Sani-Duct are specialists in indoor air hygiene, providing extract & ductwork surveys and cleaning, servicing both single and multi-site businesses.
As part of the initial pre-campaign briefing, Beanstalk identified that there were 2 different segments of the market that Sani-Duct could effectively generate sales from using a professional telemarketing campaign; but that each segment would benefit from a different approach.
The mid-market was one segment, the other was a `top 100 wish list` of companies they believed were major users of Sani-Duct’s services and would be high value accounts, often requiring national coverage and demanding SLAs.
Beanstalk recommended a Key Account Mapping process should be undertaken on Sani-Duct’s wish list companies to identify the key decision makers – of which there could be multiple contacts in each account – together with their email and LinkedIn contact details.
This project was run in advance of the telemarketing and lead generation, to enable awareness of Sani-Duct to be raised through a series of articles and sales messages, delivered by email. Engagement with the content marketing was tracked, enabling the telemarketer to focus their calling activity on the warmest prospects.
To enable Beanstalk to represent Sani-Duct effectively and to be able to hit the ground running, Beanstalk assigned a telemarketer from its B2B & FM Services team, who had significant experience in engaging with Facilities prospects.
During the call, the telemarketer established the prospects’ current situation and built valuable account profiling intelligence, including incumbent suppliers and contract renewal dates. Where the account potential was significant, the telemarketer would secure an introductory appointment even with prospects who were not currently tendering their business, to enable Sani-Duct to build relationships at an early stage.
Within the mid-market there were a different set of challenges. The telemarketer often had to explain the benefits and legal requirements of using a service like Sani-Duct, whilst ensuring that leads and appointments were set with budget holders, not just information-gatherers.
Over the last 6 months we have won about £175,000 of new business as a direct result of Beanstalk’s leads – both some smaller contracts and a large national contract that has the scope to increase its value significantly over time.
Managing Director, Sani-Duct Installations
- Generate sales leads with an immediate requirement within the mid-market
- Develop a comprehensive database of key contacts at Sani-Duct’s `wish list` of their top 100 prospects
- Generate awareness of Sani-Duct within their `wish list` accounts, qualify the timing of their contract renewal and generate face-to-face appointments
Achieved success using:
- £175kNew Business Won
- 15%Annual Growth
Within 6 months Sani-Duct had secured £175,000 of contracted new business wins directly from Beanstalk’s leads.
This included several accounts from the mid-market, and one national account that had significant future growth potential. These business wins helped Sani-Duct grow by 15% within a year.
“Having visited several companies to discuss our needs, we felt really comfortable that Beanstalk understood our business and their team really cared about making this a success for us.
Their telemarketers just seem to know how to talk to people and get them onside!
The contracts we have won from Beanstalk’s leads have really transformed our business. We’ve already employed an additional 4 staff to cover the extra work they’ve generated.”
See the Beanstalk Team in Action
CONTACT US TODAY TO FIND OUT HOW WE CAN GENERATE SALES-READY LEADS FOR YOU
Our Lead Generation Services Include
More Success Stories
Harrow Green – Creating Qualified Opportunities
“Beanstalk has continued to meet our expected pipeline levels and we are developing some excellent business that originates from the sales leads the have generated for us.”
Business Travel Direct – Integrated Lead Generation
“Beanstalk have become an extension of our sales and marketing team. Marketing automation coupled with a strong telemarketing campaign has generated some great leads and helped us convert those leads into sales.”