Beanstalk help C3imaging recontact dormant customers and generate leads from targeted lists of cold prospects

C3 Imaging Logo

Introduction

C3imaging provides a complete range of marketing support products and services from its UK branch net to a wide range of sectors including corporate, financial, exhibitors, retail sector, public sector, graphic design and advertising agencies.

Beanstalk helped produce good quality appointments for our sales team. They opened doors with some big names that were targeted from scratch.

Our experience with Beanstalk has more than paid for itself from new orders received from what we believe has been a very productive and rewarding campaign.

UK General Manager, C3imaging

Campaign Objectives

  • Generate quotes for immediate projects from dormant customers and former quotes
  • Build a comprehensive decision-maker database at each Sales Rep’s 50 top target accounts
  • Raise awareness of C3imaging and generate face-to-face appointments with the top target accounts

Achieved success using:

The Strategy

Beanstalk put in place a different approach for C3imaging’s two different target markets; smaller former customers and lost quotes, and the top target accounts of each Sales Rep.

For the top target accounts a Key Account Mapping process was undertaken to research the Print Buyers and Marketing Managers (of which there could be multiple contacts in each account) and capture their email and LinkedIn contact details.

C3imaging had an established sales team, and as with many businesses, over the years they have built an extensive database of leads, quotes and former customers. As such, the size of this database was larger than C3imagins’s sales could effectively manage or stay in touch with.

As this data was built and fed back to C3imaging, each week a direct mail campaign was sent highlighting C3imaging’s sector experience.

To enable Beanstalk to be effective from day 1, the telemarketer assigned to C3imaging’s account was from Beanstalk’s Print, Creative & Marketing Services team, so already understood the print market well.

The telemarketing was phased to follow up on the direct mail campaign, giving an easy conversation opener and a strong demonstration about C3imaging’s print capabilities.

This integrated telemarketing and direct mail approach lead to an average of 1 appointment being secured for each 27 contacts on the top target list.

For dormant customers and former quotes, the telemarketer was focused on gaining quotes and specifications where the Buyer had a defined requirement. Once a specification that enabled a quote to be produced was secured, the opportunity was immediately passed to C3imaging’s Sales team to quote, follow up and close.

The Results

  • 1 in 27Contacts converted to Face-to-Face Appointments
  • £450kQuotes within 4 months
  • 13New Customers won within 6 months

Beanstalk helped C3imaging’s Sales Reps get a foothold into their top target accounts, which enabled them to focus their time developing accounts of real value.

After an initial 4-month campaign targeting London, further campaigns were run for C3imaging’s branches across the UK for a further 13 months.

“Beanstalk helped produce good quality appointments for our sales team.

We expected results from our lapsed customers but were really pleased that they also opened doors with some big names that were targeted from scratch. The new business generated was fantastic and a massive help when growing our client base further.

Our experience with Beanstalk has more than paid for itself from new orders received from what we believe has been a very productive and rewarding campaign.

UK General Manager, C3imaging

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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

Fuelling your sales pipeline. Our intelligent B2B telemarketing campaigns generate high quality leads and web demos.
Generating qualified, face-to-face appointments with key decision makers at your companies you want to win business from.
Building comprehensive data of key decision makers, their email addresses, and account profiling at your prospect accounts.
Achieve 54% greater lead generation ROI through multi-channel marketing across content marketing, digital, email marketing and professional telemarketing.

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