Who is our client?

NYC Cruises is a small New York-based company specializing in private events on yachts of various classes. The main service is the organization of cruises along the New York canals for business events, celebrations and meetings with VIP guests.

What was the request?

The client asked us to systematize and scale the involvement of corporate clients. According to our internal statistics, most clients used the service as a format for team building, corporate events, or to demonstrate the city to potential investors.

How did we fulfill the request?

Given that the main audience is the corporate segment, we chose LinkedIn as a key communication channel. We developed a series of personalized messages focused on the upcoming holidays, taking into account the seasonality of events. We addressed both HR directors of medium and large companies and small business owners in New York. Communication was not built through direct sales, but through clarifying future plans for organizing events. All the responses received were structured into a database to generate projected demand and plan interaction for several months ahead.

What were the challenges we faced?

The main problem was the difficulty of determining the actual need for a corporate event at the time of contact. Because of this, the classic offer of services led to a large number of refusals. The solution was to create a dialog format where we first learned about the dates and frequency of such events without trying to close the sale immediately. This allowed us to collect a high-quality database of contacts, with which we then built systematic work.

Results of cooperation

Within 9 months, we managed to collect a database of 45 companies that showed interest in cooperation. Each of them had a personal face-to-face meeting, some of which resulted in booking events for the coming months.