Case Study

Quality appointment generation for a Drainage company.

Complex Challenges

  • The CEO was aware that his business was heavily reliant on a vertical market sector.
  • The company needed to expand the sectors they serviced
  • Vocal Group were tasked to identify new sectors and establish initial contact
  • This required the creation of a telemarketing team and the use of a CRM system to support the activity

Proactive Solutions

  • Sectors with housing stock > 5000 were identified as key potential customers within the public and private sector.
  • Recruit, employ, develop and manage a team of telemarketers responsible for the identification of Key decision makers.
  • Develop a transparent reporting system which tracked individual and team performance.
  • Establish a quality feedback loop between the field sales and telemarketing sales teams
  • Set up a coaching system which maintained and increased the levels of activity within the campaign

Exceptional Results

  • Set up a team of telemarketers within 21 days
  • An initial 30 day campaign ran for nearly 2 years
  • Added over £2.4m worth of sales contracts against an annual cost of £56.000.
  • Introduced the company to 30 new organisations within the first 30 days through quality appointment setting.
  • Organised quality field sales meetings with numerous Public sector new business clients such as of Birmingham Swansea and Cardiff City council.
  • Made quality introductions to Surveyors, Architect and Estate Agent businesses
  • Further enhanced the appointment generation service by generating quotes over the telephone.