Case Study · Legal & IP Services
Trademark lead generation for an established intellectual property law firm in Chennai, run across Tamil Nadu and Karnataka with Meta lead-generation ads and instant WhatsApp follow-up.
45
Paying clients
From ₹2.34 lakh in ad spend
3,576
Trademark enquiries
Across two states
3.5 months
Campaign period
1 July to 15 October 2026
27%
Revenue from bundles
Sold to the same leads
The firm wanted a predictable flow of trademark enquiries from small business owners across South India, and those enquiries had to turn into paying clients at a cost that made the ad spend profitable. Trademark registration is the firm’s entry service — an affordable, fixed-fee filing that often leads to further compliance work.
Low awareness
Two very different markets
Leads go cold fast
We built a two-part system: Meta lead-generation ads to create enquiries, and WhatsApp automation to answer every enquiry the moment it arrives.
One campaign per state
Tamil Nadu and Karnataka each had their own campaigns and budgets, so each market could be judged on its own results. Core campaigns ran at ₹800 a day.
A second test campaign in each state
In late July we added a ₹400-a-day campaign in each state to test fresh audiences and creatives alongside the core budget.
Meta instant forms, no landing page
Busy business owners could enquire in a few taps from their phone, with nothing in the way.
Instant WhatsApp follow-up
The moment someone submits the form they receive a WhatsApp message from the firm and the lead reaches the sales team — so prospects hear back while their interest is highest, on the app they already use every day.
Measured on paying clients
Closed deals were matched back to the campaigns, which kept the work focused on revenue rather than on cost per lead.
The cheapest leads were not the most profitable ones.
| Market | Cost per lead | Relative lead volume | Relative likelihood to buy |
|---|---|---|---|
| Tamil Nadu | ₹46 | 2.5× Karnataka | Baseline |
| Karnataka | ₹114 | Baseline | About 3× Tamil Nadu |
Why the split mattered
Karnataka's ₹114 leads were around three times as likely to buy, so each Karnataka client cost less to win despite the higher cost per lead. Running a separate campaign per state is what made that visible. A combined campaign would have pushed budget toward the cheaper leads and away from the better buyers.
Trademark registration brought clients in, and 27% of the business closed came from bundles and other compliance services sold to the same leads.
Most buyers were small product brands. About one in four came from food and beverages — pickles, spices, bakery, packaged water, snacks, cafes and restaurants. The rest spanned manufacturing, salons, interiors, automotive, IT and financial services, in towns from Erode, Salem and Tiruppur to Dharwad, Bagalkot and Kolar.
One campaign per state
No landing page in the way
Instant WhatsApp follow-up
Measured on paying clients, not clicks
₹2.34L
Total Meta ad spend
1 July to 15 October 2026
3,576
Trademark enquiries
Tamil Nadu and Karnataka
45
Paying clients
Matched to campaigns
~50%
Client acquisition cost
Of the average fee, in ads
Source: Meta Ads Manager and client sales records, 1 July to 15 October 2026. Client name withheld at the firm’s request.
Funnel India builds and runs lead-generation systems that combine Meta and Google Ads with funnels, WhatsApp automation and tracking, for coaches and service businesses across India and abroad.
