Who actually buys
I rebuilt an event venue's ideal customer profile from 344 inquiries and 106 booked events. Its most lucrative format closed less than 1 in 5, while happy hours closed 33 to 44%, so outreach now leads with the easy yes.
344Venue inquiries
106booked events behind the ICP
Under 1 in 5Close rate of the most lucrative format
What I built
Built a data-driven ideal-customer-profile model for an event venue by analysing 344 historical booking enquiries against 106 confirmed events, then translated it into concrete prospecting filters and lookalike seeds to produce ready-to-use outbound lists.
- Found that the lower-value event format closes at two to three times the rate of the highest-revenue format, and rebuilt outbound targeting priority around close rate rather than headline deal size
Under the hood
Prospecting platform ยท CRM booking-data analysis