COMPANY SAVED: +100 new customers per month - long-term study
Already profitable in the test phase - new income stream found - further independence from online leads
The initial situation:
DCOM Industrietoner - a small, medium-sized trading company with around 20 employees and its own internal telephone sales service.
The company has been specializing in the sale of printer accessories (own brand) to small and medium-sized companies for 11 years.
The market is highly competitive, there are many competitors and the reputation of non-original toner cartridges is widely poor.
The customer base is made up of all kinds of industries, with no particular focus - so DCOM is actually well positioned and crisis-proof.
Since the economic crisis, however, DCOM has seen a sharp decline in clients. DCOM has lost many customers due to company closures and insolvencies. This forced the company to acquire new customers, ideally those who had emerged from the crisis as winners.
The company had acquired its previous customers exclusively through cold calling. This proved to be increasingly uneconomical since the crisis (2020). Before WeFarmLeads, the average order value of new customers was EUR 248 (USD 265). This low value represented a major hurdle to profitability.
Objective:
To find a new method that makes it possible to profitably generate large numbers of new customers without cold calling (from the very first deal).
The implementation:
DCOM Industrietoner was unable to provide us with any data records with cold contacts, so we provided the necessary raw data for the test run and also afterwards.
In the meantime, 3.5 to 4 million telephone dialing contacts are made every month, from which around 35-50 pre-qualified leads are generated every day.
These interested parties immediately receive a personalized offer for printer accessories from DCOM.
The result:
DCOM was already able to convert around 10% of leads into customers during the test phase. The project was therefore already profitable.
Our campaign is now constantly acquiring over 100 customers per month. The closing rate has increased further and is between 12.1% and 18.9%.
The average order value per lead from WeFarmLeads is now EUR 479 (USD 512) – an increase of 93%.
With WeFarmLeads, DCOM has been able to completely eliminate cold calling. For the sales staff, acquiring new customers is no longer a battle, but rather a follow-up and consultation. The "friction losses" in sales have been reduced.
With this system, DCOM had a record year in both 2021 and 2022 (in the midst of the crisis) and has been profitably acquiring new customers on a regular basis ever since.
