Case Study: How Ben Pace built a repeatable system that drives high-quality leads and scalable growth
Introduction
In the B2B lead-generation world, only a few channels consistently deliver high-quality opportunities at scale. One agency that cracked the code is Client Matchmaking, founded and led by Ben Pace.
Leveraging Dux‑Soup alongside a precision outreach strategy on LinkedIn, Ben’s team turned their service into a multi-million-dollar agency, and helped multiple clients add seven figures to their revenue.
This case study walks through their approach in a systematic way: what they did, how they did it, the key metrics and tools, and how you can adapt the lessons to your own business.
Why LinkedIn is the #1 B2B Prospecting Platform
Before diving into the how-to, it’s worth understanding why LinkedIn continues to outperform other channels in B2B settings. According to Ben’s approach:
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Direct access to decision-makers: With LinkedIn you can bypass traditional gatekeepers and reach prospects directly with tailored messaging.
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Credibility in one glance: Prospects don’t just read your message—they see your profile, photo, professional history and endorsements. That builds immediate trust.
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Precision targeting: You can filter by geography, company size, industry, job title—even down to the decision-maker you want. That focused targeting means less wasted outreach and higher conversion rates. Dux-Soup+1
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Faster results than cold email: Unlike email where deliverability, domain warming and spam filters get in the way, LinkedIn allows you to initiate conversations almost immediately. Dux-Soup
These factors set the stage for Client Matchmaking’s outreach system: a targeted, trust-based, scalable model for lead generation.
The Outreach System: From Message to Meeting
Here’s how the Client Matchmaking team executes at scale. Each step is repeatable, measurable and optimised for conversions.
1. The Message – Short, targeted and conversational
The outreach copy is designed to spark a response quickly. The structure is:
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Identify a pain point: For example, “When you look at your financials each month, do they actually give you clarity, or just cause more stress?” Dux-Soup
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Show empathy: “A lot of business owners I talk to are great at running the day-to-day but feel a little in the dark when it comes to what the numbers are really saying.”
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Low-barrier call to action: “I’m happy to share some ideas that might help—no pressure, just a quick convo if helpful.”
This formula keeps the message short, personalised, and low-friction—key to triggering replies rather than rejections.
2. Campaign Cadence – Structured follow-up across days
Client Matchmaking doesn’t just send one message. They follow a tested sequence: Dux-Soup
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Day 0 (immediately after connection): Send a qualifying question.
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Within a few hours: Send an endorsement/goodwill gesture to build trust.
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Day 3: Send the pitch—clear invitation to talk about solutions.
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Day 5: Follow-up if no reply.
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Day 7: Final nudge to close the loop.
In addition, they operate on a 4-to-24-hour response window internally: the faster they reply to prospect responses, the faster momentum builds. Dux-Soup
3. Multi-cadence, multi-campaign strategy
Consistent prospecting is only half the battle—the types of campaigns matter too. Client Matchmaking uses: Dux-Soup
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Connection campaigns targeting 2nd-degree connections, occasionally 3rd degree for smaller networks.
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Follow-up message sequences to nurture 1st-degree connections.
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InMail campaigns to extend reach beyond existing connections.
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Message campaigns to dormant 1st-degree connections (people already connected but not engaged).
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Profile visits and endorsements to spark inbound interest—people notice when you engage with their profile and may initiate contact.
4. Metrics & Consistency
They emphasise one key rule: prospect every day. Over time, the math becomes predictable. Their benchmark:
“For every 200 messages sent, we see 2 to 4 genuine, interested responses from perfect-fit prospects.” Dux-Soup
Because the campaign types run in parallel and at scale, results compound and deliver a predictable pipeline rather than hit-or-miss.
Real-World Results: Proof the System Works
Numbers tell the story. Here are sample outcomes from clients of Client Matchmaking: Dux-Soup+1
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Stephanie Sidel replaced her 9-to-5 income within two weeks of launching this system, and in her first six months in business made $150,000.
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Jeff Davidson brings in consistent five-figure monthly revenue via the same strategy.
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Geoff Chambers quit his corporate job, and within his first year added 35 clients using the outreach system.
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Judy Defeo, already successful, scaled from $650,000 to $1.3 million, and now 45% of her annual revenue comes directly from LinkedIn-generated leads.
These case studies show the strategy is not only for beginners but also for firms ready to scale to seven figures and beyond.
The Tech Stack: Automation Meets Strategy
Scaling at this level requires automation, processes and integration—not just good messaging. Client Matchmaking’s stack includes: Dux-Soup
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Dux-Soup Cloud: Automates LinkedIn prospecting at scale (connection requests, message sequences, profile visits).
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Slack: Used for internal and client communication; Dux-Soup triggers notifications into Slack so team members respond quickly.
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Apollo: Verifies data (emails, phone numbers) for prospects who indicate interest and raise their hand.
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Close CRM: Tracks leads, pipeline stages, follow-up and status of each conversation.
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Zapier: Automates the flow of data between Dux-Soup, Slack, Apollo, CRM—minimising manual entry, ensuring instant visibility and quicker conversions.
This integrated ecosystem means whether a client is a solo consultant or a large firm, the system can scale seamlessly without bottlenecks or dropped leads.
Key Takeaways & How You Can Apply Them
If you’re looking to replicate this kind of result—whether you’re just starting or looking to scale—here are actionable takeaways:
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Choose LinkedIn as the platform for B2B prospecting—it’s direct, credible, and highly targetable.
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Craft short, pain-point-led messages that are conversational and low-barrier. Test them against your target audience.
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Use a structured cadence (connection → question → value gesture → pitch → follow-ups) and keep response windows short to maintain momentum.
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Run multiple campaign types simultaneously (2nd degree, InMail, dormant 1st degree, profile visits) to compound results.
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Automate the stack: Use LinkedIn automation, CRM, data enrichment and notification tools so you can scale without losing personal touch.
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Measure volumes and conversion rates: For example, if you send 200 messages and expect 2-4 responses, you know what to aim for—and you can scale accordingly.
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Maintain daily consistency: Prospecting daily builds predictable pipeline rather than relying on luck or sporadic campaigns.
SEO-Optimised Summary
Keywords & phrases to highlight: LinkedIn lead generation, B2B prospecting on LinkedIn, LinkedIn outreach strategy, LinkedIn automation, Dux-Soup case study, LinkedIn campaign structure, high-quality B2B leads, scaling a lead gen agency.
By following the system outlined above, Client Matchmaking demonstrated how a disciplined LinkedIn outreach model—combined with automation and a clear tech stack—can drive high-quality leads and multi-million-dollar growth. If you’re ready to scale your B2B prospecting, this model deserves your attention.
