684 Leads at $0.95 and 457 Registrations for a B2B Tour Aggregator in the First Month

Budget: $650. CPL: $0.95. Niche: B2B, travel

About the project

The client is a tour aggregator — a platform where tour operators list their offers. The business logic is two-tiered: first you need to fill the platform with tour operators (B2B), and only then start attracting end travelers (B2C).

Our task at the start — bring tour operators to the site and get them to register. That's the B2B stage we focused on.

Where we started: a site audit

The first thing we did was assess the landing platform. And it wasn’t encouraging: thin content, weak usability, and, as a result, low conversion. A site like that would ‘eat’ part of the traffic before it even reached the application.

We gave the client a technical brief with recommendations for improvements. Some of it got implemented — for example, a Jivo chat widget. But the rest ran into trouble: the site was built on a CMS with limited functionality, so we couldn't even hook up GTM for analytics.

Takeaway for us: since we can’t influence the site, we need to ‘capture’ all the conversion on our own side — before the user ever lands on the weak page.

Checked the analytics

The fix: our own quiz instead of the client’s site

To avoid losing leads on an awkward site, we built a separate quiz — a short interactive form that warms up the tour operator and gently guides them toward registering.

The quiz did several jobs at once: it collected a contact, qualified the lead, and gave us data to work with — all while bypassing the client's site limitations.

Working with geography

The client proposed a fairly narrow and, in our view, questionable geography — mostly the ‘tourist CIS.’ We immediately suggested widening the reach and testing two directions:

CIS: Kazakhstan, Uzbekistan, Georgia, Armenia, Kyrgyzstan.

Tourist countries (the addressable segment): UAE, Turkey, Thailand, Egypt, Sri Lanka, Vietnam, Morocco, India, Indonesia (incl. Bali), Greece, Mexico, Cuba, Seychelles, Maldives, Tanzania.

What the numbers showed:

• CIS delivered a weak result, as expected. The audience there is mostly Russian-speaking, and competitors’ sites are also in Russian, so our offer didn’t stand out. But it mattered to show the client this with data, not just words.
• Tanzania, on the other hand, ‘took off’ — and we had to switch it off fast because too many tours came flooding in.

Creative and targeting

We worked with a broad audience and separately targeted tour operators, segmenting the base. One of the creatives performed especially well and became the main traffic driver in paid social.

We logged every combo, hypothesis, and result: we kept a hypothesis table and daily performance tracking — which let us quickly cut what wasn’t working and scale what was.

Audience: broad, plus targeting tour operators:

We kept a hypothesis table:

And daily performance tracking:

We took over handling the applications

The client had no sales department — so we fully took over handling incoming applications ourselves. We messaged leads, helped with registration, and walked them through to the target action.

The final funnel looked like this:

FB/Instagram ad → Quiz → Our WhatsApp / Telegram / Email message (helping with registration) → Registration on the client’s site.

Challenges we ran into

It wasn’t without difficulties. The client had a UAE-issued card, which regularly caused problems paying for ads — we lost our first ad account because of this. We had to restructure on the fly, but it didn’t affect the final result.

Result after the first month

• 684 leads at $0.95 per lead
• 457 registrations of tour operators on the client’s site
• Budget — $650

We didn't just 'drive traffic' — we closed the whole task: from analytics and building the quiz to handling applications in place of a non-existent sales department. The B2B stage was completed — the platform got a flow of registered tour operators.

Need a flow of qualified leads for your B2B project? Get in touch — let’s discuss your task.