CASE STUDY 4

COLD CALLING, SURVEYING & LEAD GENERATION

Our client was an Italian service provider that needed a customized solution giving them warm leads for their sales team to qualify and sell to.

This campaign took a lot of preparation due to being a three-phase project: First we had to collate/call mobile phone owners who bought service from the competition, then we had to determine whether they were satisfied with their service provider and finally move in for lead generation purposes. To get results, we needed more than just a list of numbers – we needed information on the different packages our client and the competition was offering, as well as service terms and technical details. All these points were covered during exploratory meetings which allowed us to move forward with informed conviction. The most important aspect of this campaign was, interestingly, reporting. We reported within minutes every warm lead we generated to ensure our client was able to qualify them immediately without allowing any lead to get cold waiting.

Result

In the telemarketing industry, the lead to opportunity conversion rate is, on average, 13%. Similarly, the lead to deal rate is 6%. We are proud to be able to say our client was able to convert an amazing 8.1% of the warm leads we generated for them in the three week lifespan of the campaign.

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