case-study-appointment-setting Archives - Callboxinc.com

Callbox Electrified Success For Energy Retail Lead In 21 Days

July 3, 2017/in /0 Comments/by: Guest

CASE STUDY

Callbox Electrified Success For Energy Retail Lead In 21 Days

THE CLIENT

ABOUT
The Client is an electricity retailer who aims to empower consumer choice by providing options to better manage energy costs. Their extensive energy retail experience dates back to 1964.

TARGET DECISION MAKERS
• Finance Manager
• Property Manager
• Facilities Manager
• Person-in-Charge

THE CHALLENGE

With over 4 decades of electricity retail leadership both in their headquarters in Amsterdam and Singapore branch, the Client has built a strong business partnership with their clients – a relationship backed by trust and reliability inspiring them to create more electricity management options at the least cost.

Market competition is inevitable and the Client embraces this reality. So despite the strong business-client foundation they lean on, they decided to take advanced marketing steps that would keep them ahead in the game which included outsourcing to a seasoned and result-oriented multi-channel lead generation provider.

HIGHLIGHTS

RESULTS WITHIN TWELVE WEEKS

• Updated contact details via Customer Profiling program
• Filtered customer types based on interest through the Pipeline Lead Nurture Tool
• Sales were converted in the first three weeks of the first month as favorable number of prospects were reached and educated on the Client’s services via Callbox’s SMART Calling system

RESULTS AND RETURN ON INVESTMENT

The first week was focused on updating contact details but with Callbox’s innovative tools and calling processes, the team was able to reach a good number of prospects and have set 6 appointments. At the end of the first month, a period of 21 days, a total of 22 appointments were set and 6 leads completed but expectations were exceeded when out of the 22 appointments, 2 were converted into sales.

As more contact details were updated in the second month, more active responses were received which resulted to 23 appointments and 8 leads.

In the third campaign month, 30 prospects showed high interest on the new price plan and have agreed to appointments while 8 considered to upgrade later.

The fourth month saw an all-time high with 34 appointments set and 12 leads completed.

THE CALLBOX SOLUTION

Customer-Profiling

Alongside the Appointment Setting Program, Callbox ran Customer Profiling to update the Client’s database and at the same time build a new set of qualified contacts.

1. Two sets of initial email copies were sent separately: one for current customers that were due for record updating and another for new customers who might consider switching providers.

2. Active emails from prospects who responded, clicked links and visited the Client’s company website were saved for follow-up calls.

3. Bounces were also filtered and saved for follow-up calls for the agents to update as they speak with the prospect.

Appointment-Setting

The Client ran an Appointment Setting Program not only to gain new customers but also to keep the current ones. The main goal was to offer new Value Plans and to share knowledge on easy steps to switch service.

1. With the help of the Pipeline Lead Nurture Tool, the team was able to profile and categorize prospects into two:
• Those interested to change or upgrade their service plans; and
• Those who preferred to keep their current service until contracts were due up but wanted to know more about the new packages

2. Appointments were set for both prospect types.

3. With Callbox’s SMART Calling system, the team was able to reach a good number of prospects to speak with the Client’s specialists with no appointments missed.

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Healthcare Consulting Firm Poised to Expand in High-Growth Market with Callbox

June 19, 2017/in /0 Comments/by: Guest

CASE STUDY

Healthcare Consulting Firm Poised to Expand in High-Growth Market with Callbox

THE CLIENT

ABOUT

The Client is a healthcare consulting company that specializes in revenue cycle and financial management solutions for hospitals and healthcare clinics all over the United States. In addition to its consulting packages, the Client also provides managed services including interim management, health information management, executive search, medical coding, and project staffing support.

TARGET DECISION MAKERS

Revenue Cycle Directors, Director of Patient Financials, Director of Health Information Management / Medical Records, Director of Business Office Services, CFO, VP of Finance, Finance Controller

THE CHALLENGE

By some estimates, the outsourced revenue cycle management (RCM) market is projected to expand at a CAGR of 26.5% in the next two years, making it an ideal time for mid-tier RCM consulting firms to capture opportunities for growth.

Increased requirements for convenience and transparency have created bigger challenges for hospital departments and staff involved in RCM. This, in turn, has fueled the demand for RCM-aligned solutions including consulting and advisory services.

With its nationwide footprint and a portfolio of differentiated services, the Client is well-positioned to take a significant slice of this high-growth market.

To achieve its short- and medium-term business goals, the Client has put together a robust marketing plan that included a combination of branding and sales-oriented initiatives. A key program in its marketing strategy is to leverage live conversations with hospital executives for driving awareness and interest in its end-to-end RCM solutions.

Having little internal expertise and resources for a direct marketing campaign that spans the entire United States, the Client decided to work with an outsourced lead generation agency with extensive experience in the healthcare consulting space.

Callbox’s deep domain knowledge of the Client’s target vertical and its capabilities for executing a campaign of this scope were the main reasons why the Client chose to work with Callbox.

HIGHLIGHTS

RESULTS WITHIN TWELVE WEEKS

•Planned and executed an integrated appointment setting campaign combining phone, email, and social media

• Exceeded target number of appointments by the end of the second month

• Identified additional leads which were delivered to the Client for further nurturing

RESULTS AND INVESTMENT

During the first 6 to 8 weeks of the three-month campaign, a significant portion of the activities were devoted to email marketing and social media in order to complement the initial touch points made with the target hospital executives. This leg of the campaign yielded the following results:

LinkedIn connections totaling 44 and 108 for the first and second months, respectively
Email open rates of up to 8.2% during the second month
Email reply rates that hovered near 3.0% during the second month

As a result, the majority of phone appointments set throughout the entire campaign were made during the second month. A monthly breakdown of the appointment setting results is as follows:

1st month: 19 phone appointments and 2 leads completed
2nd month: 80 phone appointments and 40 leads completed
3rd month: 17 phone appointments and 4 leads completed

With a lead-to-opportunity conversion rate of 30% and a win rate of 40%, the 162 total leads handed over by the Callbox team can potentially translate into 19 new consulting customers for the Client.

THE CALLBOX SOLUTION

Appointment-Setting

1. Although the Client provided the list of hospitals to be contacted, the list was first thoroughly validated and cross-checked before being used in the campaign.

2. The Client also prepared the call script which was then reviewed by the campaign team in order to refine the qualification parameters.

3. In addition to setting phone appointments with qualified prospects identified through probing questions, the Callbox team also generated

actionable leads the Client can nurture further.

Email-Marketing

1.The campaign made use of emails to reinforce the touch points established from live phone conversations with target prospects.

2.Callbox’s Pipeline Lead Nurture Tool improved the timeliness of emails sent containing further information after every call with a potential

appointment.

3.Replies and follow-up emails were managed and tracked by the campaign team.

1. The campaign also adopted LinkedIn as a channel to complement lead generation as well as enhance the Client’s branding efforts.

2. The team added positive contacts from calls and emails as connections.

3. All LinkedIn queries were handled by social media specialists.

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Callbox Printed 3D (Three-Differentiated) Campaigns For Co-Marketing Specialist

June 13, 2017/in /0 Comments/by: Guest

CASE STUDY

Callbox Printed 3D (Three-Differentiated) Campaigns For Co-Marketing Specialist

THE CLIENT

ABOUT

The Client is a 16-year specialist agency that helps businesses reach their marketing objectives by bridging the gap between sales and marketing.

TARGET DECISION MAKERS

• Owner

• Office Manager

• Finance Manager

• Person in charge of printing

THE CHALLENGE

Liaising with clients and creating co-marketing, direct marketing and channel marketing campaigns are the Client’s core competencies which they’ve honed and polished with more than a decade of experience running end-to-end B2B programmes. However, business had recently lulled due to challenges in their prospecting process, which promptly impacted their ROI.

The Client is the rare unconventional thinker who welcomes a partnership with the competition and recognizes in it the opportunity to progress the business. Such optimism opened doors for the Client to build a partnership with Callbox.

HIGHLIGHTS

RESULTS WITHIN TWELVE WEEKS

• Properly profiled contacts via Customer Profiling process

• Eased the prospecting process via Callbox’s SMART Calling

• Accurately tracked active responses via The Pipeline Lead Nurture Tool

THE CALLBOX SOLUTION

Customer-Profiling

1. A customer profiling campaign was rolled out to validate and update the databases.

2. Contact details like company and business names, address, phone numbers, email addresses and social media accounts were updated to ensure accuracy.

3. Contact validation was done by sending initial copies of the Client’s newsletters featuring the awards and accreditations they have received,

and also contained links to FAQs, the company website and a query box.

4. Active responses like opened emails, website visits, clicked links, and queries were tracked via the Pipeline Lead Nurture Tool and saved for

follow-up.

5. Invalid emails (bounces) and contact details were updated upon speaking with the decision maker.

Appointment-Setting

1. The Client launched three consecutive lead generation campaigns for three of their clients which were all HP partners.

2. Active contacts that were filtered from the customer profiling campaign were prioritized and followed up via different channels (call, email, social, web and mobile) based on the prospect’s business buying behavior which was made possible by Callbox’s SMART Calling process.

3. Each campaign required 4 out of 6 probing questions be answered by prospects in order to provide substantial data for campaign consultant about the prospect’s current printing setup.

4. Prospects who agreed to speak with the Client were sent calendar invites to keep them reminded of the appointment schedule.

5. Leads were categorized as A, B, C and D based on the prospect’s need, interest, and purchase plans. “A” leads comprised of prospects who have the need to purchase within 3-6 months, “B” prospects are interested to explore, evaluate and open to discuss about a specific printer model, “C” prospects have the need to purchase or upgrade and “D” prospects are open to discuss but without specific printer model in mind.

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Callbox Prints Out Success For ICT Leader

May 29, 2017/in //by: Guest

CASE STUDY

Callbox Prints Out Success For ICT Leader

THE CLIENT

ABOUT
The Client is the largest HP partner in Asia, providing intelligent applications and innovative solutions and offers a wide portfolio of print devices.

TARGET INDUSTRY
Any business with printing needs with main focus on Financial Institutions & Manufacturing Plants.

TARGET DECISION MAKERS
IT Manager, HR Administrator, Procurement/Purchasing Manager, Buyer, Office Administrator, General Manager, Person-In-Charge of printers and photocopies

THE CHALLENGE

The Client consistently delivers the best print and copy solutions for their customers – a potent commitment which brought them successes in revenue and customer care since the company’s inception in 2005.

But as years passed, market competition has become tougher and the primal revenue target of 20% per year showed a dramatic decline in recent years, dipping to only 13%-15%. Due to this decline, the Client felt the urgency to regain what they’ve lost and immediately acted on the issue by taking the next best steps – looking for an outsourced lead generation partner and deciding on Callbox.

HIGHLIGHTS

RESULTS WITHIN TWELVE WEEKS

• Use of 5 marketing channels
• Warming up prospects via Lead Nurture Tool
• Increased contact rates via Callbox’s SMART Calling
• Lost revenue regained

THE CALLBOX SOLUTION

Customer-Profiling

1. Callbox validated contact details in the database to ensure accuracy by sending initial emails with overview on the total print managed services.

2. Active responses like opened emails, website visits, clicked links, downloads and queries were tracked via the Pipeline Lead Nurture Tool and saved for follow-up.

3. Invalid emails (bounces) and contact details were corrected updated upon speaking with the decision maker.

Appointment-Setting

1. Active contacts were prioritized and followed up via different channels (call, email, social, web and mobile) based on the prospect’s business buying behavior which was made possible by Callbox’s SMART Calling process.

2. At least 4 out of 6 probing questions should be answered by prospects to provide the Client’s consultants substantial data, a requirement fully complied by the team.

3. Prospects who agreed to speak with the Client were sent calendar invites to keep them reminded of the appointment schedule.

4. After each call, regardless whether the prospect agreed for an appointment or not, agents offered to share/send pertinent information about the program to prospects to ensure familiarity and build a higher chance of conversion in the next follow up call.

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Callbox Mines a Shimmering Success For Jewelry ERP

May 5, 2017/in //by: Guest

CASE STUDY

Callbox Mines a Shimmering Success

For Jewelry ERP

THE CLIENT

ABOUT
A B2B marketing specialist that fuses digital and calling strategies to drive revenue for clients worldwide through high-end marketing services.

TARGET DECISION MAKERS
All relating to retail, wholesale, and manufacturing of gold and other precious metals, diamond and other precious stones

TARGET DECISION MAKERS
• Shareholders
• Managing Director
• CEO
• CFO
• IT Manager
• Accountants

THE CHALLENGE

The Client started providing technology and business solutions more than a couple of decades ago, and has acquired a weighty database of customers despite some challenges encountered. In 2014, the technology solutions leader launched an ERP software for jewelries that would provide reports that are useful in increasing business profitability. However, the target market was quite conservative – the kind who doesn’t easily believe and engage in software solutions for business advancement and prefer to do business the old way. That was one big challenge for the Client which urged them to outsource their lead generation campaign to Callbox.

HIGHLIGHTS

RESULTS WITHIN TWELVE WEEKS

• Utilized Callbox’s Multi-Channel Lead Generation Program
• Utilized Pipeline Lead Nurture Tool
• Won Over Elusive Target Decision Makers

RESULTS AND RETURN ON INVESTMENT

The initial campaign generated only 3 leads but the Client wasn’t surprised at all of the result as they knew that a jewelry software is all new to the target market. They considered the campaign as testing the market.

In 2016, the Client reconvened with the Callbox team to run another round of campaign despite the market’s indifference to the product. Callbox still maximized its multi-channel lead generation, utilizing the Pipeline Lead Nurture Tool using the same campaign process as of the initial campaign.The two-period campaign showed erratic trend results: Month 1 with 5 appointments, month 2 with 10, month 3 with 8.

The 4th month (start of the 2nd period), spiked to 12 appointments but the 5th month decreased to 6, and went up again to 10 appointments on the 6th month and finaled at 3 appointments on the the 7th month.

The ups and downs of lead results was one carousel ride but the Client probed into the matter and concluded that the target market has become quite welcoming of the product now as compared to 2015. The two campaign periods generated a total of 40 appointments, an average of 20 appointments per campaign period, which is an improvement over the Client’s own campaign from previous years.

As the target market slowly accepted the fact that the jewelry ERP could have a place in their business, the Client again launched another campaign in 2017. The first month generated 18 appointments and the 2nd month concluded with 10.

A total of 85 leads were generated by the Callbox team for the jewelry ERP provider, 51 (60%) of which were converted into proposals, potential additional revenue for the Client valued at $612,000.00.

THE CALLBOX SOLUTION

Customer-Profiling

1.Callbox validated the contact information in the database by sending initial emails with overview on the jewelry ERP software.

2.Prospects’ active responses like opened emails, website visits, clicked links, downloads and queries were tracked via the Pipeline Lead Nurture Tool and saved for follow-up.

3.Invalid emails like bounces and other contact details were updated upon speaking with the decision maker.

Appointment-Setting

1. Active contacts were prioritized for calling.

2. Agents followed a careful process in the call flow: they had to speak in the clearest manner as target decision makers were mostly seniors who are less interested with the new technology and must verify all contact information first before introducing the ERP software.

3. Prospects who agreed to speak with the Client were sent calendar invites to keep them reminded of the appointment schedule.

4. Prospects who were not ready to discuss yet were sent follow-up emails.

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Callbox Brings Back Sunny Days for Solar Leader

May 4, 2017/in /0 Comments/by: Guest

The Client

Industry: Solar
Location: US
Headquarters: US

In 2016, a study showed that 39% of all new electricity generation capacity in the US came from solar while a year earlier showed that solar employment has overtaken oil and gas as well as coil employment. The Client is a proud contributor to these statistics – a leader in construction and home improvement who empowers the community it serves to lead a better life with clean, sustainable and economically advantageous solar energy solutions.

Campaign Type

B2C Appointment Setting (Solar Panel Installation)

Campaign Target Criteria

Location: New Jersey and New York
Industries: Residential
Decision Makers: Homeowners

The Challenge

The solar energy provider has been enjoying the warm welcome of NJ and NY households for more than 50 years now – allowing their homes and businesses to be improved by the Client through service packages that include custom designs, professional solar installation and best purchase options, until several issues arose in 2012 warning consumers of solar energy as a threat to electric grid operators – a battle among energy providers which loomed collapse in the solar business.

The campaigns waged by electric monopolies against solar energy use caused a great decline in the Client’s revenues, thus generating other issues which compelled the need for a much competitive marketing strategy that can battle the then on-going, intense energy wars.

In 2015, the Client set to complete 400 installations. However, 160 or 40% did not sign a contract and took other options instead. The Client’s revenue fell short of $1,600,000 (at an average of $10,000 per package).

“The threatening scenario has to end” the Client thought. They needed to gain the lost targets (customers and revenue) back so they implemented an in-house telemarketing campaign with the hopes of recalling those who retracted from the deal, but ended up with dismal results. With this, the Client decided to outsource.

The Callbox Solution

Since the problem sprung from reports about utilities that waged a campaign against the solar industry, Callbox proposed an “eye for an eye” solution to the solar leader – an information drive via Email Marketing and Appointment Setting program which the solar leader approved.

Email Marketing via Pipeline Lead Nurture Tool

Utilizing the winning capabilities of Pipeline Lead Nurture Tool to send the right message to the right decision maker at the right time, PDF brochures containing links to comprehensive information and answers to customers’ possible queries about the true benefits of using solar panels were delivered to target customers.

Aside from validating the email address and other important information of the contacts, the lead nurturing process helped the Callbox team to be able to grab the prospect’s’ attention, educate them on how they can save money from using solar energy at home and and got them engaged to hear the Client’s better offer. This has eased the process of setting appointments between the prospect’ and the Client’s solar consultants.

Appointment Setting Through SMART Calling

After the initial copies were sent out, all actions taken by the prospects like replies, clicked links and downloads were tracked and configured based on lead scores to determine their reachability – who and when to call.

The call process was quite rigid as the callers were required to completely gather the important information from the prospects and have at least three, if not all five, probing questions answered, for the Client to provide the prospects with the best solar solution package.

The Results

Powered by Callbox Pipeline’s SMART Calling system, the Callbox team reached a significant number of prospects, exceeding the Client’s expectations.

240 Total Appointments were produced from the campaign (128 or 80% out of the 160 target customers regained, and additional 112 new target customers were acquired by the Callbox team)
204 (85%) of the 240 were converted to proposals and eventually closed

The Client previously targeted a total of $4,000,000 net revenue for 2015. However, the campaign production of 204 plus the current 240 customers combined, brought a total $4,440,000.00 net revenue or 11% higher than the earlier target.

Callbox Made Swift Success for US Top Car Insurer

May 3, 2017/in /0 Comments/by: Guest

CASE STUDY

Callbox Made Swift Success for
US Top Car Insurer

THE CLIENT

ABOUT
The Client is one of America’s largest publicly held personal lines property and casualty insurers, serving more than 16,000 households for more than 85 years now.

TARGET DECISION MAKERS
• Homeowners

THE CHALLENGE

Protect people and their belongings is the Client’s commitment that drives them to continually innovate by providing top-notch auto insurance and coverage on and off the road: new auto insurance packages comprising personalized policy, rewards, roadside services and tools and resources that offer information, deals, apps etc. were recently launched which the auto insurer urgently wanted to offer to customers, however it also required a more tactical marketing program which their marketing department lacked. So they made the intelligent decision to expedite achievement of project goals – outsource a lead generation program from an equally customer satisfaction-committed
provider, Callbox.

HIGHLIGHTS

RESULTS WITHIN TWELVE WEEKS

• Utilized Pipeline Lead Nurture Tool
• Maximized Benefits of SMART Calling
• Successful Marketing Of New Car Insurance Packages

THE CALLBOX SOLUTION

Customer-Profiling

1. With the utilization of the Pipeline Lead Nurture Tool coupled with Callbox SMART Calling process, initial email copies were sent containing overview of new features and services and were received by target prospects.

2. Prospects who opened emails, clicked the website or downloaded pdfs were tracked real-time and were set for follow-up.

3. Agents called the follow-ups to verify and update required contact information like name, address, phone number and email address.

Appointment-Setting

1. Prospects followed-up were educated about the new features and services of the car insurance policy.

2. Agents ensured call quality: all pertinent information validated, probing questions answered and prospects agreed to be contacted by the insurer’s representative.

3. Callbox team regularly conferenced with Client to discuss challenges and at the same time develop action plans for campaign improvement.

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Callbox Concluded Success for Digital Marketing Analytics Leader

May 3, 2017/in //by: Guest

CASE STUDY

Callbox Concluded Success for
Digital Marketing Analytics Leader

THE CLIENT

ABOUT
The Client is a leading digital marketing analytics (business intelligence) company that collects, filters, analyzes and aggregates data from social media, forums and other online locations.

TARGET DECISION MAKERS
• Marketing Managers
• Owners

THE CHALLENGE

Social media has become a way of life, thus getting people to sit down and talk about social media analytics may be a less interesting topic, but this group of millennial entrepreneurs whose minds are packed with fresh innovative ideas weren’t shaken and took the challenge. The target of 36 leads was quite high for a three-month project run with only two in-house staff to do all the marketing tasks, but the Client remained unruffled despite time constraints as outsourcing a lead generation provider was originally part of the marketing plan. The last thing that awaited resolution was “who” to employ.

HIGHLIGHTS

RESULTS WITHIN TWELVE WEEKS

• Utilized Pipeline Lead Nurture Tool and Multi-Channel Marketing Program
• Exceeded Targets
• Well- managed Campaign and Sanitized Database

THE CALLBOX SOLUTION

The 1st week of the campaign saw the bulk of the initial touch points made by the Callbox reps as they set about establishing contact with the decision makers, as evidenced by the number of email opens and contacts profiled.

As trust and a rapport began to build between Callbox and the prospects, 10 appointments were generated towards the end of the first 4 weeks, while 15 were generated between the 5th and 8th weeks, and more came in as the campaign progressed – 19 in between the 9th and 12th weeks.

Appointment-Setting

1. Apart from calling to set appointments for the Client, Callbox also profiled the contact list through verification of information with the decision maker himself.

2. During the calls, Callbox shared an overview of the social media analytics platform and helped the prospect identify his business needs via probing questions.

3. This allowed Callbox to gain the prospect’s trust on the Client’s behalf and generate interest in the Client’s products, and eventually, quality appointments.

Email-Marketing

1. The Callbox team utilized the Pipeline Lead Nurture Tool to send initial emails containing information about Social Media Analytics.

2. Follow-up emails with information on the specific social media platform which the prospect is concerned with were sent after the agent has
spoken with the decision maker.

3. Final emails were also sent to both prospects who wanted more information about the business intelligence platforms and those who agreed to a meeting.

Customer-Profiling

1. The Pipeline Lead Nurture Tool was also used to profile the contact list. Based on the sendout results, Callbox was able to identify and filter active contacts from inactive ones.

2. Invalid emails (bounces) were replaced and contact information (name, address, phone numbers, social media accounts) of decision makers was updated.

3. Active responses by prospects like Opened Email, Clicked Link and Visited Website were tracked in real time and were set as follow-ups, and were profiled as to how the Callbox team would be able to reach them (call, email, mobile or social media).

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Callbox Secures Leads for Cyber Security

April 4, 2017/in //by: Guest

The Client

Industry: IT Cyber Security
Location: Singapore
Headquarters: US

The Client is a global cyber security company that delivers solutions on visibility to reduce risks and the control to act against internal and external data breach threats.

Campaign Type: Appointment Setting, Profiling
Target Location: HK, PH, MY
Target Industry: End User
Target Decision Makers: Risk Manager, CIO, CTO, Security Manager

The Challenge

The numerous global recognitions that the cyber security leader has received speak well of their unmatched solutions to their 4,000 plus, including half of the Fortune 100, customers. But even their thought expertise and rich experience did not spare them from challenges: Cyber security threats have become complex and target customers apparently became fastidious, making it difficult for the Client to present their integrated privilege and vulnerability management solutions to target customers. But the challenge was straightaway coped with after they partnered with Callbox for a Lead Generation Program.

The Callbox Solution

Customer Profiling

With the help of the Pipeline Lead Nurture Tool, Callbox was able to send the Client’s message to the right prospects at the right time.

Callbox’s SMART Calling helped the team engage with the most qualified prospects – decision makers who were most ready to engage.

Callbox ensured prospect’s receipt of collaterals that contain information about the Client’s unified IT solutions on risk management, reporting and analytics.

Lead Generation

Callbox called to verify contact details like decision maker’s name, email and contact numbers.

Callbox briefly shared the Client’s products and services with prospects, focusing on threat mitigation capabilities, broad platform coverage and workforce collaboration to battle both internal and external threats.
It was ensured that this probing question was asked – “Are you currently reselling any of the following security vendors for privilege management and vulnerability management such as: CyberArk, Intel McAfee, Dell, CA,. Lieberman, Centrif”y – and must be answered by the prospect
Set appointment for the Client’s IT security consultant to further discuss and customize a solution for the customer and sent calendar invites to avoid missed opportunities.

Highlights

Utilized Callbox’s SMART Calling and Lead Nurture Tools
Achieved Goal to Generate Quality Leads
Successfully Achieved More Than Targeted Email Recipients

Results Within Twelve Weeks

Qualified Leads – 25 Appointments
Emails Sent (received by prospects) – 600
Leads For Follow Up – 375

B2B Marketing Specialist and Callbox: A Rare and Stellar Collaboration

March 2, 2017/in //by: Guest

The Client

Industry: Software

Location: USA

Headquarters: USA

The Client is a B2B marketing specialist that offers major marketing solutions all over the United States of America and worldwide. They fuse digital and calling strategies to drive revenue for their clients through high-end marketing services.

They stand on a mission to help their clients achieve full business growth through creativity, technology and strategic vision to become an organization that draws, develops and retains exceptional relationships.

Campaign Type

Appointment Setting

Campaign Target Criteria

Location: All Over US

Industries: All Industry

Decision Makers: VP of Marketing, Marketing Director, Marketing Manager

The Challenge

From a simple telemarketing service 12 years ago, the Client’s business spawned into a broad range of marketing solutions like List-To-Lead Management, Content and Digital Marketing, Automation, and Web Services which includes Social Media Management.

However, not surprisingly, along with the big time expansion arose the need to increase the number of target clients – a large database of qualified prospects who have the need of the Client’s expanded services. Although the Client promptly addressed the need for a beefy database, a handful of related issues came up which seemed too much for the Client and its telemarketing team to handle: due to the extensive number of targets in the database to be called, productivity went against time so the information shared was somehow incomplete which resulted to low call quality and revenue. The Client decided to look for other options as the lead flow in the sales funnel seemed like jelly pearls passing through a large straw from a tumbler of winter melon iced tea – very few and flimsy.

The facts:

The Client’s callers used to make 80 calls/agent/day until the database was expanded and the daily target was raised to 140/caller/day, which came as a challenge, averaging only at 150/agent/day.
Number of leads generated averaged at 3/caller/day but went down to just 1/agent/day, a drastic decline of 60%.
Call quality rated average was 85 but slipped to 76.5, down by 10%
Campaigns closed averaged at 7/month, decreased to 4/month, revenue down by 50%

The Callbox Solution

Prior to the Appointment Setting program, Callbox and the Client agreed to sanitize the database via Customer Profiling. Customer Profiling is part and parcel of Callbox’s holistic campaign management. Moreover, Callbox takes full responsibility in managing the database by cleansing and profiling the contacts before, during and until the campaign ends.

Data Cleansing – all contacts on the database are called to confirm every piece of business information
Deduplication – missing details are retrieved and necessary changes are applied to eliminate goneaways, duplicate entries, and contacts that fall outside the target criteria.
Data Verification – contact names and contact numbers are validated, as well as email addresses, postal codes, and other pertinent contact details.

Appointment Setting

Callbox not only prides itself with more than a decade of sales and marketing experience and world-class service to its clients worldwide but for the proprietary technologies it has incepted like the Multi-Channel Lead Generation Program which has benefited numerous clients.

The Client thought of taking things one at a time and start the project as new – unloading their quite ambitious goal of going big at a snap in such a short period of time (3 months) and instead embrace a new set of strategies like the SMART Calling technology from Callbox which catalyzed their goals into success.

The campaign flow:

The Callbox team sent out flyers to the profiled contacts via the Pipeline Lead Nurture Tool. Opened emails, clicked links and downloads were tracked real-time and were followed up by callers at a certain time.
During the follow-up call, the agent must first be able to get the prospect to agree to receive the Client’s business eBook which contains a comprehensive information about their products and services. After which, the caller should set an appointment at the prospect’s most convenient way and time.
To ensure accuracy in the program, the Callbox team sent out calendar invites to prospects who agreed for appointment and a reminder to all those who agreed to receive the eBook.

The Results

The Callbox team averaged at 180 calls/agent/day (16% increase from the Client’s 150 average a day)
Leads generated averaged at 4/agent/day (25% increase from the 3/agent/day)
Call quality scores improved to 90 (15% hike from the 76.5)
After the campaign period, deals closed averaged at 10/month (30% increase from 7/month), raising the Client’s monthly revenue to potentially $200,000 or more

While Callbox makes no promises when running a campaign and just simply addresses the need of the Client’s business by giving them the power to scale up their business potentials to boost sales numbers, the Client on the other hand, deserves commendation for going down the humble road and seeking help with their marketing requirements from an industry colleague. An unusual, profound business collaboration and teamwork between marketing rivals resulted to stellar business success.

All-Time High For Physiotherapy Systems Leader with Callbox

November 24, 2016/in //by: Guest

The Client

Industry: Medical
Location: Bavaria, Germany
Headquarters: Germany

The Client is a 30-year old leading manufacturer of physiotherapy systems in Europe. Some key components of their product offering are innovative cardiology products, software and diagnostics products.

Campaign Type

Appointment Setting

Campaign Target Criteria

Location: USA
Industry: Physical Therapy Clinics & Chiropractic Offices (9 employees and below)
Decision Makers: Business Owners, Head Physical Therapist, Doctor

The Challenge

The physiotherapy leader is intensively involved in every aspect of the business, moreso the production, and provides personal attention each step of the way. Their latest product is Single Use Adhesive Electrodes, an electrotherapy treatment that would benefit users by saving time, no storing and cleaning between treatments and avoiding cross contamination.

This family-run award-winning and customer-oriented physiotherapy systems manufacturer has been reaping success for years now but their new product which projects a higher standard compared with the existing ones required a more advanced, fast and comprehensive marketing program that would help them cope with the competition – enter the Callbox Multi-Touch Multi-Channel Lead Generation Program.

The Callbox Solution

The Client requested Callbox to maximize the capacity of the Multi Channel Marketing Program by utilizing the Pipeline Lead Nurture Tool in communicating with prospects at the time when they are most available.

Appointment Setting

Callbox called the target decision makers to introduce the new product, Single Use Adhesive Electrodes. Prospects who agreed to receive a follow-up call from the Client’s sales representatives were further handled by the Client’s sales representatives themselves to further explain the product’s features and benefits which is instrumental in drafting the best project design for the prospect company.

Follow-up Emails

Using the Pipeline Lead Nurture Tool, the Callbox team sent out introductory emails to prospects only to verify the validity of the contact details. Replies, website clicked and queries were tracked in real time for the agent to call.

After the call, prospects who requested for information were then reported to the Client to be sent brochures and forms as reference for the sales representatives in tailor-fitting a project design for them.

The Results

The initial result of the campaign was a pleasant surprise for the Client as Callbox produced 96 Appointments just halfway through the campaign period (middle of the second month of a 3-month campaign). Towards the end of the campaign, that number doubled to 192 Appointments, 72 of which were warm follow-ups.

The physiotherapy manufacturer leader thought they’ve had enough successes in the past and that they’ve ran the best marketing strategies in the business, but was in awe when the Callbox team pulled through with lofty results for the campaign. Their decision to partner up with the best in lead generation led them to an all-time high. Just goes to show how much proven expertise can make a difference.

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