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Callbox Delivered Beat Webinar and ABM Campaigns For Global Logistics Leader

The Client

The Client is known as the world’s leading logistics company, operating in 220 countries and territories, helping organizations to cross borders, reach new markets and grow business.

Lines of Business
Warehouse Solutions, Transport & Distribution, Contract Logistics

The Challenge

Being a global logistics leader for more than 50 years, the Client has a full stack of clients worldwide. However, as part of their PR and marketing strategies, it regularly holds live events for different reasons such as product or service launches, awards, and symposiums.

In this campaign, the Client aimed to amp up its Singapore market in order to stay ahead in the competition, seeing more headquarters of logistic companies spawn in the Lion city. And in order to expedite the project, the Client outsourced with Callbox to help them run lead generation and events campaigns.

The Callbox Solution

Based on the Client’s needs, Callbox designed a Webinar and Account-Based Marketing Lead Generation and Appointment Setting campaign which consisted of:

  • Account-Based Multi-Channel Lead Management which included Voice, Email, Web, Chat, Social Media, and Webinar
  • Sales Enablement & Support that provided Team Training, Account Setup, and Back Office Sales Support
  • Tools & Subscriptions to Callbox Pipeline and HubSpot CRM
  • Account Management with Strategy Building, Reporting, and Product Knowledge

THE GOALS

  • The Callbox team was to invite prospects to the Clients series of webinars
  • To generate marketing qualified leads
  • Book appointments for the Client’s sales team
  • Manage the database by profiling all contacts
  • Promote the products, services, and events via web and social media

The campaign involved two key steps:

Account Research and Selection

  1. The Client specified its target industries, location, and relevant contacts. 
  2. Callbox refined the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts.
  3. Callbox then compiled a list of potential contacts to target which was reviewed and approved by the Client.

Account and Prospect Profiling

  1. The Client provided target decision makers for the Callbox team to reach out which consisted of detailed demographic and firmographic segmentations.
  2. The buyer personas designated as the campaign’s primary targets were Procurement Manager, COO, Chief Supply Chain Officer, VP for Operations/Manufacturing/Logistics, IT Director, Director of Planning, Inventory Director, VP of Business Intelligence, C-level, and President.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

Overall, the Webinars gathered a total of 250 Confirmed Attendees, and the 6-month ABM Lead Generation & Appointment Setting Campaign delivered 92 Sales Qualified Leads, and 42 Marketing Qualified Leads.

Callbox Aced Appointment Setting for Accounting Expert

The Client

The Client bears unmatched experience in providing redefined Accounting, Bookkeeping and Self-Managed Super Funds (SMSF) to its partner clients, addressing specific pain points of modern accounting practice.

The Challenge

The accounting expert serves as an integral extension of its clients, ensuring all tasks are accurately completed. However recently, competition became fierce as competitors started to offer equally interesting services and even used enticing branding images which made the Client indistinguishable from its industry peers.

The Client decided on offering a FREE-TRIAL to target customers. Well aware that this required expertise in pursuing prospects and getting them to agree to meet with the Client’s consultants to discuss signing up for the free trial, the Client searched for an appointment setting company that best fit their needs and chose Callbox.

The Callbox Solution

Appointment Setting

Callbox ran a Customer Profiling campaign along with Appointment Setting to update the Client’s database and to build a new set of qualified prospects.

1. An initial email copy which contained news releases about the Client’s FREE TRIAL offer were sent to target customers.

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

3. Responses also gave the Callbox team the opportunity to filter the most available prospects to touch base with via the CTA link (scheduling option) in the email copies.

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

Customer Profiling

Aside from targeting to gain a new set of clients, the Appointment Setting program aimed to exhibit a differentiated service by giving their customers a first-hand experience of the service.

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

2. Initial email copies with replies were set for follow-up call – appointments were set for prospects who agreed not only to the FREE TRIAL but also for those who were merely interested to discuss about the Client’s services.

3. To ensure that appointments were not missed, the Callbox team sent calendar invites to prospects to remind them of their appointment schedule.

4. And with Callbox’s SMART Calling system, a hefty number of prospects was reached by the Callbox team to speak with the Client’s specialists and agreed to a FREE TRIAL.

Results and Return on Investments

The first four weeks were the busiest days of the campaign period as the Callbox team was juggling between getting together a fitting list of contacts to profile and setting appointments with those contacts at the same time, but successfully delivered 11 solid appointments.

Between the 5th and 8th weeks, with the Callbox team effectively done with the initial calls, follow-up calls came out more productive as most of the prospects the team spoke with were already knowledgeable of the free trial and have learned of the service’s benefits from other prospects via testimonial videos linked through the follow-up emails. This phase of the campaign generated 13 more appointments for the accounting expert.

The last 4 weeks (9th to 12th) had the Callbox team equally busy but more delighted as follow-ups that were nurtured during the start of the campaign eventually converted into appointments and impressed the Client with 15 appointments at the closing.

Callbox Electrified Success For Energy Retail Lead In 21 Days

The Client

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.

Results and Return on Investments

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.

Callbox ABM Campaign Renovated Success For Interior Design Expert

The Client

The Client is a 20-year old interior design and renovation expert that provides a holistic architectural service from conceptual design, implementation, and support for corporate and retail clients through the latest trends in interior design solutions and high quality workmanship.

The Challenge

Since inception, the Client has been making its mark in the architectural design industry which made it a three-time awardee of Superbrands. However, years after, technology innovation and tough market competition brought the need to strategize, and to do some process improvement which required focusing on customer acquisition and profiling. After looking into a list of possible providers, the Client decided to outsource its lead generation campaign from Callbox.

The Callbox Solution

Based on the Client’s objectives and requirements, Callbox designed an Account-based Marketing Lead Generation and Appointment Setting campaign which consisted of: 

  • Account-Based Multi-Channel Lead Management via Voice, Email, Chat, Web, Webinar, and Social Media.
  • Sales Enablement & Support which included Team Training, Account Setup, and Back Office Sales Support.
  • Tools & Subscriptions to the Callbox Pipeline and HubSpot CRM.
  • Account Management with Strategy Building, Reporting, and Product Knowledge.

The Goals

  • The Callbox team was to profile the approved database. 
  • Call the Client’s ideal customers and uncover needs for creative interior design or possible renovation.
  • Delivered best-fit accounts and highly-qualified leads.

Results

Overall, the twelve-month ABM Lead Generation and Appointment Setting campaign delivered 120 Sales Qualified Leads, 97 Marketing Qualified Leads, and 416 Social Media Connections, which exceeded the Client’s expectations.

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

The Client

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

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.

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 prospect.

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.

Callbox Prints Out Success For ICT Leader

The Client

The Client is an ICT firm, and the largest HP partner in Asia, providing IT Support (Outsourcing), Cyber Security Solutions, Cloud Solutions & Services, IT Infrastructure & System Integration Services.

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 strategize in some areas of the business to regain what they’ve lost. 

Immediately, it acted on the issue by taking the next best step – to look for an outsourced lead generation partner.

The Callbox Solution

Out of several marketing proposals, the Client chose Callbox because of the latter’s rich experience in handling IT and Software campaigns, and the potent effectiveness of its Multi-Touch Multi-Channel lead generation scheme.

Callbox designed a 12-month Account-Based Marketing Lead Generation and Appointment Setting campaign for the Client which consisted of:

  • Account-Based Multi-Channel Lead Management which included Voice, Email, Web, Chat, Webinar, and Social Media
  • Sales Enablement & Support through Team Training, Account Setup, and Back Office Sales Support
  • Tools & Subscriptions to the Callbox Pipeline and HubSpot CRM
  • Account Management via Strategy Building, Reporting and Product Knowledge

THE GOALS

  • The Callbox team was to reach out to prospects via multiple channels to uncover their pain points, and upcoming needs.
  • Profile the target accounts based on the Client’s specifications
  • Set meetings between the Client’s consultants and prospects who expressed interest, and have the need of any of their services

Below is the two-step campaign process:

Account Research and Selection

  1. The Client specified their target industries, location, and relevant contacts.
  2. Callbox refined the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts.
  3. Callbox came up with a list of potential contacts to target which was reviewed and approved by the Client.

Account and Prospect Profiling

  1. The Client provided buyer persona profiles of the prospects that they wanted the outbound campaign to target. The profiles consisted of detailed demographic and firmographic segmentations.
  2. Identified as the campaign’s primary targets were IT Manager, HR Administrator, Procurement/Purchasing Manager, Buyer, Office Administrator, General Manager, Person-In-Charge of printers and photocopies
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The 12-month Account-Based Marketing Lead Generation and Appointment Setting campaign yielded more than what the Client expected, with 176 Sales Qualified Leads, 179 Marketing Qualified Leads, and 298 Social Media Connections.

Callbox Webinar Event and ABM Campaign Mined Success For Jewelry ERP

The Client

The Client is a 25-year old technology solution and business consulting provider, and a Microsoft business partner who largely carries Microsoft dynamics products in the Middle East.

The Challenge

The Client started to provide technology and business solutions more than a couple of decades ago, and has built a huge database of customers despite the challenges encountered.

They recently launched an ERP software for jewelries that would provide reports that are useful in increasing business profitability. However, the target market was quite conservative, not easily convinced to engage in software solutions for business advancement, and still preferred to do business the old way like word of mouth and inbound.

That became one big challenge for the Client which impacted customer acquisition and expansion, and eventually called for external assistance. This made the Client decide to outsource lead generation and appointment setting campaigns from a third party provider.

The Callbox Solution

Engaging in outsourcing the first time was another challenge to beat. The Client had to look up several lead generation agencies online before they finally trimmed down the list into three, and finally decided on Callbox.

Callbox designed a Webinar and Account-Based Marketing Lead Generation and Appointment Setting campaign for the Client which consisted of:

  • Account-Based Multi-Channel Lead Management which included Voice, Email, Web, Chat, Webinar, and Social Media
  • Sales Enablement & Support through Team Training, Account Setup, and Back Office Sales Support
  • Tools & Subscriptions to the Callbox Pipeline and HubSpot CRM
  • Account Management via Strategy Building, Reporting, and Product Knowledge

The Goals

  • The Callbox team was to do a customer profiling to validate the contact information in the database by sending initial emails that contain an overview of the jewelry ERP software
  • Prospects who would actively respond were to be followed up via voice or calling channel, and invite to the webinar
  • Prospects who would agree to speak with the Client will be booked for either a phone or online demo with the Client’s consultants

Below is the two-step campaign process:

Account Research and Selection

  1. The Client specified their target industries, location, and relevant contacts
  2. Callbox refined the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts
  3. Callbox came up with a list of potential contacts to target which was reviewed and approved by the Client.

Account and Prospect Profiling

  1. The Client provided buyer persona profiles of the prospects that they wanted the outbound campaign to target which consisted of detailed demographic and firmographic segmentations
  2. Identified as the campaign’s primary targets were Shareholders, Managing Director, CEO, CFO, IT Manager, Accountants
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type

Results

The Client knew how apprehensive the target prospects towards the jewelry software would be, and the possible campaign results. Contrary to their expectations, they were surprised at how the Callbox team managed to carry out success despite the circus-like monthly lead results.

The Account-Based Marketing Lead Generation and Appointment Setting campaign delivered 85 Sales Qualified Appointments, and the Webinar gathered 170 RSVPs.

The campaign results exceeded the Client’s expectations.

Precision Engineering Company Executes Precise Rebranding with Callbox

The Client

The client is the Singapore arm of an industrial equipment supplier based in Germany, specializing in motion and fluid control technologies used in advanced production lines worldwide. The company’s product portfolio includes actuators, air preparation, fittings, tubing, pressure switches, vacuum, and valves.

The Challenge

The Client has a long and illustrious company history that includes the invention of the first inline lubricator in 1927 and a series of breakthrough innovations in several pneumatic fluid and motion control technologies. Its products and expertise are presently used in numerous manufacturing facilities worldwide for improving equipment productivity and efficiency.

In 2015, as part of its efforts to transform itself into a truly world-class engineering company, the Client consolidated several of its divisions under a single brand and recently carried out a major overhaul of its webstore to realign with its new branding initiatives. Aside from its extensive global network of distributors, the Client is able to offer its solutions to its target customers through online catalogs.

While these moves are expected to create favorable long-term opportunities, the new brand rollout and webstore revamp bring some key short- to medium-term challenges that the Client needs to address right away. In terms of near-term marketing activities, the challenge is two-fold:

  1. Informing its existing customers of the rebranding and the site renovation in a way that drives both interest and awareness
  2. Identifying specific needs and inquiries from their customers and prospects, which can then be turned into actionable insights

The Callbox Solution

Given both the Client’s current strategic situation and its immediate marketing goals, it was determined that Callbox’s precision-oriented lead generation solutions would be an effective approach at enhancing the Client’s rebranding and customer outreach efforts. Accordingly, the campaign plan consisted of two main components: (1) customer profiling and (2) lead generation.

Database Profiling

To guarantee the quality of data to be used in the campaign, the list underwent thorough customer profiling, which involved manually validating and verifying each database record and field.

  • Agents called every contact on the list in order to check and update all pertinent information.
  • Callbox’s customer profiling package ensured that every entry on the list contained complete, accurate, relevant, and timely information on a valid decision-maker.
  • Once completely profiled, every record on the list represented a contact having any of the above-mentioned job titles working in a manufacturing company located within any of the four APAC countries mentioned earlier.

Lead Generation

With its award-winning lead generation expertise, Callbox was well-positioned to help the client meet the two main challenges brought on by its recent rebranding program. In a nutshell, the lead generation activities of the campaign included:

  • The Callbox team engaged the Client’s target contacts through live phone conversations in order to touch base and introduce the rebranded solutions.
  • Callbox distributed the company’s Express catalogs to qualified contacts in Australia, Malaysia, and Singapore. The Client’s pneumatic catalogs were disseminated to qualified contacts in New Zealand.
  • Agents then set up follow-up phone appointments with hot leads and inquiries.

Callbox Made Swift Success for US Top Car Insurer

The Client

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.

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.

Callbox Concluded Success for Digital Marketing Analytics Leader

The Client

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.

The Challenge

Social media has become a way of life, but 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 focused on what they can do to address the challenge. 

The digital marketing analytics leader planned out an in-house marketing strategy and placed a new set of targets for their marketing team. After a few months of running the in-house campaign, the Client realized that the target of 36 leads for a quarter was high. 

With the inconsistent, and below target campaign results that the in-house efforts delivered, the Client decided to outsource a lead generation campaign, which was actually part of the initial strategic plan of the company.

The Callbox Solution

Callbox designed an Account-Based Marketing Lead Generation and Appointment Setting campaign for the Client which consisted of:

  • Account-Based Multi-Channel Lead Management which included Voice, Email, Web, Chat, Webinar, and Social Media
  • Sales Enablement & Support through Team Training, Account Setup, and Back Office Sales Support
  • Tools & Subscriptions to the Callbox Pipeline and HubSpot CRM
  • Account Management via Strategy Building, Reporting, and Product Knowledge

THE GOALS

  • The Callbox team was to run an email marketing to disseminate information about Social Media Analytics
  • To do customer profiling to track the most responsive prospects 
  • Book meetings with interested prospects for either a phone or online demo with the Client’s consultants
  • Build more social media connections

Below is the two-step campaign process:

Account Research and Selection

  1. The Client specified their target industries, location, and relevant contacts
  2. Callbox refined the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts
  3. Callbox came up with a list of potential contacts to target which was reviewed and approved by the Client.

Account and Prospect Profiling

  1. The Client provided buyer persona profiles of the prospects that they wanted the outbound campaign to target which consisted of detailed demographic and firmographic segmentations
  2. Identified as the campaign’s primary targets were Marketing Managers, Owners
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type

Results

The Account-Based Marketing Lead Generation and Appointment Setting campaign produced a total of 176 Sales Qualified Leads, 63 Marketing Qualified Leads, and 1,334 Social Media Connections.

Vibration Test Leader Beat Market Drawdown Thru Callbox ABM Campaign

The Client

The Client specializes in a wide range of vibration testing systems, environmental testing chambers, and measurement and analysis equipment for vibration-related applications, providing Consultancy, Testing & Calibration services, Training Courses, and Maintenance, Services, and Repair in over 30 countries around the world.

The Challenge

The recent economic drawdown has caused a huge impact on the manufacturing sector which drove a lot of businesses to either minimize or pause operations, or permanently close down. The has not only fenced consumers in freely shaping their buying journey, but also stole a huge number of blue-collar jobs across the globe. 

However, there were companies that braved the challenge by rethinking, and reshaping their strategies, and came up with actionable schemes such as outsourcing that helped restabilize their supply chain processes again. Among these winning companies is the Client.

The Callbox Solution

The Client approved Callbox’s Account-based Marketing Lead Generation & Appointment Setting design which consisted of:

  • Account-Based Multi-Channel Lead Management which included Voice, Email, Web, Chat, Webinar, and Social Media
  • Sales Enablement & Support through Team Training, Account Setup, and Back Office Sales Support
  • Tools & Subscriptions to the Callbox Pipeline and HubSpot CRM
  • Account Management with Strategy Building, Reporting, and Product Knowledge

The Goals

  • The Callbox team was to conduct a market survey among target contacts to uncover which product or service their business requires.
  • To promote specific products like Conditioning Monitoring Systems, and Test & Measurement/Engineering Services.
  • To set appointments with interested prospects for the Client’s consultants.
  • To profile the database.

Below is the two-step campaign process:

Account Research and Selection

  1. The Client specified its target industries, location, and relevant contacts.
  2. Callbox refined the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts.
  3. Callbox came up with a list of potential contacts to target which was reviewed and approved by the Client.

Account and Prospect Profiling

  1. The Client provided buyer persona profiles of the prospects that they want the outbound campaign to target which consisted of detailed demographic and firmographic segmentations.
  2. Primary target decision makers were also identified by the Client.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The twelve-month Account-based Marketing Lead Generation & Appointment Setting campaign delivered more than what the Client expected, producing 94 Sales Qualified Leads, 47 Marketing Qualified Leads, 20 Potential Leads, and 746 Profiles Completed.

Callbox ABM: Bridged the Gap Between Offshoring Expert and Target Clients

The Client

The Client is a leading media company in Hong Kong, providing news and finance information services to financial intermediaries and high net worth individuals. The services they provide include educating Chinese financial intermediaries on the effective use of tax planning and asset management through a series of summits. They work on a platform built from different media channels like online media, periodicals, and guides, to deliver the latest information and relevant topics to finance professionals.

The Challenge

The Client connects Chinese financial consultants to companies that plan to bring their business offshore via financial conferences. These businesses could either be companies from neighboring countries in Asia that would want to be educated on how to bring investments to Hong Kong, as well as Hong Kong-based companies that would like to expand in other regions.

The Client is recognized as a crowd drawer to every financial summit they launch, but the leads generated from the impressive event attendance convert very low number of follow-ups, as most of the attendees were either just curious to hear what the meeting was all about or didn’t really have a solid need for offshoring at all.

The Client thought they needed a more targeted audience who wanted to learn about offshoring, and interested to engage further. Add to that was the pressing time to expedite the project since a series of summits were already on the approving stage.

But, the Client didn’t have the right tools to carry out the tasks needed for the upcoming summits which are to profile their target attendees, gauge the need of the prospects, and uncover the genuine interest for offshoring opportunities.

The Callbox Solution

Callbox designed an ABM Lead Generation & Appointment Setting campaign which consisted of:

  • Account-Based Multi-Channel Lead Management which included Voice, Email, Chat, and Web.
  • Sales Enablement & Support that provided Team Training, Account Setup, and Back Office Sales Support.
  • Tools & Subscriptions to the Callbox Pipeline and HubSpot CRM.
  • Account Management with Strategy Building, Reporting, and Product Knowledge.

The Goals

  • The Callbox team was to do Database Profiling by scrubbing off invalids from the list to keep the contacts updated.
  • To call profiled contacts, and invite them to the Client’s upcoming series of summits.
  • Mainly, schedule face to face or online meetings with potential clients for the Client’s consultants.

The campaign involved two key steps:

 Account Research and Selection

  1. The Client specified target industries, locations, and relevant contacts.
  2. Callbox worked out the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts.
  3. Callbox then compiled a list of potential contacts to target, which was reviewed and approved by the Client.

Account and Prospect Profiling

  1. The Client provided target relevant contacts for the Callbox team to reach out which consisted of detailed demographic and firmographic segmentations.
  2. The buyer personas designated as the campaign’s primary targets were C-Levels, Business Development Managers, Directors, Marketing Directors, General Managers.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The leading media company was happy with the campaign turnout. With Callbox’s multi-channel marketing campaign, the Client’s list of customers were properly profiled and filtered according to their need and interest in the Client’s services.And, 45% of these leads were converted into current customers, and are now successful investors in their chosen regions.

Case Studies

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