case-study-other-industries Archives - Callboxinc.com

AU Security Firm Gets 1,800+ Sales Appointments from 18-Month Callbox Campaign

August 31, 2018/in /by Guest

CASE STUDY

AU Security Firm Gets 1,800+ Sales Appointments from 18-Month Callbox Campaign

THE CLIENT

ABOUT
The Client develops, installs, and maintains access control and CCTV systems for businesses, as well as offers security integration services and customized security solutions. The Client primarily sells to small and medium-sized organizations across a wide range of industries all over Australia.

TARGET INDUSTRIES
All Industries
TARGET PROSPECTS
Director, Proprietor, Owner, Partner, Managing Director, General Manager, Loss Prevention Officer, Store Manager, Warehouse Manager, Installations Manager, Operations Manager

THE CHALLENGE

The Client ranks as one of the leading Sydney-based security companies that specialize in fully-integrated video surveillance solutions for businesses. The company offers its products and services directly to customers, as well as through its network of channel partners and contractors.

To address the growing competition in its home state of New South Wales and some areas in Queensland, The company adopted a more proactive marketing approach, which added direct outreach into the marketing mix to complement its existing inbound program.

The Client initially carried out outbound activities in-house with its inside sales team researching and contacting cold prospects via phone and emails. But the effort only managed to deliver 37 appointments after six months (or an average of 6 per month).

It was clear that the Client had a hard time scaling its outbound marketing activities. Prospecting took up nearly half of their inside sales team’s time, and the company wasn’t sure how hiring new reps would improve results.

That was when the company decided to outsource its outbound marketing program and let Callbox handle the time-consuming tasks of identifying and setting sales appointments.

HIGHLIGHTS

RESULTS WITHIN TWELVE WEEKS

• Completed an 18-month integrated appointment setting campaign that exceeded the Client’s targets
• Delivered an average of 101 qualified appointments each month, which was 17 times more than what the Client’s in-house efforts had generated
• Added more than 2,300 new prospects into the Client’s pipeline, expanding its potential reach in NSW and QLD

results-CS_OTH_AU-Security-Firm-Gets-1800-Sales-Appointments-from-18-Month-Callbox-Campaign

THE CALLBOX SOLUTION

Callbox planned an initial one-month campaign for the Client, since the company wanted to see first how partnering with an outside provider would work out. The main strategy behind the campaign was to use a combination of email outreach and phone conversations to qualify prospects and schedule meetings on behalf of the company’s reps.

Right after the pilot program, the Client decided to proceed with the campaign and reviewed the project status on a monthly basis. The two main campaign components (phone-based appointment setting and targeted email outreach) focused on these activities:

Appointment-Setting

1. The campaign primarily targeted proprietors, managing directors, managing partners, and (secondarily) other persons in charge of business security at SMEs in NSW and QLD.

2. Callbox closely collaborated with the Client to create the materials for the campaign, including call scripts and the prospect list.

3. Agents engaged the target prospects in one-on-one conversations in order to introduce the Client’s latest line of video surveillance systems and to book qualified prospects for a face-to-face consulting session with one of the company’s licensed security specialists.

Email Marketing

1. The Callbox team used emails to initiate contact with prospects and to nurture them throughout the campaign.

2. The campaign also relied on emails to follow up with and respond to prospect inquiries and requests.

3. Callbox crafted and tested the email templates and landing page based on the Client’s requirements and feedback.

RESULTS

The campaign ran for a total of 18 months. In the campaign’s first month alone (despite two weeks spent warming up and nurturing prospects), the Client received 55 qualified appointments, which was around 1.5 times what the company was able to generate from its six-month in-house prospecting activities.

This led the Client to request more calling agents from Callbox to be assigned to the campaign in the subsequent months. This, in turn, helped steadily increase the number of qualified appointments produced during the first few quarters of the campaign, as shown below:

By the end of the 18-month campaign, Callbox handed a total of 1,829 qualified appointments to the Client, (or an average of 101 qualified appointments each month). The campaign also added 1,993 follow-ups and 414 requests for information to the Client’s prospect pipeline.

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Outbound Campaign Fast-tracks Inbound Results for Business Travel Platform

April 23, 2018/in /by Guest

CASE STUDY

Outbound Campaign Fast-tracks Inbound Results for Business Travel Platform

THE CLIENT

ABOUT
The Client is the corporate travel management arm of a leading online travel agency. the company provides end-to-end business travel solutions tailored for every stage in the travel cycle. Its primary products and services include its flagship online booking platform, a full suite of travel management and reporting tools, and personalized account management and consulting.

THE CHALLENGE

Shortly before first contacting Callbox, the Client was in the middle of a key strategic refocus that aimed to expand the company’s footprint in the growing SME business travel segment. The Client had already developed specific packages and solutions tailored for small and medium-sized companies’ needs and was looking to acquire more SME accounts.

To help drive awareness and generate interest in its SME-focused offerings, the company launched a number of lead generation initiatives that included publishing a comprehensive whitepaper on creating and deploying a company travel policy.

The Client wanted to reach new prospects with this content asset but encountered mixed results with the distribution and promotion tactics they were using (which mostly consisted of inbound channels like SEO, social media, and online promotion).

Downloads average 6 per week (although this went up as high as 11 in the first full week after publication) and marketing-qualified lead (MQL) conversion rates didn’t meet the Client’s targets.

After considering other options for distributing the whitepaper, the Client decided to include outbound channels in its content promotion mix. But, having no outbound expertise of its own, the Client began looking for a third-party lead generation vendor to handle the outbound portion of the campaign.

HIGHLIGHTS

RESULTS WITHIN TWELVE WEEKS

• Launched a targeted, integrated lead generation campaign to promote a key content asset and qualify prospects
• Doubled the number of whitepaper downloads and increased the content’s conversion rate
• Increased the volume and quality of MQLs in the Client’s pipeline

results-CS_OTH_Outbound-Campaign-Fast-Tracks-Inbound-Results-for-Business-Travel-Platform

THE CALLBOX SOLUTION

The Client chose Callbox after a thorough evaluation process, pointing out that Callbox’s multi-channel approach at lead generation and prospecting best met their goals. The Callbox team then prepared a campaign plan for a 3-month lead generation program with the following objectives:

• Increase the number of hand-raisers from its whitepaper
• Qualify prospects based on their ability to influence business travel decisions
• Collect key information to profile each prospect

The campaign carried out direct, targeted outreach through live conversations with the target prospects enhanced through email, social media, and online channels. The decision makers included HR directors, HR managers, CFOs, finance directors, administrative managers, CEOs, and other persons in charge of expense management/ procurement from companies all over the U.S. with annual revenues not exceeding $10 million.

1. Callbox prepared all materials used in the campaign. These were reviewed and approved by the Client. The materials included the campaign contact list, call scripts, email templates, and landing pages.
2. Calling agents engaged the target prospects through one-on-one conversations which served to promote the whitepaper and to qualify the leads.
3. The campaign used emails to add another layer of touch points for distributing the whitepaper, as well as leveraged the LinkedIn platform to increase reach and visibility.

RESULTS

The targeted lead generation campaign ran for a total of 66 days (22 days per month). As with most of Callbox’s multi-touch, multi-channel lead generation projects, leads only began trickling in after the first two weeks of the campaign. That’s because the campaign’s opening phase focused on initiating contact and nurturing prospects through email which maintained open rates of 32.2% and click-through rates of 9.7%.

Broken down by month, the lead
generation activities produced the
following results:

table1-CS_OTH_Outbound-Campaign-Fast-Tracks-Inbound-Results-for-Business-Travel-Platform

The company travel policy whitepaper was downloaded a total of 189 times during the three-month campaign period, which gave a weekly average of nearly 16 downloads (or twice the pre-campaign rate). The Client also mentioned that 80% of the 109 leads (or 88 leads) were already MQLs.

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Telecom Firm’s Campaign Enters Next Phase, Grows Reach in New Segments

March 5, 2018/in /by Guest

CASE STUDY

Telecom Firm’s Campaign Enters Next Phase, Grows Reach in New Segments

THE CLIENT

ABOUT
The Client is the satellite communications unit of one of Asia’s largest telecom groups. The company specializes in both fixed and mobile satellite services, providing customized satellite solutions to corporate customers in industries such as oil and gas, shipping, transportation and logistics, banking, and broadcast.

TARGET LOCATION
Singapore, Malaysia, Philippines, Hong Kong, Indonesia, India, Japan, Korea, Thailand, Taiwan, China, United Kingdom, Germany and Greece

THE CHALLENGE

The Client currently has an ongoing appointment setting project with Callbox. As part of its 2018 marketing goals, the Client wants to double down on maritime satellite opportunities in Asia, as well as tap into additional EMEA markets.

This leg of the campaign focuses on the Client’s two Inmarsat Fleet One offerings. Inmarsat Fleet One Coastal covers data and voice services for smaller recreational and fishing boats sailing closer to shore, while Inmarsat Fleet One Global gives access to bundled data and voice anywhere in the world. Both solutions are ideal for commercial vessels and fleets with modest data requirements.

In the previous campaign phases, the emphasis was on potential resellers and end users of the Client’s land satellite services. Both the Client and the Callbox team picked up a great deal of insights about the target prospects and the overall market, which proved useful in refining the team’s campaign approach and the Client’s marketing strategy.

This time, as the focus shifts to maritime satellite communications, the new campaign’s main objective is to identify and qualify potential subscribers for its bundled Inmarsat services from shipping and maritime companies.

HIGHLIGHTS

RESULTS WITHIN TWELVE WEEKS

• Kicked off new phase in campaign to align with telecom firm’s 2018 marketing goals
• Laid groundwork for Client’s expansion into new maritime satellite markets in Asia and EMEA
• Achieved response and conversion targets ahead of schedule

THE CALLBOX SOLUTION

The new campaign phase marks the 15th month of the Client’s partnership with Callbox. The Client says Callbox has become a key force multiplier of its marketing initiatives, greatly expanding the company’s reach and scope with multi-channel prospecting and research capabilities.

The updated plan consists of database profiling and phone-based conversations with prospects integrated with email touches.

1. The Client provided an in-house list of contacts to be profiled and refined by the Callbox team.

2. The targets include shipping and maritime companies in Asian and EMEA countries not directly covered by Inmarsat and VSAT.

3. The Callbox team used primary and desk research methods to verify and update each record, as well as added new contacts that match the target prospect profile.

Appointment-Setting

1. The Client reviewed and approved all materials used in the campaign, including call scripts, email templates, and the profiled list.

2. Agents engaged prospects through live conversations in order to gauge solution fit (whether they require broadband aboard their ships and how much data they need), as well as to book them for a phone appointment with a rep from the Client.

3. The Callbox team used emails to initiate contact and respond to requests for further information.

RESULTS

The campaign has finished one full month (22 days) of appointment setting activities. Since this is only the first month of the new campaign phase, much of the activities focused on priming prospects for live conversations and tweaking the messaging strategy.

So far, the campaign dialed a total of 4,879 records in 22 days and was able to connect with 318 decision makers. From these contacts, the team tagged 93 prospects for follow-up, processed 60 requests for information, and handed off a total of 10 qualified appointments
.
The Client accepted all 10 booked meetings, citing that each appointment met the company’s sales-qualified lead (SQL) profile. With the campaign generating appointments well ahead of schedule, both the Client and the Callbox team are confident that the number of qualified appointments will increase as the campaign progresses.

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LED Lighting Firm Renews Callbox Campaign, Wins Sales Deal in 2 Months

January 16, 2018/in /by Guest

CASE STUDY

LED Lighting Firm Renews Callbox Campaign, Wins Sales Deal in 2 Months

THE CLIENT

ABOUT
The Client is the LED Lighting division of a Kentucky-based vendor-sourcing company. As one of the largest fully-integrated LED companies in the U.S., the Client develops and executes end-to-end LED lighting solutions for businesses, deploying complete teams of lighting architects, engineers, project managers, and electricians.

THE CHALLENGE

The Client’s main line of service helps companies successfully implement and maintain LED lighting projects. Its key differentiator is that it provides fully-integrated, end-to-end LED lighting project management packages that come bundled with the needed expertise and support. The Client also offers 5-year unlimited warranties to its customers, which further sets it apart from other players in the industry.

Because the Client typically sees conversion cycles thatspan several months, the company devotes much ofthe funnel to nurturing leads and opportunities. That’s why the Client traditionally outsources top-of-funnel prospecting activities to third-party agencies.

In fact, the Client’s parent company has already worked with Callbox in a previous prospecting campaign that focused on its telecom vendor sourcing division. This time, the Client wants to partner with Callbox in order to:

1. Generate qualified leads and appointments that fit the Client’s LED lighting options
2. Collect marketing and sales intelligence useful in the nurturing process

HIGHLIGHTS

RESULTS WITHIN TWELVE WEEKS

• Launched a highly successful U.S.-wide appointment setting campaign for an integrated LED lighting company
• Resulted in 1 closed deal while the campaign was still ongoing
• Exceeded Client’s targets at every stage

THE CALLBOX SOLUTION

As a previous Callbox customer, the Client already understands the value that Callbox’s multi-touch, multi-channel appointment setting solution delivers. In choosing Callbox for the second time, the Client expects the same level of commitment and service that brought success to the past campaign.

The Client signed up for a 3-month standard appointment setting campaign that also covered database profiling, email marketing, and social media marketing.

1. The Client provided a list of contacts for Callbox to profile.

2. The Callbox team relied on both primary and desk research to profile the contact list.

3. The Callbox team leveraged online and phone-based techniques to validate and update each record.

1. Callbox prepared the call scripts based on the materials the Client sent over. The Client then reviewed and approved the versions specific to each target industry.

2. Prospects with current or upcoming LED lighting projects who agreed to meet with the Client for an initial assessment were tagged as qualified appointments.

3. Prospects interested in LED lighting but hadn’t yet agreed to meet with the Client were handed off as completed leads.

1. The campaign also used LinkedIn to build relationships and gather additional information.

2. Positive call and email contacts were added as LinkedIn connections.

3. The team assigned social media responsibilities to LinkedIn specialists.

1. The campaign used two types of email outreach: email blasts (for warming up prospects) and targeted send-outs (for distributing additional materials).

2. The call campaign prioritized contacts who opened or replied to emails.

3. The Callbox team created and tested the landing pages, banner ads, and email templates used in the campaign.

RESULTS

At time of preparing this case study, the 3-month campaign was wrapping up its final week. The campaign initially started with only one seat. But, by the end of the third week, the Client wanted to ramp up calling activities to 2 seats due to the inflow of promising prospects.

With Callbox appointment setting campaigns, it’s typical for appointments and leads to start trickling in after a few weeks or a full month of activities. That’s because the first two weeks or so are spent warming prospects up and optimizing the various parts of the campaign. This is shown in the below breakdown:

• 1st 3 weeks: 10 qualified appointments and 9 completed leads
• 4th week up to today: 33 qualified appointments and 40 completed leads

During the campaign’s second month, the Client was able to close one of the appointments handed off earlier in the project.

The Client expects to convert around half of the remaining 42 appointments (or 21 appointments) to customers within the first half of 2018. The Client is very pleased with the results so far that the Client has already paid for another 3-month campaign scheduled for next quarter

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Callbox Gives HR Consulting Client Base a Boost

November 9, 2017/in /by Guest

CASE STUDY

Callbox Gives HR Consulting
Client Base a Boost

THE CLIENT

ABOUT
The Client is a Singapore-based consulting company that provides intercultural management courses to organizations worldwide. The Client helps customers develop cross-cultural skills through customized training, coaching, workshops, and conferences.

THE CHALLENGE

Started in 2014 as a joint venture between a pioneering European cross-cultural training company and a top Southeast Asian HR solutions provider, the Client has built and grown a customer portfolio of over 150 multinational companies in various industries across Asia. The customer enjoys a clear lead in the region’s market for intercultural management training services.

But with a spate of new entrants seen to come into the growing market in the next 3 to 5 years, the Client has recently followed a more active strategic direction to protect and enlarge its market share. An important component of the new growth strategy emphasizes direct and targeted outreach to prospects in industries with high potential.

Having little outbound experience of their own, the Client needed some outside expertise to achieve many aspects of its goals. In particular, the company faced three key marketing challenges that made working with a third-party provider a more viable option:

1. Identifying the right prospects to contact in the Client’s target industries and companies

2. Qualifying and booking sales meetings with prospects that fit the target buyer profile

3. Gathering additional marketing intelligence to be used further along the sales cycle

HIGHLIGHTS

RESULTS WITHIN TWELVE WEEKS

• Launched a successful SG-wide appointment setting campaign for an HR consulting/training firm
• Leveraged live conversations with prospects reinforced with touch points via emails
• Handed off highly qualified appointments and delivered critical sales intelligence

THE CALLBOX SOLUTION

The Client partnered with Callbox after a stringent RFP process, pointing to the latter’s substantial roster of satisfied customers in Singapore as a key differentiator. The Callbox team then worked alongside representatives from the Client to plan out the objectives, activities, and timelines for an integrated appointment setting campaign.

The overall strategy centered on engaging prospects through targeted calls complemented by timely email touch points. The Client wanted the campaign
to focus only on companies operating in Singapore and excluded firms providing consulting and training services.

Some campaign activities that contributed to its success were:

1. Callbox performed a thorough data profiling program prior to starting the campaign. The team compiled a database of the key contacts from companies in the included industries. The Client then reviewed and approved the profiled list.

2. Agents contacted every prospect on the approved list. Probing questions identified fit and interest with the Client’s intercultural management training courses. Prospects who agreed to a face-to-face meeting with a consultant from the Client were tagged as qualified appointments.

3. The team used emails extensively for introduction, follow-up, and targeted send-outs throughout the campaign.

RESULTS

The campaign ran for a total of 104 days. As is typical with Callbox’s multi-channel appointment setting programs, the first couple of weeks were spent initiating contact and nurturing prospects. The number of sales appointments only began picking up near the end of the first month.

The 3-month campaign produced a total of 51 qualified appointments in the following order:

Month 1: 14 qualified appointments
Month 2: 15 qualified appointments
Month 3: 22 qualified appointments

Based on past performance, the Client expects to send proposals to around 80% of qualified face-to-face sales meetings and close anywhere between 15% to 30% of opportunities. That means the campaign can potentially add as much as 12 more deals into their customer portfolio within the next sales cycle, an increase of 8% in its current customer base.

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Callbox Confirmed 600 Attendees for Events Leader

September 8, 2017/in /by Guest

CASE STUDY

Callbox Confirmed 600 Attendees for Events Leader

THE CLIENT

ABOUT
The Client is an events specialist and one of the many fast-expanding companies in its industry that could provide resources both in and out of the APAC region.

THE CHALLENGE

The Client is a decade old events services leader in Singapore that caters to varied corporate industries by providing the target attendees for trade fairs, forums and brand launches. The successes they earned for being a strong leader in the industry were drawn out of their stringent task implementation, tip-top customer service and dedication. So when the time came that they needed manpower for an event and decided to look for a partner to finish the job, they chose no one else but the equally competitive global lead generation company, Callbox.

HIGHLIGHTS

RESULTS WITHIN TWELVE WEEKS

• Validated and profiled contacts via Customer Profiling campaign

• Well-targeted reminder calls achieved via Callbox’s SMART Calling

• Accurately tracked active responses via the Pipeline Lead Nurture Tool

THE CALLBOX SOLUTION

Customer-Profiling

1. The database records needed to be validated so a customer profiling campaign was implemented.

2. Company and business names, addresses, phone numbers, email addresses, social media accounts and all other contact details were updated to ensure list accuracy.

3. To further validate the contact information, the Callbox team sent initial copies of the Client’s reminder featuring the upcoming and past events with links to their website and query boxes.

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. Through Callbox’s SMART Calling process, active contacts that were filtered from the Customer Profiling campaign were called to remind prospects of the event and to confirm their attendance.

2. For prospects who were still on the fence with their decisions, drip email reminders were sent to them via the Pipeline Lead Nurture Tool.

3. Prospects who confirmed attendance were sent calendar invites.

4. A day before the event, a final confirmation call to all each one who confirmed was made to keep an accurate number of expected attendees for the event.

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Top ISO Certification Firm Boosts Sales Pipeline with Callbox

September 7, 2017/in /by Guest

CASE STUDY

Top ISO Certification Firm Boosts Sales Pipeline with Callbox

THE CLIENT

ABOUT
The Client provides a full suite of independent assessment services that cover certification, validation, verification and training. It helps its customers align management systems and business processes for compliance with international and industry-specific standards and schemes. The Client presently offers its assessment services in over 120 countries, with recognition from more than 50 accreditation bodies.

TARGET INDUSTRIES
Agriculture, Chemicals, Construction, Engineering, Financial Services, Food, Furniture, Logistics, Manufacturing, Mining, Oil & Gas, Public Administration/Government, Publishing & Printing, Retail/Wholesale Trade, Services, Transportation, Utilities

THE CHALLENGE

The Client is looking to capture a huge portion of the growing demand for ISO certification among companies operating in Southeast Asia. In particular, the Client identifies a strong potential for its certification and training programs geared toward small to medium-sized enterprises across various industries in the Indonesian and Malaysian markets.

With a broad ISO certification portfolio and a worldwide roster of customers under its fold, the Client has significant strategic advantage over its competitors in the region. The Client has extensive experience assessing quality management systems that include a wide range of compliance coverage, such as ISO 9001, ISO 14001, ISO 27001, and other related standards for commercial and industrial organizations.

To help reach its revenue expansion goals, the Client developed a marketing strategy that involved direct outreach to relevant prospects from companies in its target verticals. The client also determined that it needed the help of a third-party marketing agency to carry out this segment of the plan. Accordingly, the Client decided to partner with Callbox mainly because of the latter’s track record at managing B2B marketing campaigns that target organizations based in Indonesia and Malaysia.

HIGHLIGHTS

RESULTS WITHIN TWELVE WEEKS

• Launched a 3-month multi-channel appointment setting campaign for a leading QA
certification firm

• Reached campaign objectives well before the project’s conclusion

• Exceeded response benchmarks for both email and phone channels

THE CALLBOX SOLUTION

Callbox’s multi-channel appointment setting package was deemed to be the best approach for helping the Client achieve its current marketing goals.

The campaign was made up of two integrated components: (1) phone-based appointment setting and (2) email marketing, and was put together with the following objectives in mind:

• To prequalify and generate face-to-face/phone appointments for the Client
• To drive awareness for the Client’s core standards including ISO 9001:2015, ISO 14001:2015, and OhSaS 18001: 2007

The campaign’s target prospects consist of persons involved in handling or overseeing QA processes at organizations with 50 to 2,000 employees that belong to a given set of industries and locations specified by the Client.

THE CALLBOX SOLUTION

Appointment-Setting

1. The Callbox team prepared the campaign prospect list, call script, and email templates based on the Client’s specifications. These were submitted for the Client’s review and approval prior to the start of the campaign.

2. Agents contacted and qualified the target prospects using the list of probing questions outlined by the Client. Prospects who demonstrated a clear need for or interest in ISO certification and agreed to meet with one of the Client’s reps were tagged as qualified appointments.

3. The Callbox team forwarded all leads to the Client via email notifications and Pipeline update.

Email-Marketing

1. Emails were used in the campaign as an added layer of touch points for engaging prospects.

2. Emails were primarily sent to warm up cold prospects as well as to follow up on phone calls and prospect requests.

3. The Callbox team monitored and handled email replies and follow-ups, making use of the Pipeline Lead Nurture tool for timely email send-outs and response.

THE CALLBOX SOLUTION

The entire campaign ran for a total of three months (66 days). The campaign’s first couple of weeks was mostly spent gaining initial traction through emails. As such, the results during this stage of the project prominently focused on email marketing. Here are some key highlights of the campaign’s email marketing activities:

• Delivery rates of up to 98.6%
• Open rates of up to 8.54%
• reply rates of up to 3.81%

Once the results from the initial email outreach started trickling in at the close of the first month, there was a noticeable pick-up in the number of qualified appointments generated. In fact, the majority of appointments produced during the campaign were recorded after the first four weeks. Here is a monthly breakdown of the number of appointments set throughout the campaign:

• 1st month: 17 qualified appointments
• 2nd month: 31 qualified appointments
• 3rd month: 23 qualified appointments

Using a benchmark lead-to-opportunity rate of 30% and a close rate of 40%, the 71 appointments delivered during the 3-month campaign can potentially turn into 9 new customers for the Client within the next 6 to 12months.

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Callbox Delivered Results For Global Logistics Leader

August 10, 2017/0 Comments/in /by Guest

CASE STUDY

Callbox Delivered Results For Global Logistics Leader

THE CLIENT

ABOUT
The Client is part of the world’s postal and logistics leader that entrench different business units like parcel, forwarding, eCommerce, freight and supply chain, and has presence in 220 countries.

THE CHALLENGE

This logistics leader annually holds events for the different industries they serve for more than three decades now such as product or service launch, awards and symposiums. However, in recent years, the number of attendees has dwindled as competing logistics companies have ran one event after another.

As part of their marketing strategy, the Client decided to outsource to a lead generation expert who possesses not just rich experience in the field but at the same time uses tactical lead generation tools and processes that would expedite tasks – Callbox.

HIGHLIGHTS

RESULTS WITHIN TWELVE WEEKS

• Updated inactive and validated active contact details via Customer Profiling campaign

• Filtered the most available prospects for the event via the Pipeline Lead Nurture Tool

• Confirmed a good number of attendees via Callbox’s SMART Calling system

THE CALLBOX SOLUTION

Customer-Profiling

Callbox first ran a Customer Profiling campaign in order to filter active target guests for the Client’s business awards event.

1. Initial emails of the invite containing details of the upcoming event were sent to target guests.

2. Active emails from guests who responded, clicked links, asked questions via query boxes and visited the Client’s company website were saved for follow-up calls.

3. Through the responses, the Callbox team was able to filter the most available prospects to follow-up with.

4. Bounces were filtered and saved for follow-up calls for the agents to update as they spoke with the prospect.

Call-to-Invite

The business awards event was purposed not just to engage clients and business partners but build rapport with the different industries they serve and for brand recall.

1. With the help of the Pipeline Lead Nurture Tool, the team was able to profile the most active contacts in the database; information like contact name, address, contact numbers and email address were updated.

2. Initial email invites that garnered replies were set for follow-up call to confirm the prospect’s attendance to the event.

3. Calendar invites were set for confirmed guests to ensure that they are reminded of the event schedule.

4. Callbox’s SMART Calling system drew a good number of confirmed guests during the team’s confirmation call which was done two days before the event.

RESULTS

The Callbox team multi-tasked on sending invites and profiling the contact details during the first 4 weeks but in the same period 70 guests have already accepted the invitation and confirmed attendance.

On the 8th week, as almost all invites have been completely sent out and received by prospects another batch of 70 guests said yes to attend.
The 12th week of the call to invite campaign drew 110 confirmed guests which brought the campaign to successfully close at a total of 250 confirmed guests to the business awards event.

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Callbox Electrified Success For Energy Retail Lead In 21 Days

July 3, 2017/0 Comments/in /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.

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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Callbox Remodelled Success For Interior Design Expert

June 20, 2017/0 Comments/in /by Guest

CASE STUDY

Callbox Remodelled Success For Interior Design Expert

THE CLIENT

ABOUT
The Client is a 15-year old interior design and remodelling expert that transforms ideas into reality for their clients through the latest trends in interior design solutions and high quality workmanship.

TARGET INDUSTRIES
All industries except competitors

THE CHALLENGE

The Client started the business in 2002 mainly focusing on residential customers. Just two years after the company’s inception, they were awarded with brand certifications, achieving a level of recognition and credibility that attracted more and larger businesses. However, despite the significant increase in customers, they found their sales process was impeded due to missing and inaccurate information in the database. The Client decided to outsource to a lead generation company that could provide accurate customer profiling and the best nurturing strategy. Such need was specifically addressed by Callbox.

HIGHLIGHTS

RESULTS WITHIN TWELVE WEEKS

• Remodelled Client’s outdated and inaccurate database
• Optimized use of the Lead Nurture Tool for lukewarm leads
• Leveraged SMART Calling which expedited the sales process

RESULTS AND RETURN ON INVESTMENT

The first 4 weeks of the campaign generated 8 leads. Another 8 leads were generated by the 8th week and as more contacts were completely profiled, 8 more were gathered by the 12th week which summed up to a total of 24 leads for the first campaign period – just right on target.

By the time the second campaign period commenced, the team was more familiar and confident in handling the campaign, as confirmed by the 9 leads that were generated in the first 4 weeks, another 9 by the 8th week and yet another 10 by the time the campaign concluded in the 12th week, bringing the total to 28 leads for the second campaign period.

All in all, the two campaign periods produced 52 leads, a result far beyond what the Client could have designed for themselves.

The success of the two campaigns built the Client’s trust with Callbox, not only leading to the Client’s decision to run another campaign in 2018 but referring three large companies which were all converted into warm proposals by the Callbox team.

THE CALLBOX SOLUTION

Customer-Profiling

1. Callbox’s customer profiling service rehabilitated the Client’s list.

2. Initial copies were sent to current email addresses and responses were tracked real time.

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

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

Appointment-Setting

1. The Appointment Setting campaign aimed to uncover prospects’ need for creative interior design for a new office building or how open they were to consider renovating an old one.

2. With the use of Callbox SMART Calling process, the team was able to filter targets who were ready to move further down the sales funnel.

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

4. Those who weren’t ready yet were saved for further nurturing. The team sent e-brochures via Callbox’s Pipeline Lead Nurture Tool. The e-brochures contained product and services features, links to query forms. FAQs, company website and a link to set an appointment once prospect is ready to discuss. The appointment set link was managed by the Callbox team.

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Callbox Brings Back Sunny Days for Solar Leader

May 4, 2017/0 Comments/in /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

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 prospect 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.

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SG-based 3PL Company Doubles Sales Appointments, Gears Up For Expansion

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