CASE STUDY
Massachusetts Business Consulting Firm
Built on a foundation of strategic thinking and hands-on execution, this Massachusetts business consulting firm partners with organizations to solve complex operational and growth challenges. What began as a small advisory practice has evolved into a trusted resource for companies looking to scale with clarity and confidence.
330
Playbook Downloads
targeted coffee roasters
42
Booked Meetings
$36.88 per meeting
$120K
Closed Revenue
2 deals in 3 months
7,404%
ROI on Ad Spend
$1,599 spend to $120K
The Client & Challenges
A business consulting firm specializing in helping specialty coffee roasters scale their operations needed a way to reach decision-makers in a highly niche industry. Their ideal clients were independent and regional coffee roasting businesses looking to professionalize their operations, grow revenue, and build more efficient systems. The challenge: this audience is small, tight-knit, and hard to reach through general advertising. A broad campaign would waste budget. They needed surgical targeting and a compelling entry point that would resonate specifically with roasters.
Engagement Overview
Channel: Meta Ads (Facebook & Instagram)
Target Audience: Coffee roasting businesses
Lead Magnet: Business Growth Playbook
Total Ad Spend: $1,598.68
Deal Size: $60,000 per engagement
Primary Success Metrics
Playbook downloads (top of funnel)
Booked consultation meetings
Closed deals and revenue attributed
Return on ad spend (ROAS)
Our Approach
Reaching a niche B2B audience requires a different playbook than broad consumer campaigns. We built a two-stage funnel designed to warm the audience with value before asking for a meeting, using a combination of video content and a targeted lead magnet to move roasters from awareness to booked call.
1
Video Warm-Up Campaign
Short-form video ads delivered 3,208 ThruPlays at $0.02 each, building brand familiarity with the coffee roasting audience before the lead ask
2
Niche-Specific Lead Magnet
A business growth playbook written specifically for coffee roasters, addressing the exact operational and revenue challenges they face day to day
3
Download-to-Meeting
Funnel
Playbook downloaders were guided into a consultation booking flow, converting warm
leads into scheduled strategy calls with the consulting team
Campaign Performance
Two campaigns ran in sequence: a low-cost video engagement campaign to prime the audience, followed by a lead generation campaign targeting the warmed audience with the playbook offer. Together, they delivered outstanding results at minimal spend:
| Campaign | Leads | Cost/Lead | Spend | Reach | Clicks | Click Through Rate |
|---|---|---|---|---|---|---|
| Brand Awareness Video Engagement | 3,208 views | $0.02/view | $49.59 | 9,288 | 17 | 0.17% |
| Scale Your Company Playbook (schedule) | 42 | $36.88/mtg | $1,549.09 | 16,766 | 2,157 | 4.21% |
| TOTAL | 42 | ~$36.88 | $1,598.68 | 26,054 | 2,174 | ~4.21% |
Return on Investment
Within the month 3 snapshot period, 2 of the 42 booked meetings converted to paying consulting clients. Beyond the consulting deals, this client also invested in a $15,000 website build and $5,000 per month in ongoing service. Here is the full picture of what the investment produced:
| Metric | Value |
|---|---|
| Ad spend (Month 3 snapshot) | $1,598.68 |
| Website build | $15,000 |
| Monthly service (x3 months) | $15,000 |
| Total program investment to date | $31,599 |
| Closed consulting deals (Month 3) | 2 |
| Revenue per consulting deal | $60,000 |
| Total closed revenue | $120,000 |
| ROI on total program investment | 280% |
| ROI on ad spend alone (snapshot) | 7,404% |
| Cost per closed consulting client | $799 (ad spend only) |
| Remaining pipeline (40 meetings maturing) | $60,000–$2,400,000+ |
*Ad spend figures reflect the Month 3 snapshot only. Website and service costs reflect the full 3-month engagement to date. 40 booked meetings remain active in the pipeline
Even accounting for the full program investment, two closed consulting deals at $60,000 each produce a 280% return. As the remaining 40 pipeline meetings mature and convert over months 4 and 5, that return compounds well beyond the initial numbers shown here.
What Made This Campaign Work
| Hyper-niche targeting | Focusing exclusively on coffee roasting businesses meant every impression was in front of a potential buyer, not wasted on irrelevant audiences |
| $0.02 video warm-up | Brand familiarity built through 3,208 video views at nearly zero cost dramatically improved receptivity when the playbook offer followed |
| Industry-specific lead magnet | A generic business guide would not have converted. A playbook written for coffee roasters spoke directly to their world and self-qualified every download |
| $36.88 per booked meeting | Booking a qualified B2B sales call for under $40 in a niche industry is a remarkable outcome, with B2B consultation costs typically running $100 to $500+ |
The Bottom Line
$1,599 in Month 3 ad spend produced 330 playbook downloads, 42 booked strategy calls, and $120,000 in closed consulting revenue. Accounting for the full $31,599 program investment including website and service, the return is 280% and climbing as 40 pipeline meetings continue to mature.