This paper presents a case study of the digital marketing strategies used for lead generation and customer acquisition in the professional certification training segment of the Indian education and skilling industry, based on a nine-week On-the-Job Training (OJT) engagement at Woxen Digital Pvt. Ltd., a Ghaziabad-based digital marketing agency that also runs its own certification courses. Working as a Business Development and Digital Marketing Intern, the researcher was engaged primarily in outbound cold calling (20 to 25 calls a day), course pitching, objection handling, and follow-up, resulting in 8 to 9 personally closed course registrations, alongside content marketing, competitor SWOT analysis, and foundational SEO training. The study applies an applied, descriptive case-study methodology, combining primary data from the researcher's own sales activity and fortnightly progress reports with secondary data from published sector reports and established marketing theory, including the AIDA model, the TOFU/MOFU/BOFU funnel, and the personal selling process. The analysis, covering an estimated 900 to 1,125 outbound calls against 8 to 9 confirmed registrations, yields an estimated call-to-conversion rate of approximately 0.8 to 0.9 percent, marginally below general cold-calling benchmarks of 2 to 3 percent and the lower technology-sector benchmark of about 0.95 percent. The most consistently observed barrier to conversion was prospects' need for clarity on course outcomes and career value before deciding. The paper concludes with four practical recommendations: improved lead qualification, standardised objection handling on career outcomes, a shared follow-up tracking system, and clearer differentiation from free global certifications. The findings offer a grounded, evidence-based view of how a small private training provider generates and converts leads, situated within the wider growth of India's certification training and digital advertising markets.

 

Keywords: Digital Marketing, Lead Generation, Customer Acquisition, AIDA Model, Marketing Funnel, Personal Selling, Professional Certification Training, Cold Calling, SEO, EdTech.