Strongest customer won in the test phase!
Already profitable in the test phase - new income stream found - further independence from online leads
The initial situation:
RUESCH Media is an online marketing agency that specializes in digital and social recruiting for companies. The company recognized the need to build its own internal sales team and hired its first two sales employees.
RUESCH Media tried its first steps in telesales with cold calling. The managing director himself was successful, but scaling up and transferring to other sales staff proved to be impossible. In sales meetings, prospective customers were mostly skeptical.
The product has so far been sold almost exclusively through cold calling by the managing director or through recommendations from other customers.
The price for the product is EUR 2,500 - 5,000 (USD 2,675 - 5,350), depending on the package.
Objective:
Interested potential customers (pre-qualified leads) who can be acquired independently of online campaigns at profitable purchase prices.
The implementation:
RUESCH Media provided around 15,000 of its own cold data records with telephone numbers for the lead campaign. All of the companies on this list were cold contacts who had previously had no contact with RUESCH Media but had placed job advertisements on portals themselves.
From these data sets, the WeFarmLeads team made 23,700 telephone calls, of which 3,548 companies were actually reached by telephone (the rest of the dialing attempts consisted of 9,921 answering machines and 8,639 wrong numbers), 80 of which expressed interest in the REUSCH Media product, but of which only around 50 companies were pre-qualified as interested buyers.
This telephone canvassing would have been uneconomically expensive for RUESCH Media with its own staff and without the corresponding intelligent technology from WeFarmLeads.
The result:
Within two weeks, RUESCH Media received more than 50 usable pre-qualified leads at a unit price that was significantly lower than the online lead price.
Some of these 50 leads were scheduled by a setter (due to insufficient capacity at RUESCH Media, not all leads could be contacted and set).
Four sales meetings were scheduled and one interested party directly concluded a high-priced package with a term of several months and has since reordered several times (within 6 months) and developed into the largest customer.
The total costs of the package with WeFarmLeads are covered by the initial contract, the follow-up orders from one customer have made the campaign highly profitable, although only a small proportion of the leads were actually processed.
