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TELEMARKETING CASE STUDY 1Client – Content Management System ProviderProject – Lead GenerationActivity The client is an IT solutions provider selling an own-branded content management system with a £25,000 price tag to NHS Hospital Trusts, Primary Care Trusts, Mental Health Trusts, Ambulance Trusts, Strategic Health Authorities, Foundation Trusts and Care Trusts. The client provided Radical Cat with a virtual web-based Goldmine
database which we populated with contact data for all the NHS organizations
in England (approx 800). Over a five month period one full time
and sometimes two full time telemarketers called Communications
Managers and IT Managers of all the Trusts. We generated hot leads
which the client’s sales consultants took over from us to
turn those leads into meetings. For two of these months one of our
telemarketers worked from our client’s offices in West London
at the client’s request in order to work very closely with
the in-house sales team, and administrative and technical staff.
Once a week on Friday we had a conference call to review, evaluate
and grade all the new leads generated that week and all the previously
generated leads that were in the process of moving from warm to
hot. Results Every week we generated on average 15 new warm and hot leads for the client, from which the client generated and continues to generate a considerable volume of appointments and sales. To date over £200,000 of sales has been achieved with a telemarketing spend of approximately £21,000. In addition the client now has in-depth knowledge of the buying habits, purchasing position and purchasing timeframes (relative to CMS procurement) of all 800 (approx) Trusts, including contact details for all key decision-making personnel, giving our client enormous competitive advantage in the CMS marketplace. TELEMARKETING CASE STUDY 2Client – Office FurnitureProject – Appointment MakingActivity The client is a high-end office furniture dealer selling office furniture to corporate clients. The client provided us with a link to their ACT database, which we populated with contact data for companies with plans to relocate offices. We sourced relevant data from a lead generation company specializing in market intelligence regarding companies moving location. For twelve months one telemarketer worked full time cold-calling hundreds of facilities managers a week to generate appointments for the sales consultants to meet with them. Results Radical Cat populated the database with several thousand corporate contacts which included invaluable market intelligence gleaned from our cold-calling activities. We achieved approximately 10 high quality appointments per month, about 120 over the year, many with large corporates. We also telephoned facilities managers and invited them to a ‘Workplace’ seminar at Microsoft headquarters in Reading. We booked approximately 30 delegates on the seminar and made follow up calls after the event where we gathered more market intelligence and capitalized on the interest generated. The pinnacle of our achievement was making an appointment with
the facilities manager of a famous university that resulted in a
£400,000 plus sale. TELEMARKETING CASE STUDY 3Client –Online Information Provider for Law Firms, Consultants and Corporate Legal DepartmentsProject – Selling subscriptions to the serviceActivity The client is an Online Information Provider for Law Firms, Legal Consultants and Corporate Legal Departments. Radical Cat called lawyers and legal consultants throughout Europe offering free trials of the subscription based services and then selling the annual subscription. We were employed for 200 hours of work. Results Radical Cat generated approximately 25 free trials and 10 subscriptions. Client spend with us was approximately £4,000. The business revenue generated was approximately £15,000 in the first year, with projected future revenues of £70,000 over three years. |
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