She 10X’d Her Revenue with One Weird Ad Tweak

Published December 8, 2025 | By Matt

How One Local Business Doubled Monthly Revenue with Smarter Marketing

If you’re trying to grow a second location or break into a new market, you’re likely facing one big challenge: how do you get people to care?

In this post, I’m breaking down a real strategy I used with a brick-and-mortar client to double their monthly income. It’s not about spending more. It’s about understanding your audience and using data to make smarter moves.

The Problem: New Location, Cold Audience

My client had a successful first location and had just opened a second in a brand-new neighborhood. But traction was slow. People didn’t know the brand, and engagement was minimal. She needed to create awareness and build trust from scratch.

Step 1: Ask Better Questions

Before launching any new campaigns, we started by simply talking to customers. We asked:

Why do you like our service?
What could be improved?
What are you trying to achieve?

This gave us key insights into what mattered to people—and helped us see the gaps in our messaging.

Step 2: Adjust the Experience Based on Feedback

We used what we learned to tweak:

Class structure
Front-end offers
Ad content

This wasn’t about guessing. It was about aligning the offer with what people actually wanted and expected.

Step 3: Run Engagement Campaigns (No CTA!)

Next, we launched ad campaigns with zero call-to-action. Why? Because we weren’t selling—we were introducing the brand.

These 3–5 minute videos:

Showed how services worked
Highlighted testimonials
Built familiarity and trust

Since ad costs are the same regardless of length, we used long-form video to squeeze out more value and qualify interest.

Step 4: Segment the 25% Viewers

People who watched at least 25% of the videos? That’s your warm audience. We used that metric to create a custom audience—those who had shown real interest.

This became our “Santa’s sack” of data: a highly valuable list of potential buyers.

Step 5: Offer + Waitlist = Conversion

From the 25% viewers, we created a VIP waitlist for a special offer. It wasn’t truly a “one-time-only” deal (because let’s be real, everything’s always on sale somewhere), but it was positioned that way for urgency.

Then we:

Nurtured the list via email + SMS
Set a clear release date
Made the offer

The Result: 10X ROAS (and Likely More)

We hit a 10X return on ad spend (ROAS). And that doesn’t even count walk-ins who saw the ad and came into the store—so the real ROI is likely even higher.

If you’re opening a new location or struggling with your cold audience, this exact strategy can be adapted to your niche.