TripleScale Interview

Hey everyone.

Like today we have one of our best clients, the one second leads, David us from PeopleScale.

He actually owns and runs one of the best meta ad agencies in Europe.

But I will give the floor to him for a quick introduction.

So with that being said.

Go ahead man.

Cool.

Yeah.

Hey, my name is David.

So yeah, I run a triple scale agency.

We are meta, ads focus agency.

We do media buying and creatives, creative production.

We have a small team of 20 people started just last year.

So we're one of the first agencies to be meta managed in from Lithuania.

so yeah, we spend around 60 million per year on our clients, growing quite fast, pretty significant.

So really cool journey.

Perfect.

Yeah, thanks for that.

And I'm curious, like what was your outbound setup prior to actually coming on board and working with us?

So previously, the only out one we did was LinkedIn outreach.

so I have my personal brand set up and we used to do it manually.

So basically I had a VA, that used to send 40 connection requests per day.

then all of the people that would accept, we would reach out to them manually.

and this is how we used to do.

We used.

I wouldn't say it was very successful as we didn't really sign a lot of clients through LinkedIn.

But I'd say overall LinkedIn has been pretty rough recently.

Like a lot of people are moving away from LinkedIn because of these AI stuff going on.

Like a lot of AI content, AI content, a lot of outreach going on.

There is becoming a spam box for business owners.

So yeah, that was the only thing we did.

I know email is a good tool so that's why we really were keen to diversify and get it started because all of our leads used to come from referrals and partnerships.

You know, it is still, you know, the case to some extent because like I'd say 70% of our leads come from referrals and partnerships.

But I think our strategic decision was to move away and to start acquiring users through email.

And we managed to, you know, close the first clients with email, with the help of you guys.

Yeah.

So I was just going to ask like how, how was the mindset, not just the setup, how, how was the mindset prior to coming on board?

But you actually explained it pretty well now, so no point in asking it again.

Okay.

So now it's been like full three months since we started working together.

I think it's August, September and then October.

So Full three months.

What's your experience like so far?

Working with one second leads?

Yeah, I mean, yeah, pretty good.

I mean obviously, it does take some time to set up the infrastructure, and overall just to get it going.

I think we have to be fair that we struggled a little bit to find our ICP in the beginning, a lot.

But it's also natural we started increasing volumes and I'd say I'm definitely pretty happy with the way things are going actually.

We are in a position where we cannot really even onboard a lot of clients right now because of our internal delivery issues.

Because now you know we have like our, we're almost close to our maximum capacity at this point.

so that is why I'm not really even heavily pushing, you know, just to get more leads.

But you know, probably at this point we get, we have at least a couple of sales calls, discovery calls, you know, per week, from, from email.

So yeah, that's, you know that's, that has been the, you know, the key to basically diversify.

We also got like, you know, we closed a strategic line for the agency, like a really huge brand with a high scaling potential which could alone you know, pay the dividends for, you know, years to come.

So I think that was, that was a cool one as well.

would you say that the meetings we actually book from them from a scale from one to ten, how in line are they with your ideal icp, with your ideal customer?

I'd say maybe, yeah, seven.

Between seven and eight.

So I would say it's pretty difficult to like to book ideal clients because from like it's cold obviously and, and it's difficult, but I'd say probably I would give it a seven.

we had some client, you know, potential discovery calls where it was not a fit at all.

Then we had some really good ones that were like damn, you know, really want to work with them.

so I say at this point it's obviously it's only three months, you know, the sample is not that huge yet as well.

but overall I would say that you know, it's satisfactory.

also, since I'm the founder, you know, and I'm the one closing and doing sales calls, I think I'm learning in the process as well.

There's always obviously things I can do better probably to get people to convert from discovery call to a sales call, and even convert them on sales calls.

But I'd say probably we had Some solid bunch of brands that, that are, that are, you know, high potential.

Yeah, I mean, yeah, when you think about it, like you said, obviously 7 out of 10 is definitely not bad.

There is room for improvement as well.

But as we go on, do you feel like the quality of DOM is actually improved from the beginning up to this point?

Because that's the most important part, to learn and optimize.

So do you feel like we've been successful at doing that?

Yeah, yeah, I think, you know, we had a lot of conversations, you know, we gave you feedback and you improved, you created dashboards, you know, you accommodated to our needs.

And I think that's important that we're basically feel heard and then we're improving, let's say changing our strategy.

So initially we targeted a lot of us, databases, which is natural because it's a bigger market and a lot more emails out there to source.

But then we found that closing in Europe is much efficient for us, so we moved there.

So I think that we are accommodating testing.

part of you guys are developing your processes and you know, you are improving, as a company and we are also, you understand us better.

So it's, I think it's a working process for sure.

Yeah, I fully agree with that one.

Perfect.

Okay, thank you.

And one last question for me because booking calls is one thing, but actually getting those leads to show up on the calls and commit is another thing.

how would you rate the show up rate?

Like what's the average show up rate you've been seeing across, across the board?

I think it's pretty good.

I think that the show up rate was probably 90, like 85% or something.

I probably had a couple of no shows, without explanation.

but then I had some situations where for example I canceled and for example the client didn't reschedule.

Then I had some cases where it became irrelevant.

But overall, let's say the show upgrade was surprisingly, pretty good.

So.

Yeah, yeah, perfect.

Because getting the call is one equation.

But then after you get the call, you have to nurture the call, set up the automatic reminders and that all plays a part in getting those leads to show up.

Yeah, okay, perfect.

Very useful, very useful feedback.

With that being said, I'll pass the floor to Ivan to ask a couple of more questions from his side.

Thank you David for answering my questions.

Sure.

Yeah.

David.

So I guess one question I think is pretty relevant is, since we're not a typical outbound agency, meaning we don't Just do cold emails.

we also incorporate SMS, some lukewarm calling, some cold calling, and also LinkedIn.

Would you say that, some of the channels have outperformed others in certain months?

And how would you say the quality of leads from the other channels are as well?

Yeah, so I think that we had some calls from sms, but I think that calls from the SMS might not be as high, as high quality as, let's say email or LinkedIn, because it's just like a random number, you know, texting you.

So I feel that here, I had a couple of calls, but I cannot remember specifically.

So, you know, but it's a good channel I guess, for distribution as well.

Open rates are good.

LinkedIn.

I don't think we, we had a lot of success, let's say with that.

I think we, you know, the problem with LinkedIn that is that it limits the amount of, you know, requests you can send.

So basically you just have a limited sample with that.

So meaning that, you know, you cannot just test as much as email.

And then obviously email is probably the most powerful tool here.

and probably this one has been the most efficient for us.

Yeah, awesome, man.

So I think you kind of already went over this.

but if I were to ask you, let's say to just name one or two wins over the past three months.

Yeah, I think that's overall just like increasing our volume of emails, obviously closing the first clients.

So we at this point we, we close two clients from email.

so I'm not sure at this point what is our close rate out of all the sales?

I'd say probably it's like 10, 10%, 10 to 20%, something ish, you know, like that.

So we so we close two clients and you know, one of them is actually two of them became enrolling clients, meaning that they you know, they're continuing to work with us.

So I think like getting that proof of concept that we can close, I can close like clients on from email is very promising for me personally.

So what we need to do is just figure out how we can get more clients like that on the meetings and how I can improve, you know, how we can improve our offer offers.

So I think that yeah, like increasing the volume slowly and also the service in general, you know, like the dashboards, the visibility and yeah, you know, those, those probably are the things.

Awesome man.

So I guess that was the main questions to, to wrap it up.

like if someone was on the fence right now about hiring us.

what would you tell them?

Yeah, I think I think it's definitely worth a shot.

So you know, from the perspective like I, I come from media buying and meta ads.

So like I know how, like you know how to acquire customers with ads, but I, I don't have experience or knowledge how to acquire users with email like Outbound basically like or LinkedIn, you know, and for me I started digging deeper and you know, building an in house team while you don't know stuff is quite difficult, you don't know what to hire, you know, like do I hire somebody that specializes in it instantly etc.

So like it's, it's a lot of things going, moving parts and also then you need like appointment setters.

so you as a founder didn't have to be an appointment setter.

And I think a really huge selling point that you guys do is that you have an appointment setter, somebody that calls follow ups.

I think this is like a huge added value bonus to be honest because at this point then you're getting a full outbound team like somebody that does the technical, the copywriting, the follow ups and I think the value for money you guys are providing is insane.

For somebody that is at my stage that is like let's say somewhere at close to six figure monthly recurring revenue.

I think it's a very very good solution.

So I would definitely give it a shot.

I know also just have to keep in mind that it does take time to, let's say for that to pick it up naturally.

Everything does.

So when we sell our service we also understand that sometimes it takes months to make it work with ads.

but I think it's a very good addition to a solo founder, especially if you're a solo founder.

We need somebody to help with Legion.

I think you guys are probably the best solution to like you know, when the business is at a certain, you know, size and especially businesses that rely on referrals and partnerships, you always want to diversify.

You don't want to be relying on referrals because you know it's, it's, it's, it's amazing when it works well and obviously referrals are the you know, the highest quality leads.

But at the end of the day you need to build your pipeline with cold as well.

You need that to be more predictable.

And that is I think the, the key to scaling to 100k a monthly recurring revenue for any service.

Business, you know, agency or.

Or whatever.

I think that's the main thing, you know, Legion predictability.

Yeah.

All right, Mother, if you don't have any other questions.

No, that's it.

From my side as well.

I think David has answered everything that is to set.

So.

Perfect.

Thanks a lot.

That was great feedback, man.

And, we really appreciate your time and, you know, all the effort you've put into essentially helping us make the service better and, helping us help you and other businesses as well.

True.

Yeah.

it's a win, win, you know, you guys doing a good, job?

You know, we're.

We're happy.

Looking forward to what we gonna.

What we can achieve moving forward, so.

Yeah, you know, you deserve a good testimonial.

I know that, those initial case studies in the business, you know, are really important, you know, to get clients.

So if you want, you get my permission to use, let's say, our agency in your outreach emails, because I assume you do outreach for yourself to get clients so you can use our case study, you know.

so, yeah.

Awesome.

That means a lot, Davidos.

Thank you a lot for hopping on and enjoy the weekend ahead.

See you on Monday.

Have a good one.

Bye.

Bye.

See ya.

Bye.

Bye.

Bye, guys.

Bye.