Introduction
Introduction
Sani-Duct is a specialist provider of cleaning services for commercial ventilation and extraction systems across the UK.
Catering primarily to Facilities, Premises, and Health & Safety Managers, Sani-Duct is committed to maintaining optimal air quality and system efficiency for its clients.
To expand its business further, Sani-Duct sought a partner who could help generate high-quality sales leads through targeted outbound telemarketing and partnered with Beanstalk to drive this sales growth.
Campaign Overview
The campaign was designed to target two key areas within the market. First, it aimed to generate sales leads within the mid-market segment, where businesses had an immediate requirement for Sani-Duct’s services.
In addition, the campaign focused on developing a comprehensive database of key contacts within Sani-Duct’s top 100 target prospects. These companies were identified as high-value accounts likely to benefit from Sani-Duct’s services.
Beanstalk aimed to raise awareness of Sani-Duct within these accounts and qualify the timing of their contract renewals, positioning Sani-Duct as the perfect service provider when their existing contracts were up for renewal.
Campaign Overview
The campaign was designed to target two key areas within the market. First, it aimed to generate sales leads within the mid-market segment, where businesses had an immediate requirement for Sani-Duct’s services.
In addition, the campaign focused on developing a comprehensive database of key contacts within Sani-Duct’s top 100 target prospects. These companies were identified as high-value accounts likely to benefit from Sani-Duct’s services.
Beanstalk aimed to raise awareness of Sani-Duct within these accounts and qualify the timing of their contract renewals, positioning Sani-Duct as the perfect service provider when their existing contracts were up for renewal.
The Process
Beanstalk invited Sani-Duct to visit its office to meet the Account Manager and telemarketer assigned to their account.
The Account Manager and telemarketer had significant experience generating leads for facilities services, making the pre-campaign briefing straightforward.
Sani-Duct provided the data of the 100 companies that formed its wish list, with Beanstalk sourcing the data for the mid-market, including relevant contacts at most businesses. The data was sent to Sani-Duct before any calls were made or emails sent so that Sani-Duct could remove any existing customers and prioritise the running order for which business to call first.
The telemarketer spent 1/3 of the time targeting Sani-Duct’s top 100 accounts and 2/3rd on the mid-market.
The rationale behind the resource allocation was that although winning any of the top 100 accounts would be transformational for Sani-Duct, sales cycles for larger businesses are usually longer, and Sani-Duct wanted to secure some quick wins to give its confidence that telemarketing was a viable way to grow its business.
Where sales appointments were generated, the telemarketer would agree on a date and time for a face-to-face meeting, qualifying the prospect’s requirements and identifying any frustrations with their existing supplier. Call recordings were sent to Sani-Duct for all appointments, allowing it to prepare for the meeting.
The Process
Beanstalk invited Sani-Duct to visit its office to meet the Account Manager and telemarketer assigned to their account.
The Account Manager and telemarketer had significant experience generating leads for facilities services, making the pre-campaign briefing straightforward.
Sani-Duct provided the data of the 100 companies that formed its wish list, with Beanstalk sourcing the data for the mid-market, including relevant contacts at most businesses. The data was sent to Sani-Duct before any calls were made or emails sent so that Sani-Duct could remove any existing customers and prioritise the running order for which business to call first.
The telemarketer spent 1/3 of the time targeting Sani-Duct’s top 100 accounts and 2/3rd on the mid-market.
The rationale behind the resource allocation was that although winning any of the top 100 accounts would be transformational for Sani-Duct, sales cycles for larger businesses are usually longer, and Sani-Duct wanted to secure some quick wins to give its confidence that telemarketing was a viable way to grow its business.
Where sales appointments were generated, the telemarketer would agree on a date and time for a face-to-face meeting, qualifying the prospect’s requirements and identifying any frustrations with their existing supplier. Call recordings were sent to Sani-Duct for all appointments, allowing it to prepare for the meeting.
Enquire Today
Let us share our experience generating leads in your sector and provide a bespoke proposal for delivering an ROI-focused lead generation campaign.
Enquire Today
Let us share our experience generating leads in your sector and provide a bespoke proposal for delivering an ROI-focused lead generation campaign.
