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case study cover: what 'remove friction' gets wrong about senior b2b buyers on linkedin, with nikkita brown, founder of crs
Nikkita BrownCRS logo
nikkita brown · crs
CASE STUDY · CRS · NAMED WITH PERMISSION

$287$90

cost per lead. same audience. same ads. one setting.

01

the problem.

conflict resolution services. a conservative, trust-heavy niche most agencies won't touch. the whole winnable market: about 13,000 people. you can't waste a single impression in a room that small.

linkedin's default bidding, maximum delivery, was doing exactly that. $287 per lead. $422 to reach a thousand people. the machine was spending the budget, not aiming it.

02

what changed.

  1. 01we switched bidding from maximum delivery to manual. that's the whole headline: $287 → $90 per lead. $422 → $140 CPM. same click-through rate. one setting, 3x cheaper.
  2. 02we added one qualifying question to the lead form. cost per lead went $300 → $90. more friction, better leads, lower cost. specificity reads as competence to a senior, conservative audience.
  3. 03faces beat faceless, 2x. top creatives ran 3.10%, 2.56% and 1.61% CTR.
  4. 04a senior arbitrator left a real public comment. we turned it into an ad. it became one of the top-CTR ads in the campaign.
  5. 05US-wide beat florida-only: $90 vs $109 per lead, same CTR.
03

the numbers.

$287$90
cost per lead, one bid setting
$300$90
cost per lead, one qualifying question
$422$140
CPM
3x
cheaper from one setting
6 months · $5.5K
total spend · 35 leads
$157$107
all-time CPL vs optimized last 90 days (24 leads, $2.5K, 1.92% CTR)
04

in their words.

Nikkita Brown's 5-star public review of CR8 on LinkedIn

every number here traces to a campaign manager export and six controlled experiments. the full breakdown is public on linkedin.

05

evidence.

EVIDENCE
LinkedIn Campaign Manager, overall results: 24 leads, $107.40 CPL, 1.92% CTR.
LinkedIn Campaign Manager, overall results: 24 leads, $107.40 CPL, 1.92% CTR.
EVIDENCE
client messages: nikkita's real feedback while the campaign ran.
client messages: nikkita's real feedback while the campaign ran.client messages, shared with permission

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