CASE STUDY :: LEAD LOGIC
How AI Automation Revolutionised a High Ticket Coaching Funnel
EXECUTIVE SUMMARY
63% Increase in Revenue
This case study examines how Sarah Chen, a high-ticket business coach who previously generated £3.2 million annually, implemented an AI-powered automation system to streamline her webinar funnel. By integrating intelligent lead qualification, personalised video sales letters (VSLs), and multi-channel follow-up sequences, Sarah achieved a 63% increase in revenue, while reducing operational costs by 41% and eliminating the need for four full-time sales staff.
BACKGROUND
Rising Costs & Poor-Fit Prospects
Sarah Chen built her reputation as a premier business strategist over eight years, offering coaching packages ranging from £15,000 to £50,000. Her business model relied heavily on:
• Regular webinars (2-3 per month) to attract prospects.
• A team of six sales representatives to qualify and close leads.
• Extensive manual follow-up processes that consumed resources.
• A labor-intensive approach requiring 60-70 hour work weeks.
Despite her success, Sarah faced significant challenges: sales team burnout, inconsistent closing rates, and inefficient lead qualification that wasted time on poor-fit prospects. With rising customer acquisition costs, Sarah sought a solution that could scale her business while reducing her personal workload.
SOLUTION IMPLEMENTATION
Automating the Key Aspects of the Funnel
After consulting with Kariba's AI automation specialists, Sarah implemented a comprehensive system designed to automate key aspects of her funnel:
1. Intelligent Lead Qualification Bot
The team deployed an AI-powered qualification bot that:
Engaged website visitors and webinar registrants in natural conversation
Collected critical information about budget, timeline, and business needs
Assigned lead scores (1-10) based on predefined criteria
Routed high-scoring leads (8-10) directly to sales representatives
Placed lower-scoring leads into appropriate nurturing sequences
2. Personalized AI Video Sales Letter Generator
A standout innovation was the dynamic VSL system that:
Analysed data collected during the qualification process
Generated personalised video sales presentations in real-time
Customized content based on the prospect's industry, challenges, and goals
Featured Sarah's voice and presentation style (using licensed AI voice technology)
Created the impression of a custom proposal specifically for each prospect
3. Multi-Channel Follow-Up Automation
The system established omnichannel follow-up sequences including:
Email nurturing campaigns tailored to lead score and behavior
SMS messaging for time-sensitive offers and reminders
WhatsApp integration to reach international prospects
Telegram updates and exclusive content for engaged community members
Intelligent re-engagement sequences triggered by specific user actions
4. Webinar Optimisation System
A specialised webinar automation component:
Tracked attendance, engagement, and drop-off points
Automatically sent replay links to registrants who didn't attend
Identified high-engagement viewers for priority follow-up
Triggered special offers at strategic times after webinar completion
Created segment-specific follow-up based on viewing behaviour
5. Drop-Off Recovery Process
The system implemented recovery pathways at every potential exit point:
Abandoned registration pages triggered specialised messaging
Partial VSL views prompted re-engagement sequences
Unscheduled calls after qualification received recovery campaigns
Expired offers were followed by strategic re-offers with added incentives
THE RESULTS
Headline in here across two decks
After six months of running the fully automated system, Sarah achieved remarkable results:
Financial Impact
63% increase in annual revenue (from £3.2M to £5.2M)
41% reduction in operational costs
72% improvement in lead-to-sale conversion rate
93% increase in qualified discovery calls
Operational Improvements
Reduced sales team from six to two members (focusing only on highest-value prospects)
Decreased average sales cycle from 28 days to 12 days
Improved customer satisfaction scores by 37%
Created accurate sales forecasting based on lead scoring metrics
Personal Benefits for Sarah
Reduced working hours from 65+ to under 40 hours weekly
Eliminated need for personal involvement in initial sales processes
Shifted focus to high-value client delivery and program development
Launched two additional service offerings with the recovered time
OUTCOMES
Key Success Factors
Several factors contributed to the exceptional results:
Data-Driven Lead Scoring: The system continuously refined its scoring algorithm based on closing patterns, creating increasingly accurate lead qualification.
Personalisation at Scale: Rather than generic follow-up, every prospect received communications that felt individually crafted, addressing their specific situation.
Omnichannel Integration: By connecting multiple communication channels, the system maintained consistent engagement regardless of a prospect's preferred platform.
Behavioral Triggers: The automation responded to specific actions (or inactions), ensuring timely interventions at critical decision points.
Testing and Optimisation: The team consistently tested different VSL approaches, message sequences, and offers to improve performance over time.
LEAD LOGIC
Challenges Overcome
The implementation was not without obstacles:
Initial resistance from the sales team was addressed through careful integration and showcasing how the system qualified better leads for them
Some early technical issues with VSL personalisation required refinement of the data collection process
Compliance concerns with international messaging were resolved by implementing region-specific protocols
Initial cost concerns were overcome by demonstrating quick ROI within the first two months
CONCLUSION
A Streamlined Scalable System
Sarah's case demonstrates how AI automation can transform a labor-intensive high-ticket coaching business into a streamlined, scalable system.
By implementing intelligent lead qualification, personalised video presentations, and sophisticated follow-up sequences, Sarah dramatically increased her business's efficiency and profitability while simultaneously reducing her personal workload.
The most significant insight from this implementation was that prospects responded more positively to the automated system than to the previous manual approach. The consistency, personalisation, and timely follow-up created a more professional impression while allowing Sarah's sales team to focus exclusively on high-value conversations with the most qualified prospects.
This transformation represents the future of high-ticket coaching and consulting businesses, where AI doesn't replace human expertise but rather amplifies it by handling repetitive tasks and creating personalised experiences at scale.
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