Telemarketing Case Studies

Federation of Small Businesses

Company background

The Federation of Small Businesses (FSB) are a non-profit organisation who represents over 4.3 million self-employed and small businesses in the UK today. They have over 210,000 members who benefit for a number of services including free business banking, free business advice lines, free legal representation to name but a few. They also provide access to insurance protection, independent financial planning services and very competitive rates on credit cards, mobile card payment terminals, courier service and medical insurance.

Telemarketing Campaign Objective

To promote the FSB within the Peterborough area and secure appointments to sign-up to membership.

Telemarketing Results

Secured over 85 appointments with an additional 60 companies with decision maker identified for future contact.

Customer Comments...

My business is based on appointments as I work as a recruiter for the Federation of Small Businesses whose Head office is based in Blackpool. I cover the Peterborough area and need good appointments to enable me to put over the benefits to businesses of the FSB to different sized businesses.

I have used Approach Telemarketing to make appointments for me for approximately the last 18 months. The appointments Tracy makes for me are always good appointments, well detailed, good times apart to allow for travel and most of them are good to convert into members of the FSB.

I have no hesitation in recommending people to use Tracy to make their appointments and wish her well in the future.                  Colin Parnell, Federation of Small Businesses, Recruiter

The Business Club

Company background

The Business Club Head Office are a networking and membership organization and have over 600 members in Peterborough. They are progressive, dynamic, energetic and forward thinking and range from multi nationals, local authorities and charitable organisations to Small Medium Enterprises, entrepreneurs and sole traders. The Business Club became a franchisor in 2008 and launched franchise groups all over the UK.

Telemarketing Campaign Objective

Approach Telemarketing was drafted in to help launch the Nottingham franchise. The objective was to contact businesses in Nottingham and invite them to the launch event and /or arrange appointments to sign up for membership.

Telemarketing Results

Secured 19 appointments and an additional 8 invitations to the Nottingham launch event. Achieved 40 qualified leads with decision maker identified for future contact.

Customer Comments...

At The Business Club we find Approach Telemarketing provides a very efficient and professional service. Tracy worked on behalf of two of our Franchises (Nottingham and Northampton) and delivered over 60 qualified appointments with excellent conversion rates.

Also, we found Tracy’s approach to research and following up on calls to deliver better qualified appointments to be excellent. We are now looking forward to working with Approach Telemarketing with our next Franchise due to be launched soon.
                                                      Alan O’Connor, Franchise Business Development Manager

Sentinel Business IT

Company background

Sentinel Business IT deliver a high level remote software and support service for businesses in East Anglia. They have developed a 3-tier pro-active IT Support Package (Bronze, Silver and Gold) for companies with servers, which they monitor on a 24x7 basis and provides daily checks every 15 minutes.

Telemarketing Campaign Objective

To contact existing customers and prospects to upgrade or introduce them to the ‘bronze’ entry package and tie them into a monthly service to support their IT requirements.

Telemarketing Results

Converted 50% of clients to sign-up to their Bronze package and achieved approximately 6 appointments and dozens of qualified prospects and leads.

Customer Comments...

Tracy Marshall has more than exceeded our expectations. She works quickly and gets through a huge number of calls in a day. Tracy has generated so many hot leads and appointments that at times we are finding it difficult to keep up. Our business has grown significantly since Tracy started working on our behalf. Worth every penny.                  Dr Claire Winfrey, Director

iCare

Company background

iCare support businesses who predominately operate Mac’s. They have been in business since September 1998 in the UK and support over 1000 Mac users. All their support covers all faults, breakdowns, but they also provide advice and assistance on operating systems, hardware and software issues.

Telemarketing Campaign Objective

To contact businesses and ascertain how many Macs they use, if they are under contract and secure an appointment or opportunity to quote to subscribe to their iCare maintenance cover.

Telemarketing Results

In total achieved 9 new clients, 40 key follow-ups and an additional 90 qualified leads with decision maker identified for future contact.

Customer Comments...

We've gone from sales by recommendation only, to active appointments, a potential sale (just waiting on the contracts being returned), quotes, that if they come to fruition will amount to more sales turnover than we've seen in at least a year, and all from just 6 days activity. Whatever your talent is, bottle it and sell more of it.           Martin Pittaway, Director

Prontaprint

Company background

Prontaprint Peterborough is a printing business providing a full design, copying, printing and finishing service. The company use the very latest digital equipment and cutting-edge print technology and have a design studio.

Telemarketing Campaign Objective

To promote the range of printing services available at Prontaprint with lapsed customer, 1 or 2 order customers and prospects within the Peterborough area. To ascertain if they were happy with Prontaprint service, aware of the extensive range of services, obtain any opportunities to quote and/or book appointment to discuss requirements.

Telemarketing Results

In total over 30 appointments to date, and opportunities to quote with a further 200 companies qualified with decision makers identified for future contact.

Customer Comments...

Thanks to Approach Telemarketing I have attended 19 appointments in the past 3 months which I would not had the time to arrange myself. Campaigns so far have included ‘Lapsed Customers’, ‘Customers-to-develop’ and ‘Validation’ on three of our regular direct mail-shots.

Tracy also provides a full administrative service for me - sending sales literature, email confirmations of appointments booked, a detailed printout of each appointment and conversation. She also prints a daily report on all the calls made.

Outsourcing my marketing activities to Approach means that campaigns are now done on time, structured, contacts up-to-date and followed-up without delay.   Bill Marshall, Owner

Technology Leasing

Company background

Technology Leasing Ltd is a franchise company, set-up over 19 years ago and specialises in offering financial leasing options to companies. The company has a good reputation in the marketplace by building strong relationships with the top money lenders and brokers in the UK. This relationship allows Technology Leasing to provide leasing agreements to a wider range of companies, some of which may be turned down by other leasing companies.

Telemarketing Campaign Objective

The purpose of the campaign will be to contact companies in Cambridgeshire, Lincolnshire and Nottinghamshire and secure appointments to discuss how Technology Leasing can help expand their business by working with them to develop a sales strategy to increase invoice values, increase conversion ratios and reduce discounting. Useful information to be obtained during the call – which lending broker they currently use (if any), do they have a dedicated sales team (if yes, size of team), average value of orders and website.

Telemarketing Results

Secured 23 appointments and 18 key follow-ups with 65 qualified leads with decision maker identified for future contact.

Customer Comments...

We're delighted with the results on our telemarketing campaign so far. We had high hopes after our initial trial and you've continued to meet our expectations. In particular, the meeting with Office Essentials was excellent and you must have been brilliant to secure it. Ian Peacock said you're the first telemarketer that's ever got a meeting out of him.

We had previously tried one of the large, “big name” telemarketing companies that promised us fabulous results but failed to deliver. Tracy has exceeded the performance of our previous telemarketing company by more than 50%. She provides an excellent service, gets results and we're proud to have her representing our business.
                                     Nikki Silver and Mark Cooke, Directors, Technology Leasing Ltd, Lincs

NFU Mutual

Company background

NFU are a Mutual Insurance Company with over 300 offices nationwide. They are an award winning company having won the General Insurer of the Year and Customer Care Award in 2008. NFU provide a wide range of Insurance products for both individuals and businesses. Commercial clients include businesses from all different business sectors, benefiting from products tailored to their individual needs. These products include insurance, financial services and risk management.

Telemarketing Campaign Objective

The campaign objective was to look to identify the decision maker(s) in companies in Cambridgeshire who are interested in receiving a non obligation quote for business insurance. To identify and speak to decision maker, ascertain key information such as who they currently use for their commercial insurance, when is their renewal date and obtain either an opportunity to provide a quotation, or organise an appointment.

Telemarketing Results

Secured 28 appointments and key follow-ups, identified 39 future renewal dates and achieved 83 qualified leads with decision makers identified for future contact. On-going monthly campaign is achieving an average of 6 appointments and 14 identified renewal date and future follow-up leads on a per day basis.

The NFU have just renewed their contract for 2010.

Beyond Boyle

Company background

Beyond Boyle is a company which provides exciting creative hospitality that uniquely engages with its attendees, using inspirational food experiences as a catalyst to bring people together to nourish their relationships. The company has been running for 9 years and offers customers two key services, namely Team Building, Communication and collaboration workshops and Creative Hospitality Events.

Telemarketing Campaign Objective

To look and identify the decision maker(s) in companies who out-source corporate ‘team-building’ events, arrange ‘bespoke’ company days or organise keynote speakers for corporate events. To identify and speak to the decision maker(s), ascertain key information such as what type of events they organise, do they have a budget, when is their next event and obtain either an opportunity to provide a quotation or to organise an appointment.

Telemarketing Results

Secured 19 opportunities to provide quotation, 44 key follow-ups and over 120 qualified leads with decision makers identified for future contact during pilot scheme. Ongoing campaign achieved 5 appointments and 12 hot prospects & qualified leads.

On-going campaigns are planned for the future.