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Julien, B2B Consultant: From Unpredictable Pipeline to Regular Inbound Leads

Julien is an independent consultant specializing in advising small industrial businesses. He had several recurring clients but faced a real challenge: as soon as he stopped prospecting actively, inbound inquiries completely dried up. He alternated between busy periods and quiet phases, without really understanding why. With VeryControl Express, he quickly spotted blockages in his inbound lead flow, especially around visibility, first contact, and follow-up. By correcting these areas, he stabilized his lead flow while spending less time on prospecting.
Before the diagnostic: efficient word-of-mouth but inconsistent sales

Before the diagnostic, Julien relied on:

  • 90% referrals and personal network,
  • Occasional LinkedIn posts,
  • Inbound contact only via personal email.

Visible effects:

  • 📉 A website that was rarely visited,
  • 🕒 Few incoming leads outside his direct circle,
  • ❌ Lukewarm leads disappearing after one contact with no structured follow-up.

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Key friction points revealed by VeryControl Express

1. Visibility: no active lead generation channel

No way to generate demand outside of his personal network, no newsletter, lead magnet, or website capture.

2. First Contact: no clear entry point

No simple page presenting services, no easy way to book a discovery call.

3. Follow-up: no nurturing after first exchange

Once a lead didn’t respond, it was never followed up again.

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The simple changes implemented after the diagnostic

📌 Visibility

  • Created a small lead magnet (“3 common mistakes SMEs make”),
  • Added a simple newsletter signup form to his website.

📌 First Contact

  • Built a simple services page: who I am, what I do, 3 client examples, “Book a call” button,
  • Added Calendly for direct appointment booking.

📌 Follow-up

  • Set up a 3-step automated follow-up sequence after first contact:
    • Day 2: follow-up email “any questions after our exchange?”
    • Day 7: relevant client case study,
    • Day 14: soft close email “Still interested? Here’s a free mini audit”.

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Results after 30 days

✔️ +2 inbound leads per week, without additional marketing,
✔️ 1 client signed directly thanks to follow-up,
✔️ 50% less time spent on active outreach,
✔️ A more predictable pipeline with fewer “quiet” periods.

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3 lessons for B2B consultants
  • Passive visibility channels secure long-term business flow.
  • Streamlining the first contact increases conversion without extra effort.
  • A simple nurturing system can revive cold leads and close more deals.

    • Conclusion

    Julien didn’t need to build a complex funnel: with small, targeted changes from VeryControl Express, he achieved steady leads and more predictable sales.

    👉 Freelancer or consultant? Get your 20-minute customer journey diagnostic here:

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