Having previously used in-house telemarketing with limited success, Fluid turned to Beanstalk for its expertise in generating face-to-face appointments with business owners of SMEs.

As Fluid had published several well-respected books, Beanstalk recommended a break from the usual appointment-setting convention.

When our telemarketer reached a prospect, they provided a high-level overview of Fluid, then qualified if the prospect would be interested in receiving a copy of Fluid’s most recent book in the post to help them assess the value of Fluid’s coaching services.

Whilst this extended the prospecting cycle – as we needed to give the prospect sufficient time to read some of the books before calling back – it was transformative in terms of the number and quality of leads generated.

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