One of our pet brands had been stuck at around 600 new customers per month.
They wanted to break through that ceiling with a Christmas in July sale, but they NEEDED new customer acquisition cost (nCAC) to stay below $25.
There was no room to blow past the target just to make the sale look successful.
Working alongside their team, we scaled prospecting aggressively while keeping acquisition costs under control.
Here’s what happened during the sale:
- Prospecting spend: $27,310
- New customer acquisition cost: $21.55, vs $25 goal
- New customers: 1,267, vs 638 last year (+98.6%)
- New customers per day: 85, vs 43 last year (+97.7%)
- Revenue from new customers: $73,664 (+72%)
We nearly doubled the number of new customers acquired during the same sale last year while staying comfortably below their original CAC target.
It was also their highest number of new customers in a single month since December 2023!
But the most interesting part came after the sale ended.
The account didn’t immediately fall back to its previous baseline.
So far, after the sale we have been able to sustain much of the performance and continue operating at a higher level, almost as if the sale helped the ad account break through into a new tier.
A lot of brands assume growth means temporarily accepting worse acquisition costs.
In this case, we almost doubled new customer volume while beating the target they cared about most.
BTW, Q4 is coming, its time to prep hard.
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