Telephone Prospecting
Web Design Firm
Overview
The client provided web services to lower market B2C establishments predominately in the mid-west that had outdated or underperforming web presences. Pipeline Marketing Group was tasked with performing market research on their target market then utilizing various cold outreach campaigns – primarily telephone prospecting to generate new leads for their sales team.
Challenge
Most of the client’s target market already had a provider and had minimal interest in leaving their current engagement in lieu of an updated web presence with better features for their businesses.
Solution
Pipeline Marketing Group worked with the client to create a campaign centered around solving a regulatory problem that was becoming an increasing burden on these types of businesses. A consultative approach was employed in the campaign offering free information on the issue and how to solve it and/or the option for the Client to solve the issue for the prospect.
Pipeline Marketing Group believed that by creating a relationship with prospects in the target market based on fixing this regulatory issue, it would allow the Client to build the trust necessary to sell it’s larger service packages.
Along with implementing initial outreach via telephone prospecting – Pipeline Marketing Group also provided market research, campaign strategy, lead nurturing, appointment setting, meeting support, automation support, and email marketing strategy to the Client.
Overall Benefit
Pipeline Marketing Group produced 12 new client accounts, some of which had multiple locations and over 100 warm prospects for an investment of $20,000 – exact ROI is unknown due to new accounts providing recurring revenue, however, the total investment was recouped in initial sales and the campaign was deemed profitable throughout its entirety. The client did provide that with their historical low attrition rate, the life cycle of these accounts would likely be 5-10 years.
