How LYL Generated 80+ Interested Leads in a Month for One Client

Foundation

LYL Marketing sits on the side of this story most agencies recognise: the one where you have to deliver leads for someone else.

Yee Lin Loke runs the practice out of Melbourne, across B2B and B2C clients, with cold outreach and paid ads on one side and marketing strategy and consultation on the other. When her clients need pipeline, the delivery problem lands on her desk.

She had already outsourced cold outreach for her own agency once. It had not worked, so the team started building it internally instead.

“I felt like a lot of things could be improved. That’s when I reached out, because we wanted to refine the skills that we had.”

Note what she asked for. Not leads. Skills.

The challenge

• Outsourced outreach that underdelivered, which pushed the work back in house.
• An internal build that plateaued. The team could run campaigns, but Yee Lin could see how much of it could be better.
• Basic mechanics. In her words: get a list, load it into a sending tool, write the messaging. Nothing wrong with it, nothing sharp about it either.
• Client results on the line. An agency’s campaigns are judged by someone else’s pipeline, which makes weak targeting expensive twice.

The process

1. Consulting before campaigns

The engagement started as consulting, learning the approach, then teaching it to her team, before anyone ran anything together.

2. Clay, and what it changed

The single biggest shift was Clay. Not as a tool to add, as a different definition of what a list is: enriched data, the right information on each record, and a genuinely qualified set of people at the end of it rather than a raw export.

3. Better targeting, then campaigns together

With the data sharpened, the two teams moved on to running campaigns side by side, including reiteration campaigns on what had already been tried.

4. One white label campaign

The biggest project was run white label: ColdIQ behind LYL, LYL in front of the client. It is the arrangement most agencies want and few get to say worked.

5. Answers in hours, not days

On communication, Yee Lin’s test is the one every agency applies to a subcontractor: ask a question, see what comes back. Quick responses, clear explanations, and a team on top of the detail.

The outcome

• 80+ positive, genuinely interested leads from the white label campaign, over about a month.
• 5 to 10 leads a day landing at the peak of it.
• A list so large she lost count, in her own words, of the interested replies coming through.
• A client who ran out of people to follow up with, and said so.

That last one is the part worth sitting with. The campaign did not fail by underperforming, it strained the client’s capacity to answer.

Lessons learned

1. Lead flow is a delivery constraint, not just a target. Yee Lin’s own conclusion is that 2 to 5 leads a day, spread over a longer period, would have served that client better than 80 in a month.
2. Enrichment is the difference, not the sending tool. The campaign changed when the list stopped being an export.
3. Teach the team, then run together. Consulting first is why the capability stayed at LYL after the campaign ended.
4. White label works when the standard holds. The client never had to know, because the delivery never gave them a reason to ask.

What’s next

The skills stayed in house, which was the point of starting with consulting. LYL keeps running outreach for its clients with a sharper definition of a qualified list, and with a lesson about pacing that most agencies only learn the expensive way.

Final thoughts

“A hundred percent, every single time, I would say yes” is how Yee Lin answers the recommendation question. But the more useful sentence in her interview is the one about having too many leads.

Pipeline is only worth what your client can follow up on. Building the machine is the first half of the job; setting it to the right speed is the second.

If you run an agency and want outbound your clients think you built, the plays behind this story are in ColdIQ’s GTM Playbook.