n\n\n\n<button class=\"cta-block__button c-button js-button c-button--color-main c-button--size-small u-focus-visible-outline\">\n                Start free trial\n        \n\n<\/button>        <\/div>\n\n            <\/form>\n  <\/div>\n<\/aside><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Getting more customers than you can help at one time is a problem many of us would like to face.\u00a0Well, in the case of Ecom Capital, an e-commerce growth business, that\u2019s exactly what happened when they started using cold email for lead generation.<\/p>\n","protected":false},"author":17,"featured_media":14932,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[7],"tags":[],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v20.11 - 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