Telemarketing Case Study 2
Client - Accountancy and Insolvency Practice
Project - Market Research/Appointment Setting & Mail Shot Follow Up/Seminar Bookings
Activity
The resource for this client consists of integrated marketing activities for the different services offered by the client.
Proactive phoning after mail shots is used to promote the core business to prospective clients after fact find phoning has identified mail shot targets. Appointments are made to introduce the company and services, or information is posted to prospects detailing the specific services and followed up again with pro-active phoning. At the same time clients that may use specialist areas are identified and invited to attend, via mail shots, with other targeted companies, seminars to introduce insolvency as a new profit area for solicitors, accountants and other related businesses that may be interested. Seminar mail shots are followed up and bookings taken.
Results
An accurate comparison of proactive phoning and single mail shot response was made over a three month period and in addition compared to the previous years mail shots.
The company was achieving between 0.5% and 2.3% positive responses with a single mailing.After professional, proactive phoning the recorded, positive outcome changed and increased to 17.2%.
The financial implication of the increase proved to the company that the right formula was being used to increase client base and additional profit after telemarketing costs.
Anderson Stockley Associates have been retained for phoning and the company have widened the areas targeted by Telemarketing.
Return to Case Studies
| 
