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Callbox Ensured Success For Health Care Provider [CASE STUDY]

Callbox Ensured Success For Health Care Provider

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The Client

The Client is a one-size fits all health insurance provider who is driven by 3 guiding principles: technology, data and design that continues to serve SMEs and the non-employed sector.

The Challenge

The Client is unique not because they are a major health insurance provider but because their target customers are those who can hardly afford to get a good health insurance package for themselves. The Client did not start the company just for business reasons but was inspired to revolutionize the health insurance platform based on their personal experience – the loss of loved ones due to high healthcare costs.

Competition was tough so the Client opted to employ a lead generation company that has the expertise and tools needed to reach their targets – Callbox.

The Callbox Solution

Customer Profiling

  1. The Client, although a startup in the healthcare industry, did not hesitate to explore all marketing strategies that would help them achieve their goals. Callbox helped them build a robust database
  2. With the use of the Pipeline Lead Nurture tool, the Callbox team sent initial copies of the Client’s unique healthcare products and services.
  3. The copies contained an overview of the Client’s company information, downloadable PDFs of products and services, and a query box that redirects to the Client’s inbox, for them to be answered immediately.
  4. The Callbox team on the other hand, tracked and saved active responses like opened emails, website visits, clicked links and queries for follow-up calls.
  5. Invalid emails (bounces) and contact details were updated upon speaking with the prospect.

Appointment Setting

  1. The Callbox team utilized its in-house SMART Calling system which helped the calling agents reach the right prospects at the time.
  2. The Client’s probing questions helped draw the prospects’ need for affordable healthcare packages.
  3. Prospects who were both looking for fair cost health insurance and those currently in contract with other providers but in search of better offers were qualified as candidates for appointments.
  4. In order to ensure a solid appointment, Callbox agents sent a calendar invite along with a short but specific email containing information about the Client’s products and services that are probable answers to the prospect’s identified issues. .

Results

The first week of calling stored up much qualified contacts as the Customer Profiling campaign progressed which generated 5 office appointments. The following second and third weeks consecutively generated 6 and 8 appointments and 10 in the fourth week (3 of which were phone appointments), bringing a total of 29 appointments for the first month.

Weeks five to eight met a slight decline in the number of appointments with 25 office meetings and 2 phone meetings, 27 in total for the second month.

The final term however recouped more than what was lost in the second term, closing the campaign with a total of 37 appointments (32 office and 5 phone meetings).

Callbox Gives HR Consulting Client Base a Boost [CASE STUDY]

Callbox Gives HR Consulting Client Base a Boost

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The Client

The Client is a Singapore-based consulting company that provides intercultural management courses to organizations worldwide. The Client helps customers develop cross-cultural skills through customized training, coaching, workshops, and conferences.

The Challenge

Started in 2014 as a joint venture between a pioneering European cross-cultural training company and a top Southeast Asian HR solutions provider, the Client has built and grown a customer portfolio of over 150 multinational companies in various industries across Asia. The customer enjoys a clear lead in the region’s market for intercultural management training services.

But with a spate of new entrants seen to come into the growing market in the next 3 to 5 years, the Client has recently followed a more active strategic direction to protect and enlarge its market share. An important component of the new growth strategy emphasizes direct and targeted outreach to prospects in industries with high potential.

Having little outbound experience of their own, the Client needed some outside expertise to achieve many aspects of its goals. In particular, the company faced three key marketing challenges that made working with a third-party provider a more viable option:

1. Identifying the right prospects to contact in the Client’s target industries and companies

2. Qualifying and booking sales meetings with prospects that fit the target buyer profile

3. Gathering additional marketing intelligence to be used further along the sales cycle

The Callbox Solution

The Client partnered with Callbox after a stringent RFP process, pointing to the latter’s substantial roster of satisfied customers in Singapore as a key differentiator. The Callbox team then worked alongside representatives from the Client to plan out the objectives, activities, and timelines for an integrated appointment setting campaign.

The overall strategy centered on engaging prospects through targeted calls complemented by timely email touch points. The Client wanted the campaign to focus only on companies operating in Singapore and excluded firms providing consulting and training services.

Some campaign activities that contributed to its success were:

1. Callbox performed a thorough data profiling program prior to starting the campaign. The team compiled a database of the key contacts from companies in the included industries. The Client then reviewed and approved the profiled list.

2. Agents contacted every prospect on the approved list. Probing questions identified fit and interest with the Client’s intercultural management training courses. Prospects who agreed to a face-to-face meeting with a consultant from the Client were tagged as qualified appointments.

3. The team used emails extensively for introduction, follow-up, and targeted send-outs throughout the campaign.

Results

The campaign ran for a total of 104 days. As is typical with Callbox’s multi-channel appointment setting programs, the first couple of weeks were spent initiating contact and nurturing prospects. The number of sales appointments only began picking up near the end of the first month.

The 3-month campaign produced a total of 51 qualified appointments in the following order:

Month 1: 14 qualified appointments
Month 2: 15 qualified appointments
Month 3: 22 qualified appointments

Based on past performance, the Client expects to send proposals to around 80% of qualified face-to-face sales meetings and close anywhere between 15% to 30% of opportunities. That means the campaign can potentially add as much as 12 more deals into their customer portfolio within the next sales cycle, an increase of 8% in its current customer base.

Choosing Callbox for Sage Lead Generation Proven to be Wise Decision [CASE STUDY]

Choosing Callbox for Sage Lead Generation Proven to be Wise Decision

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The Client

The Client is the IT services arm of its mother company which is one of the largest global accounting and consulting network in Asia and in other 120 countries.

The Challenge

The rapid growth in number of IT companies and the seemingly similar products and services offered tend to cause confusion among business owners on which IT service provider would best fit to address their IT needs, and the Client was not spared from such.

The conventional “WIIFM” (what’s in it for me) would not make any difference at all, the IT expert thought. So the “what” was replaced with “why” as (why is it for me) for their campaign to make target customers understand why they should choose the Client as their IT provider instead of simply knowing what they offer. The campaign was successfully carried out with Callbox.

The Callbox Solution

Customer Profiling

  1. Though the Client had tried their best to keep their database in top condition, they still opted to have it validated by the Callbox team.
  2. Using the Pipeline Lead Nurture tool, the Callbox team sent an initial single-page email that contained an overview of the Client’s products and services with very limited information but included teasers of a current customer’s success story to pique the prospect’s interest.
  3. Active responses like opened emails, website visits, clicked links, and queries were tracked and saved for follow-up calls.
  4. Invalid emails (bounces) and contact details were updated upon speaking with the prospect.

Appointment Setting and Call-to-Invite

  1. Callbox utilized its SMART Calling system in order to reach the right prospects at the time they are most available to talk.
  2. The probing questions were not the usual that would simply draw the prospect’s needs but rather carry out realization in them what the previous strategy/provider has done to achieve their goals. Thus most prospects admitted results were below expectations
  3. Upon reaching this point of conversation, agent proposed to set appointment with the Client’s IT consultants and invite prospects to an IT seminar.
  4. In order to ensure a solid appointment, Callbox agents sent a calendar invite along with a short but specific email containing information about the Client’s products and services that are probable answers to the prospect’s identified issues.

Results

The first month of the campaign generated 12 appointments and 4 registrations, but as the Calbox team got more familiar with the the target market and customer profiles, appointments delivered almost tripled in the second month with 34.

In the third month, another 12 appointments were generated with 6 registrations; 16 for the fourth month and 12 on the fifth month of the campaign.

The numbers escalated once again in the sixth month with 22 appointments and decreased a bit in the seventh month with 13 appointments and 8 registrations. While the eighth month took a bit of a hit with 3 appointments. The ninth month made up for the dip in numbers with 20 appointments and the tenth month closed out with 5.

The 10-month campaign generated a total of 149 appointments and 18 registrations. It is worth noting, however, that the Client is still counting more appointments and registrations as they go into the eleventh month, or technically, the first month following the end of the 10-month campaign.

Callbox Proved Therapeutic For Chiropractic Leader [CASE STUDY]

Callbox Proved Therapeutic For Chiropractic Leader

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The Client

The Client is a 20-year old Chiropractic Care provider with 11 specialist clinics in Singapore and 9 more in other countries in Asia and United Kingdom.

The Challenge

The Client may already be a leader in chiropractic care in Singapore but as the business evolved from a one-man clinic to an integrated chiropractic institution, the business apparently demanded for use of more advanced clinical tools and processes, as well as a healthier and broader clientele list.

With the bolting new businesses in SIngapore in the last five years, the chiropractic leader opted to outsource their lead generation with Callbox, their top choice from among the list of five and which they saw as the most experienced provider to expedite goals achievement.

The Callbox Solution

Customer Profiling

  1. In the period where the Client had become preoccupied with upgrading their clinical tools and processes, business development was somehow relegated to second priority which inevitably impacted the Client’s database profile.
  2. Callbox provided the Client with a well-filtered list by validating the target’s information details like business names, addresses, phone numbers, email addresses, social media accounts and all other contact details.
  3. Using Callbox’s Pipeline Lead Nurture Tool, initial copies of the Client’s wellness program overview were sent in order to validate accuracy of contact
    details especially email addresses.
  4. Responses like opened emails, website visits, clicked links, and queries were tracked via the Pipeline Lead Nurture Tool and were tagged for follow-up by the agents for appointment setting.
  5. Invalid emails (bounces) and contact details were updated upon speaking with the prospect.

Appointment Setting

  1. Callbox’s SMART Calling system was then used to draw the most qualified contacts that were filtered from the Customer Profiling campaign.
  2. The Callbox team was able to call the right prospects at the right time when they were most available.
  3. Probing questions were contributing factors in the team’s effort to filter the targets’ need which helped them come up with a priority list for the Client.
  4. The said priority list enabled the Client to profile targets and customize the wellness program for each client.
  5. Prospects who agreed to discuss were set as appointments.

Results

The chiropractic leader did not waste any time at all and wisely chose to roll out a three-month campaign. The first four weeks generated a total of 25 appointments.

In the succeeding weeks, as more active contacts were verified via the lead nurturing process, the Callbox team was able to touch base with prospects and eventually generated 28 appointments at the end of the eighth week.

Before the ninth week commenced, the team maximized the SMART calling process to reach more prospects, generating an additional 31 appointments in the last four weeks of the campaign. The three-month campaign delivered a total of 84 appointments.

IT Firm Picks Callbox Consultative Fit, Hits Goals in Ongoing Campaign [CASE STUDY]

IT Firm Picks Callbox’s ‘Consultative Fit’, Hits Goals in Ongoing Campaign

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The Client

The Client is a pure IT consulting and professional services company offering design, configuration, implementation, business analyst, and general consultancy services. The Client specializes in the security, virtual desktop infrastructure (VDI), and Cloud services markets.

The Challenge

With over eight years of experience in the IT consulting and professional services space, the Client now ranks as one of the most trusted service providers in the industry and has successfully partnered with companies like Citrix Systems, AppSense, Blue Coat, and Apple (mobility).

The Client started out in 2009 as a white-label supplier of IT services to vendors and resellers. These companies would subcontract the Client to perform services on their behalf, often without the end customers knowing about the Client’s involvement. In 2014, the company refocused toward directly providing services to enterprises and organizations.

This move presented a bit of a branding conundrum for the company. The main challenge was finding a way to embed its extensive experience as an IT subcontractor for specific VDI, cloud services, and security verticals in the value proposition for its new business model.

For that reason, the Client undertook a massive marketing program that simultaneously focused on branding and customer acquisition. The customer acquisition plan highlighted nurturing leads in-house with the Client’s marketing team while delegating top-of-funnel prospecting activities to a third-party agency.

The Client chose Callbox as its outsourced marketing partner due to a number of factors, with the main one being the “consultative fit” that Callbox’s marketing solutions offered. The Client pointed out that taking a consultative approach to a project (rather than a purely engineering perspective) was their key differentiator and that Callbox was also able to demonstrate this by being more of a marketing advisor than a marketing agency. Given the Client’s marketing goals, the challenge is two-fold:

• Finding and identifying qualified opportunities for the Client’s customer acquisition efforts
• Generating awareness about the Client’s different IT consulting and professional services

The Callbox Solution

Both the Callbox team and the Client agree that an integrated appointment setting campaign best meets the latter’s requirements. The campaign primarily consists of phone-based conversations enhanced with email and social media touch points.

In addition, the campaign timeline is divided into weekly or biweekly segments, with each segment focusing exclusively on a specific solution that the Client offers. These include BlueCoat, Zscaler, Radware, Apple, and CheckPoint—along with general consultancy services, business analyst services, and other IT project services. Other key campaign activities are as follows:

Appointment Setting

  1. Prior to the start of the campaign, the Callbox team compiled and profiled the prospect list comprised of IT managers, CIOs, and CTOs from companies headquartered or operating in Australia and New Zealand.
  2. Since the campaign is made up of different phases, the Callbox team prepares campaign materials for each stage. These are sent to the Client for review and approval.
  3. Call scripts are based on a list of eight probing questions given by the Client. Each script gauges a prospect’s need and fit for a specific IT product or solution.

Email Marketing

  1. The campaign uses two types of email messages:

    A. Intro/follow-up emails
    B. Targeted send-outs

    Intro/follow-up emails help warm up and nurture phone prospects, while targeted send-outs are intended for prospects who request more information.

  2. The Callbox team does the bulk of the campaign’s email marketing activities through the Pipeline Lead Nurture tool. This ensures targeted, personalized, and timely emails.
  3. The campaign team applies best practices and precautions to avoid spam complaints and to maintain good sender reputation.

Social Media

  1. The campaign also uses LinkedIn to reinforce the touch points made with the phone-based appointment setting activities, adding positive phone contacts as LinkedIn connections.
  2. The Callbox team also carries out branding and reputation building activities on LinkedIn.
  3. The team’s social media specialists manage the LinkedIn account on behalf of the Client.

Results

At time of writing, the campaign has completed three
months’ worth of multi-channel appointment setting activities and is already at the final week of its fourth month.

Like most of Callbox’s integrated appointment setting projects, the early stages of the Client’s campaign primarily revolved around email activities for warming up prospects and refining the campaign focus. Open rates for the bulk send-outs reached 10.2%, 11.4%, and 23.0% for the first, second, and third months, respectively. The campaign was also able to maintain hard bounces and unsubscribes within acceptable limits.

Since the campaign calendar is subdivided into weekly or biweekly segments that focus on a particular IT solution, the overall monthly appointment setting results tend not to follow a definite trend.

The campaign, so far, has generated the followingmonthly outcomes:

• First month: 14 appointments
• Second month: 8 appointments
• Third month: 7 appointments and 3 leads completed

The campaign is still ongoing and, so far, it has delivered 29 appointments. Since these appointments have been qualified using a highly targeted set of parameters, the Client expects to move 80% of these appointments further down the funnel as sales-qualified Leads (SQLs). In addition, the company has a track record of closing 30% to 40% of SQLs after 6 months in the pipeline. This means that the Client can
potentially generate up to 9 new customers from this leg of the campaign.

Health And Wellness Guru Energized by Callbox Success [CASE STUDY]

Health And Wellness Guru Energized by Callbox Success

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The Client

The Client is a corporate wellness provider giving quality educational trainings and programmes to boost organizational wellness.

The Challenge

Not more than a decade ago, corporate wellness was not exactly a popular program for businesses in Singapore. So when the Client started the business, it drew all the courage to pursue all possible marketing tactics that would deliver their message to target decision makers – corporate wellness will boost the business.

The Client’s search for the best marketing tools that would carry out their goals came as a challenge until one of their business partners referred a seasoned lead generation provider that carries all sales and marketing strategies and tools needed which resolved the issue – Callbox.

The Callbox Solution

Customer Profiling

  1.  In order to hit the right prospects, the Client’s database went through customer profiling campaign.
  2. Company and business names, addresses, phone numbers, email addresses, social media accounts and all other contact details were validated to ensure list accuracy.
  3. The Callbox team utilized the Pipeline Lead Nurture Tool to send initial copies of the Client’s program overview mainly containing teasers (discussions and questions) about issues in the business that were precisely addressable thru wellness programs.
  4. Active responses like opened emails, website visits, clicked links, and queries were tracked via the Pipeline Lead Nurture Tool and saved for follow-up.
  5. Invalid emails (bounces) and contact details were updated upon speaking with the decision maker.

Appointment Setting

  1. Through Callbox’s SMART Calling process, active contacts that were filtered from the Customer Profiling campaign were called by the Callbox team to share the Client’s services especially about wellness in the workplace.
  2. Callers asked probing questions about underlying issues or problems that were unrecognized but may have triggered organizational differences and caused a domino effect on the business.
  3. Prospects who agreed to discuss were set as appointments.

Results

The first four weeks brought a surprising result to the wellness guru with 13 appointments, opposing their hunch of getting only five or less. At the end of the eighth week, a slight decline on the number of leads with 12 appointments but took a big leap at the close of the twelfth week with 16 appointments. The sixteenth week topped at 18 appointments.

With the satisfactory results from the first campaign in 2014, the Client decided to run another round in 2015 and was equally impressed with the results.

The Callbox team had become very familiar with the campaign which led to better results with 21 appointments in the first four weeks. Calling activities were swerved to the Malaysia market at the start of the fifth week which brought in 25 appointments at the end of the eighth week. The course got a bit bumpy as the the twelfth week closed on 22 appointments and 13 on the sixteenth week.

Calls were back in focus on the Singapore market at the start of the seventeenth week and got on the fast track again with 28 appointments at the close of the twentieth week.

Callbox Aced Appointment Setting for Accounting Expert [CASE STUDY]

Callbox Aced Appointment Setting for Accounting Expert

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The Client

The Client bears unmatched experience in providing redefined Accounting, Bookkeeping and Self-Managed Super Funds (SMSF) to its partner clients, addressing specific pain points of modern accounting practice.

The Challenge

The accounting expert serves as an integral extension of its clients, ensuring all tasks are accurately completed. However recently, competition became fierce as competitors started to offer equally interesting services and even used enticing branding images which made the Client indistinguishable from its industry peers.

The Client decided on offering a FREE-TRIAL to target customers. Well aware that this required expertise in pursuing prospects and getting them to agree to meet with the Client’s consultants to discuss signing up for the free trial, the Client searched for an appointment setting company that best fit their needs and chose Callbox.

The Callbox Solution

Appointment Setting

Callbox ran a Customer Profiling campaign along with Appointment Setting to update the Client’s database and to build a new set of qualified prospects.

  1. An initial email copy which contained news releases about the Client’s FREE TRIAL offer were sent to target customers.
  2. Active emails from prospects who responded, clicked links and visited the Client’s company website were saved for follow-up calls.
  3. Responses also gave the Callbox team the opportunity to filter the most available prospects to touch base with via the CTA link (scheduling option) in the email copies.
  4. Bounces were filtered and saved for follow-up calls for the agents to update as they speak with the prospect.

Customer Profiling

Aside from targeting to gain a new set of clients, the Appointment Setting program aimed to exhibit a differentiated service by giving their customers a first-hand experience of the service.

  1. With the help of the Pipeline Lead Nurture Tool, the team was able to profile the contacts in the database: information like contact name, address, contact numbers and email address were updated.
  2. Initial email copies with replies were set for follow-up call – appointments were set for prospects who agreed not only to the FREE TRIAL but also for those who were merely interested to discuss about the Client’s services.
  3. To ensure that appointments were not missed, the Callbox team sent calendar invites to prospects to remind them of their appointment schedule.
  4. And with Callbox’s SMART Calling system, a hefty number of prospects was reached by the Callbox team to speak with the Client’s specialists and agreed to a FREE TRIAL.

Results

The first four weeks were the busiest days of the campaign period as the Callbox team was juggling between getting together a fitting list of contacts to profile and setting appointments with those contacts at the same time, but successfully delivered 11 solid appointments.

Between the 5th and 8th weeks, with the Callbox team effectively done with the initial calls, follow-up calls came out more productive as most of the prospects the team spoke with were already knowledgeable of the free trial and have learned of the service’s benefits from other prospects via testimonial videos linked through the follow-up emails. This phase of the campaign generated 13 more appointments for the accounting expert.

The last 4 weeks (9th to 12th) had the Callbox team equally busy but more delighted as follow-ups that were nurtured during the start of the campaign eventually converted into appointments and impressed the Client with 15 appointments at the closing.

Callbox Electrified Success For Energy Retail Lead In 21 Days [CASE STUDY]

Callbox Electrified Success For Energy Retail Lead In 21 Days

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The Client

The Client is an electricity retailer who aims to empower consumer choice by providing options to better manage energy costs. Their extensive energy retail experience dates back to 1964.

The Challenge

With over 4 decades of electricity retail leadership both in their headquarters in Amsterdam and Singapore branch, the Client has built a strong business partnership with their clients – a relationship backed by trust and reliability inspiring them to create more electricity management options at the least cost.

Market competition is inevitable and the Client embraces this reality. So despite the strong business-client foundation they lean on, they decided to take advanced marketing steps that would keep them ahead in the game which included outsourcing to a seasoned and result-oriented multi-channel lead generation provider.

The Callbox Solution

Customer Profiling

Alongside the Appointment Setting Program, Callbox ran Customer Profiling to update the Client’s database and at the same time build a new set of qualified contacts.

  1. Two sets of initial email copies were sent separately: one for current customers that were due for record updating and another for new customers who might consider switching providers.
  2. Active emails from prospects who responded, clicked links and visited the Client’s company website were saved for follow-up calls.
  3. Bounces were also filtered and saved for follow-up calls for the agents to update as they speak with the prospect.

Email Marketing

The Client ran an Appointment Setting Program not only to gain new customers but also to keep the current ones. The main goal was to offer new Value Plans and to share knowledge on easy steps to switch service.

  1. With the help of the Pipeline Lead Nurture Tool, the team was able to profile and categorize prospects into two:
    • Those interested to change or upgrade their service plans; and
    • Those who preferred to keep their current service until contracts were due up but wanted to know more about the new packages
  2. Appointments were set for both prospect types.
  3. With Callbox’s SMART Calling system, the team was able to reach a good number of prospects to speak with the Client’s specialists with no appointments missed.

Results

The first week was focused on updating contact details but with Callbox’s innovative tools and calling processes, the team was able to reach a good number of prospects and have set 6 appointments. At the end of the first month, a total of 22 appointments were set and 6 leads completed but expectations were exceeded when out of the 22 appointments, 2 were converted into sales.

As more contact details were updated in the second month, more active responses were received which resulted to 23 appointments and 8 leads.

In the third campaign month, 30 prospects showed high interest on the new price plan and have agreed to appointments while 8 considered to upgrade later.

The fourth month saw an all-time high with 34 appointments set and 12 leads completed.

Callbox Prints Out Success for ICT Leader [CASE STUDY]

Callbox Prints Out Success For ICT Leader

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The Client

The Client is the largest HP partner in Asia, providing intelligent applications and innovative solutions and offers a wide portfolio of print devices.

The Challenge

The Client consistently delivers the best print and copy solutions for their customers – a potent commitment which brought them successes in revenue and customer care since the company’s inception in 2005. But as years passed, market competition has become tougher and the primal revenue target of 20% per year showed a dramatic decline in recent years, dipping to only 13%-15%. Due to this decline, the Client felt the urgency to regain what they’ve lost and immediately acted on the issue by taking the next best steps – looking for an outsourced lead generation partner and deciding on Callbox.

The Callbox Solution

Customer Profiling

1. Callbox validated contact details in the database to ensure accuracy by sending initial emails with overview on the total print managed services. 2. Active responses like opened emails, website visits, clicked links, downloads and queries were tracked via the Pipeline Lead Nurture Tool and saved for follow-up. 3. Invalid emails (bounces) and contact details were corrected updated upon speaking with the prospect.

Appointment Setting

1. Active contacts were prioritized and followed up via different channels (call, email, social, web and mobile) based on the prospect’s business buying behavior which was made possible by Callbox’s SMART Calling process. 2. At least 4 out of 6 probing questions should be answered by prospects to provide the Client’s consultants substantial data, a requirement fully complied by the team. 3. Prospects who agreed to speak with the Client were sent calendar invites to keep them reminded of the appointment schedule. 4. After each call, regardless whether the prospect agreed for an appointment or not, agents offered to share/send pertinent information about the program to prospects to ensure familiarity and build a higher chance of conversion in the next follow up call.

Results

The first two weeks of the campaign were mostly spent on customer profiling but leads were already slowly coming in where the Callbox team generated 12 appointments. The next two weeks generated another 12 leads which closed the first month to a total of 24 appointments. The next four weeks showed progress as the team generated a total of 26 appointments and prospects seemed to have become cordial which probably was due to their familiarity of the Client’s program from the brochures they received, an effectual process brought about by Callbox’s lead nurturing campaign using the Pipeline Lead Nurture Tool. As the the last four weeks rolled, the team dynamically progressed in the way they handled the campaign with much ease and generated a total of 29 appointments. In total, the Callbox team generated 79 appointments for the print management leader.
B2B Marketing Specialist and Callbox A Rare and Stellar Collaboration [CASE STUDY]

B2B Marketing Specialist and Callbox: A Rare and Stellar Collaboration

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The Client

The Client is a B2B marketing specialist that offers major marketing solutions all over the US and in more than 100 countries. They fuse digital and calling strategies to drive revenue for their clients through high-end marketing services. 

They stand on a mission to help their clients achieve full business growth through creativity, technology and strategic vision to become an organization that draws, develops and retains exceptional relationships.

The Challenge

From a simple telemarketing service 12 years ago, the Client’s business spawned into a broad range of marketing solutions like List-To-Lead Management, Content and Digital Marketing, Automation, and Web Services which includes Social Media Management. 

The business expansion, however, brought the need to increase the Client’s pool of customers, a large database of qualified prospects who have the need for its new services. Although the Client promptly addressed the need by purchasing a list, this entailed another issue: the need for additional staff to profile, nurture and generate leads. As this was too much for the inside sales staff to handle, the Client decided to outsource a lead generation campaign from Callbox.

The Callbox Solution

Callbox designed an Account-based Marketing Lead Generation & Appointment Setting campaign which consisted of:

  • Multi-Channel Lead Management which utilized Voice, Email, Chat, Web, and Social Media.
  • Sales Enablement & Support which covered Team Training, Account Setup, and Back Office Sales Support.
  • Tools & Subscriptions to the Callbox Pipeline and HubSpot CRM.
  • Account Management with Strategy Building, Reporting, and Product Knowledge.

THE GOALS

  • The Callbox team was to do Data Cleansing where all contacts in the database must be called to verify all information
  • Dedupe, and fill in missing details for each contact.
  • Uncover pain points and upcoming needs of prospects
  • Book appointments for the Client’s sales team.

Below is the two-step process for the ABM campaign:

Account Research and Selection 

  1. The Client specified target industries, locations, and relevant contacts.
  2. Callbox worked out the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts.
  3. Callbox then compiled a list of potential contacts to target which was reviewed and approved by the Client.

Account and Prospect Profiling 

  1. The Client provided specific target decision makers for the Callbox team to reach, which consisted of detailed demographic and firmographic segmentations.
  2. The buyer personas designated as the campaign’s primary targets were VP of Marketing, Marketing Director, Marketing Manager.
  3. The master contact list was segmented based on these personas and was further grouped according to industry type.

Results

Overall, the six-month ABM Lead Generation & Appointment Setting campaign produced a total of 264 Sales Qualified Leads, 95 Marketing Qualified Leads, 65 Requests for Information, 86 Follow-ups, 56 Potential Leads, and 562 Social Media Connections.

The Client closed 42 accounts which brought them a monthly revenue worth more than $200,000,00 per month.

Vibration Test Leader Handles Tough Competition with Callbox Help [CASE STUDY]

Vibration Test Leader Handles Tough Competition with Callbox Help

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The Client

The vibration and shock testing industry will not be as strong and reliable as it is now without this one company’s 50-year existence that continuously provides advanced vibration and shock system technologies to the market.

This leading vibration test equipment provider is composed of a team of engineers with vast exposure and professional experience who pride themselves in having been recognized as a major force in the industry and currently, globally servicing 30 countries with a broad range of vibration solutions and equipment.

The Challenge

The Client is driven by a goal to provide affordable and timely professional service thus giving them all the rights to confidently claim success for 50 long years.

However, the need to innovate and expand grew as competitors aggressed with new and different products and services that quickly mushroomed in the market. The Client, in order to not just keep up but to get ahead of the competition, carefully studied the competition and came up with strategic steps designed to address their concern:

  1. First, conduct a market survey to profile accurate contact information of the target prospect who would be the best recipient of the offer letter via email.
  2. Second, introduce and promote specific products like Conditioning Monitoring Systems and Test & Measurement/Engineering Services.

With no amount of fickleness, the Client decided to outsource their marketing efforts but was quite skeptical on who would be the right lead generation provider who could design the best solution. There were three providers on the list but the Client chose Callbox.

The Callbox Solution

Callbox tailored a Multi-Channel Marketing solution according to the Client’s requirements which started with:

Customer Profiling

With the use of the Pipeline Lead Nurture Tool, the Callbox team sent test mail to all contacts in order to test activeness. Inactive contacts were immediately replaced, scrubbing off DNE and DNCs and revalidating bounced emails, while active ones were promptly called to be profiled by updating the contact details: contact name, business address, phone numbers and emails. This list management activity was done all throughout the campaign period.

Once the target prospect is profiled and agreed to opt-in for information, the agent sends out an initial copy of the Client’s brochure which contains CTAs like query box, website link and downloadable forms and product-specific brochures.

Callbox targets a one-call-resolution at every call made, so after the target confirms receipt of the information on his email, the agent proposes an appointment for him and the Client’s consultant, otherwise the call will be disposed as a follow-up for a couple of days (or at the prospect’s preferred schedule to be followed-up).

Appointment Setting

The appointment setting part contained two (2) sets of probing questions needed to be answered by prospects in order for the Client to uncover important information that will further profile the target business as to which product or service would address their needs:

  1. Conditioning Monitoring Systems (strictly for Construction, Oil & Gas, Facility Management, Civil Engineering industries.
    • Do you have a monitoring system?
    • Are you facing problems in building maintenance?
    • If yes, what kind of problems?
    • Do you have a maintenance engineer? In-house or outsourced? If outsourced, who? Contact name if possible.
  2. Test & Measurement / Engineering Services (for all the other indus-tries, such as: aerospace, automotive, chemical, medical – pharmaceutical, marine, plastic & polymer, consumer electronics, defence, communication, energy, healthcare, manufacturing)
    • Do you have in-house R&D?
    • Do you have in-house Quality Assurance Specialists? Do they do tests?
    • What kind of tests?

Results

The campaign returned the following results:

  • 273 were Completely Profiled
  • 47 Appointments were set and received tailored proposals
  • 10 Leads were completed and currently in discussion with the Client’s consultants

The profiled contacts, appointments sets and leads completed apparently showed that the Client made the right decision to conceive and implement a much aggressive marketing strategy that resolved their business challenges and achieved the following successes: accurately profiled contact information of the target prospect who were the best recipients of the offer letters and specific products like Conditioning Monitoring Systems and Test & Measurement / Engineering Services were fully and clearly introduced and promoted to target prospects.

Now, the vibration test equipment leader isn’t only fully equipped to innovate and expand its products and services but is more than ready to overcome any challenge that may come its way.

The profiled contacts, appointments sets and leads completed apparently showed that the Client made the right decision to conceive and implement a much aggressive marketing strategy that resolved their business challenges and achieved the following successes: accurately profiled contact information of the target prospect who were the best recipients of the offer letters and specific products like Conditioning Monitoring Systems and Test & Measurement / Engineering Services were fully and clearly introduced and promoted to target prospects.

Now, the vibration test equipment leader isn’t only fully equipped to innovate and expand its products and services but is more than ready to overcome any challenge that may come its way.

Exceeding Targets and Expectations for Document Presentation Solutions [CASE STUDY]

Exceeding Targets and Expectations for Document Presentation Solutions

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The Client

The Client is a global print materials manufacturer leader and has been providing their customers with a complete range of systems and accessories for office and individual print presentation needs for more than 30 years.

The Challenge

The Client’s history narrates back to 1939 when they started as a niche printing enterprise in Georgia, USA. The business grew and progressed through a carousel of business activities around the globe for the succeeding years: asset acquisitions, manufacturing and development of new products and opening of new sites for offices and warehouses. In 2005, merger deals, sites expansion and newly manufactured printing products and solutions happened one after another, year after year. The rapid business growth apparently demanded for more tasks to be done, as well as utilization of advanced technology that would expedite operational processes in order to cater to bigger demands of the now extensive customer base. The print materials manufacturer leader came to realize that the new range of printing products and solutions now have advanced features and benefits that required holistic messaging to position to target customers, and that this new messaging would best be delivered with some marketing help from an expert lead generation provider. They were clear on the two things they needed assistance with: the management of their huge database and the setting of appointments for them.

The Callbox Solution

Database Profiling

Callbox provides holistic campaign management to its clients and that includes providing them the most accurate and well-managed database. Regardless of who owns the contact list, Callbox obliges itself to cleanse and profile the list before, during and until the campaign ends.
  • Data Cleansing – all contacts on the database are called to confirm every piece of business information
  • Deduplication – missing details are retrieved and necessary changes are applied to eliminate goneaways, duplicate entries, and contacts that fall outside the target criteria.
  • Data Verification – contact names and contact numbers are validated, as well as email addresses, postal codes, and other pertinent contact details.

Appointment Setting

Callbox’s Multi-Channel Lead Generation services did not only make it possible for the Client to manage their huge database but at the same time get their message to the right prospect at the proper time. The appointment setting campaign criteria included the following:
  • Prospect to answer only two (2) simple qualifying questions
  • Prospect should agree to receive sample products from the Client
  • Schedule a phone appointment with their global sales representatives.

Results

The Callbox team delivered an average of 5 appointments per day for two campaign periods, exceeding the Client’s target of 2 to 3 per day, and even closed deals with two large businesses. Even before the campaign, the Client expressed confidence and trust in Callbox as they employed 6 appointment setters for the initial campaign period and added 4 more upon renewal. For the Callbox team, they just did what they had to do to assist the Client: manage the database and set appointments, but for the Client, outstanding:
I didn’t get the chance while we were on the phone but I wanted to take a moment to make it clear that you and your team do an OUTSTANDING job for us and I am very happy and excited about their performance. Their sales exceed all other agents combined. Please encourage them to keep up the good work and remain motivated. I hope to visit you guys in the future.
I just wanted to touch base with you guys this morning. I want you to know that you did an excellent!! job on yesterday. (closed deal company) keep it going. KEEP PUSHING!
Management was very happy to see the way you guys stepped up production yesterday and they want it to continue as well as increase.
Excellent job on (closed deal company). Let’s keep the numbers coming!
The campaign has been running for more than three years now.