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Callbox Confirmed 600 Attendees for Events Leader [CASE STUDY]

Callbox Confirmed 600 Attendees for Events Leader

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The Client

The Client is an events specialist and one of the many fast-expanding companies in its industry that could provide resources both in and out of the APAC region.

The Challenge

The Client is a decade old events services leader in Singapore that caters to varied corporate industries by providing the target attendees for trade fairs, forums and brand launches. The successes they earned for being a strong leader in the industry were drawn out of their stringent task implementation, tip-top customer service and dedication. So when the time came that they needed manpower for an event and decided to look for a partner to finish the job, they chose no one else but the equally competitive global lead generation company, Callbox.

The Callbox Solution

Customer Profiling

  1. The database records needed to be validated so a customer profiling campaign was implemented.
  2. Company and business names, addresses, phone numbers, email addresses, social media accounts and all other contact details were updated to ensure list accuracy.
  3. To further validate the contact information, the Callbox team sent initial copies of the Client’s reminder featuring the upcoming and past events with links to their website and query boxes.
  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 to remind prospects of the event and to confirm their attendance.
  2. For prospects who were still on the fence with their decisions, drip email reminders were sent to them via the Pipeline Lead Nurture Tool.
  3. Prospects who confirmed attendance were sent calendar invites.
  4. A day before the event, a final confirmation call to all each one who confirmed was made to keep an accurate number of expected attendees for the event.

 

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.

Thrice in a Row: Callbox Boosts Event Attendance Rates for CRM Market Leader

Thrice in a Row: Callbox Boosts Event Attendance Rates for CRM Market Leader

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The Client

The Client is the Asia-Pacific unit of a USA-based cloud computing company that provides CRM solutions to business and enterprise customers. Its main product line is its suite of on-demand, cloud-based CRM platform available to users on a subscription basis. The Client also offers a number of other cloud-enabled tools for customer service and support as well as for sales team collaboration.

The Challenge

With its reputation as a key mover in the CRM software space, the Client regularly organizes a number of annual conferences and events aimed at customers, vendors, developers, IT professionals, and industry thought leaders throughout various locations around the world. These are typically high-profile events that generate attendance figures that average in the thousands, as well as receive considerable media coverage particularly from the tech press.

While many of the Client’s conferences fulfill both branding and PR objectives, there is also a more tangible marketing (and overall business) goal that underlies most of the company’s events: to attract more people into its far-reaching ecosystem.

Among the events lined up for the year are three sets of conferences scheduled for January, April, and July. All three events are set to take place in Hong Kong and Singapore, showcasing insights on Asian business innovation and customer experience.

The three events’ target audience consists primarily of decision-makers who deal with marketing technology in some way at small- to medium-sized Hong Kong- and Singapore-based companies. The target attendees mostly come from technology-intensive industries such as manufacturing, financial services, professional services, retail, and healthcare.

Although it already possesses considerable brand equity and can easily leverage its extensive network of connections in the region, the Client determined that it needed to outsource part of the event registration activities in order to meet two key objectives:

  • to ensure that relevant attendees from the specified verticals are identified and targeted
  • to maximize registration and attendance rates through prompt outreach and follow-up

The Client chose Callbox after evaluating a list of event marketing companies, pointing out that Callbox’s substantial experience in the Hong Kong and Singapore markets was a clear differentiator.

The Callbox Solution

Callbox’s Call-to-Invite package was a good fit to help the Client meet its event marketing objectives for a number of reasons.

  • Since the Client wanted to ramp up registrations a month prior to each event, it allowed the Client to obtain immediate response from its target attendees and gain additional information to help improve preparations.
  • Call-to-invite campaigns provided a way to quickly and accurately qualify likely attendees based on the parameters set by the Client, especially given the tight timetables associated with the events.
  • This also enabled multiple outreach opportunities, such as follow-up and confirmation calls.

The call-to-invite campaigns included the following main activities:

  1. Callbox put together the list of target attendees to be contacted based on the Client’s specifications, as well as prepared the campaign’s call scripts. These were reviewed and approved by the Client.
  2. Contacts who expressed interest to attend the event and completed the registration via the registration link were tagged as qualified attendees (RSVP). These were forwarded to the Client’s team on a daily basis.
  3. In addition to outbound phone-based qualification, Callbox also helped other interested prospects complete the registration process by assisting them through the submission procedure. Agents also managed the information send-outs for prospects who want to first receive the invites.

Results

Each of the three call-to-invite campaigns ran for 22 days and was launched a month prior to the respective event. Hong Kong and Singapore prospects were simultaneously contacted in all three campaigns. The below table summarizes the results from each campaign:

Table

Taken together, the three call-to-invite campaigns were able to produce a total of 353 confirmed RSVPs for the three sets of events. Using a benchmark conversion rate of 11% to 20% (based on industry averages), the Client can potentially generate between 39 to 71 new customers from attendees at the three events that registered via the call-to-invite campaigns.

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.
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.

CS_FIN_Bridging-the-Offshoring-Gap-Genuine-Interest-and-the-Need-for-Education

Callbox ABM: Bridged the Gap Between Offshoring Expert and Target Clients

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The Client

The Client is a leading media company in Hong Kong, providing news and finance information services to financial intermediaries and high net worth individuals. The services they provide include educating Chinese financial intermediaries on the effective use of tax planning and asset management through a series of summits. They work on a platform built from different media channels like online media, periodicals, and guides, to deliver the latest information and relevant topics to finance professionals.

The Challenge

The Client connects Chinese financial consultants to companies that plan to bring their business offshore via financial conferences. These businesses could either be companies from neighboring countries in Asia that would want to be educated on how to bring investments to Hong Kong, as well as Hong Kong-based companies that would like to expand in other regions.

The Client is recognized as a crowd drawer to every financial summit they launch, but the leads generated from the impressive event attendance convert very low number of follow-ups, as most of the attendees were either just curious to hear what the meeting was all about or didn’t really have a solid need for offshoring at all.

The Client thought they needed a more targeted audience who wanted to learn about offshoring, and interested to engage further. Add to that was the pressing time to expedite the project since a series of summits were already on the approving stage.

But, the Client didn’t have the right tools to carry out the tasks needed for the upcoming summits which are to profile their target attendees, gauge the need of the prospects, and uncover the genuine interest for offshoring opportunities.

The Callbox Solution

Callbox designed an ABM Lead Generation & Appointment Setting campaign which consisted of:

  • Account-Based Multi-Channel Lead Management which included Voice, Email, Chat, and Web.
  • Sales Enablement & Support that provided 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 Database Profiling by scrubbing off invalids from the list to keep the contacts updated.
  • To call profiled contacts, and invite them to the Client’s upcoming series of summits.
  • Mainly, schedule face to face or online meetings with potential clients for the Client’s consultants.

The campaign involved two key steps:

 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 target relevant contacts for the Callbox team to reach out which consisted of detailed demographic and firmographic segmentations.
  2. The buyer personas designated as the campaign’s primary targets were C-Levels, Business Development Managers, Directors, Marketing Directors, General Managers.
  3. The master contact list was segmented based on these personas, and was further grouped according to industry type.

Results

The six-month Appointment Setting campaign generated 132 Sales Qualified Leads and 146 Marketing-Qualified Leads.

Callbox Perfect Candidate for Japan Chief Recruiter [CASE STUDY]

Callbox: Perfect Candidate for Japan’s Chief Recruiter

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CASE STUDY



Callbox: Perfect Candidate for Japan’s Chief Recruiter


THE CLIENT



ABOUT
The Client is Japan’s largest recruiting and information Service Company. They are focused on supporting a diverse range of work style though offering a wide variety of services including job advertisements, permanent placement services, temporary staffing services, outsourcing services, pre organization-related services, and development-related services in an effort to help realize a world in which people can freely choose their own unique work style.

The Client also provides a broad range of services for companies, from employee recruitment to development and assignment. Through their diverse services, they are committed to offering the best HR solutions for business operations.

TARGET LOCATION
 Houston, New York, Singapore, Hong Kong, Australia and UK

TARGET INDUSTRY
 All industries except recruitment and employment agencies and job boards companies


THE CHALLENGE



The Client was planning to launch a new product in Singapore and they didn’t have a marketing team to help them engage with customers. Hoping to reach out to prospects and meeting their deadline, the Client decided to outsource to a company that specializes in reaching new markets and has all the marketing tools including database, email support and social media to manage a campaign and help generate potential clients for them.


THE CALLBOX SOLUTION



1st Campaign:

Before the campaign commenced, the Client highlighted how crucial it is for them to reach their target prospects for the launch of their product. Prior to signing up with Callbox, the Client had planned a marketing strategy of their own, which was focused on different target locations per week. They decided to apply this strategy to their first Callbox campaign.

Contacts were profiled properly and were sent out an email. To get more interested prospects, the team needed a sustained and focused effort. However, despite much effort exerted by the team, the Client’s marketing strategy gave them less time to nurture their warm prospects, which resulted to failure in meeting the Client’s campaign expectations.

table1

The Client assessed the results and the team provided their feedback on the campaign as well. After evaluating the campaign, the Client and the Callbox team came to the following conclusions:

  • Jumping from one target area to another from week to week gave them less time to reach out to the right people. The availability of prospects had to be put into consideration as well.
  • Having limited time to run the campaign affected the conversion rate. Many prospects considered looking into the product, however, most of them didn’t want to commit yet.
  • Right timing is the key. Running a 3-week campaign on a lean month, when most of the prospects were on vacation, contributed to a lower-than-expected turnout.

2nd Campaign:

Having learned much from the initial campaign and armed with insights on how they can make improvements, the Callbox team, together with the Client, made some changes to help improve the campaign’s performance. In order to address the Client’s challenge of reaching out to prospects before the official launch of their product, the team implemented the following:

  • Callbox’s multi-channel approach, whereby the team sent out emails to warm prospects prior to the start of the campaign which helped generates positive replies and was converted to appointments. At the same time, the team tried different approaches to touch base and follow up with them while running the campaign.
  • The Client ran a 2-week campaign, this time with 4 agents focusing on one location. The team conducted regular status meetings with the Client to provide updates and keep track of their course of action.

With the help of the Callbox Pipeline Lead Nurture Tool, the team was able to create a scheme and set a timeline that helped achieve the desired results within the time frame specified by the Client.

Callbox’s multi-channel approach played an important role which resulted to higher number of appointments at the end of 2nd term:

table2

Before the end of the campaign, the client commended the team for their effort, “99% no cancellation of appointments. Only 1% of the appointment was cancelled because of double booking.”


RESULTS



With Callbox’s experience and the team’s expertise in troubleshooting different types of campaigns, together with the Client, they managed to create a customized program to meet the Client’s target and expectations.

Running a multi-channel marketing campaign with the aid of the Callbox’s Pipeline Lead Nurture Tool, the team managed to deliver a higher number of qualified appointments than they would have without it. As a result, the Client decided not to accept more office appointments and advised the team to convert them to leads instead as they no longer have enough people to handle all appointments delivered.

Currently, the Client is nurturing 178 leads, 37 of which are interested with the product and agreed to meet with the Client’s sales team, 75 warm leads who are interested to know more about the product and 66 leads which can be followed up through email. These impressive results prompted the Client to signify his intention to sign up for a long term contract by the 3rd quarter of this year.


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Callbox Three Step Tactic Success Marketing Specialist [CASE STUDY]

Callbox’s Three-Step Tactic To Success for Marketing Consulting Specialist

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The Client

The Client is a Marketing Consulting Agency which was founded in Kuala Lumpur, Malaysia in 2002. The company is an event specialist mainly for IT and Software industries providing Signature Campaigns, Event Management, Retail Services, Partner Programmes and Content Development in Singapore, Malaysia and Indonesia, and had ran several successful events for IT giants like Intel and Microsoft.

As the Client’s reputation grew in 2007, more industry giants like Bosch, Castrol, DiGi and Disney Channel entrusted them to handle major events which brought them more acclaim in the region.

The Challenge

The Client’s successes in the past did not leave them overconfident and content with their achievements but rather drove them to set their sights higher with plans for expansion of their services in the Southeast Asia by providing service to multinational IT and software companies. This objective was crystal clear but the tools and processes to run the project remained a gray area. This led the Client to look for a third party provider who possesses the expertise that would help them realize their plans. They considered partnering with a telemarketing company – specifically someone who has rich experience in events marketing campaigns and can provide a large and well profiled database for them.

Callbox was among three providers that were shortlisted by the Client but stood out to be their best choice in the end.

The Callbox Solution

The Client planned out a trade event for a giant IT firm. The objective was to gather as many attendees as possible and get interested prospects who would be good targets to follow up for succeeding events.

Callbox, known for its thought technology as a top lead generation provider, designed a multi-channel marketing campaign for the Client and employed the use of the Callbox Pipeline Lead Nurture Tool, a marketing automation tool that streamlines actions and communication between the Client and the targets, creating a seamless workflow for the Callbox team throughout the duration of the campaign.

The presentation of the whole idea of how the project will be ran was the very reason why the Client blithely chose Callbox over the other two lead generation providers.

The process was easy as counting 1-2-3:

  1. Event invitation emails were sent to prospects before the calling commenced. This was coursed through the Callbox Pipeline Lead Nurture tool which served a double purpose – to formally invite prospects and at the same time to validate the information details of the contacts in the list. The validation process filtered invalid contacts like DNC and Bounced emails by moving these entries from the target list to a repository list. Once updated, these were uploaded back to the target list to be blasted with email invites.
  2. A one call resolution tactic was applied in making follow-up calls to prospects who took actions like opened email, replied or clicked a link on the page upon receipt of the invites. The agent’s follow-up call was not simply to share more about the event details or answer the prospect’s queries but as much as possible, aimed to seize the lead by walking them through the whole registration process. Once done, the agent immediately sent out a calendar invite that contained complete event details like title, date and time, venue and confirmation codes as a steady reminder for the prospect.
  3. The third and last step was calling all the registrants a day or two before the event date to confirm their attendance. During the confirmation call, the agent had to make sure that the registrant had accepted or accepts the calendar invite and confirms his or his representative’s attendance to the event.

Results

The campaign officially registered 129 confirmed attendees for the giant IT company. But for this Marketing Consulting specialist, the successfully concluded campaign was just a start of even bigger things, for them the best thing was nurturing 150 warm follow-ups who are all possible attendees to upcoming events, and a rich database containing well-profiled and accurate contacts.

The event campaign saved the Client much time and money as they not only gathered a good number of attendees for the IT giant’s event but at the same time, currently reserves another batch of warm prospects for the next event that wouldn’t necessarily require much time and effort to follow-up.

In fact, as of press time, Callbox is set to launch another event campaign for the Client.

Callbox Fueled Supply Chain Solutions Leader's Race to Success [CASE STUDY]

Callbox Fueled Supply Chain Solutions Leader’s Race to Success

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The Client

The Client is a strong and powerful supply chain solutions leader in the logistics industry, empowered to compete, innovate and fearlessly take risks at any course of the business. It is one of the three interconnected networks by a global 30-year old sourcing company that has anchored long-term clients from the Retail, FMCG, Footwear & Apparel and Food & Beverage industries.

The Challenge

Competition in the logistics industry intensified as more big time players joined the race. This made the Client realize the need to go further down the track by increasing brand awareness and widening their market reach. However, they didn’t have the right marketing strategy that would fuel them in running the course. After looking at a list of possible lead generation partners, Callbox stood out as the most qualified to provide both the list and the tools that they needed.

The Callbox Solution

Callbox designed a Lead Generation & Appointment Setting campaign for the Client which consisted of:
  • Multi-Channel Lead Management which utilized Voice, Email, Web, Chat and Social Media
  • Sales Enablement & Support that covered Training, Setup and Back Office Sales Support
  • Tools & Subscriptions to Callbox Pipeline and HubSpot CRMs
  • Account Management with Strategy Building, Reporting and Product Knowledge

The Goals

  • The Callbox team was to profile the database, keep the contacts accurate and up to date in order to get a good conversion rate out of the target accounts
  • To qualify prospects based on the Client’s criteria
  • Set phone or web meetings with interested qualified decision makers with the Client’s consultants

Account Research and Selection

  1. The Client specified their target SME industries and decision makers
  2. Based on the industry and DM specifications, Callbox worked out the Client’s ideal customer profile (ICP) which served as a basis for identifying qualified accounts
  3. A list of potential contacts to target was then compiled by the Callbox team which was reviewed and approved by the Client

Account and Prospect Profiling

  1. The Client provided target decision makers for the Callbox team to reach out which consisted of detailed demographic and firmographic segmentations
  2. The buyer personas designated as the campaign’s primary targets were Procurement Manager, COO, Chief Supply Chain Officer, VP for Operations/Manufacturing/Logistics, IT Director, Director of Planning, Inventory Director, VP of Business Intelligence
  3. The master contact list was segmented based on these personas and was further grouped according to industry type

Results in 12 months

The 12-month Lead Generation & Appointment Setting campaign delivered 157 Sales Qualified Leads, 67 Marketing Qualified Leads, and 387 Social Media Connections.
Marketing Automation and the Callbox Curriculum for Success [CASE STUDY]

Marketing Automation and the Callbox Curriculum for Success

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CASE STUDY



Marketing Automation and the Callbox
Curriculum for Success



HIGHLIGHTS



  • Seamless Call-to-Invite process, improving lead generation results by 75%
  • Eliminated efforts on revising and sending email copies, manual call scheduling and list cleansing, added more opportune time to reach prospects
  • Cleansed database with profiled and updated contact information, inducing data accuracy
  • Promptly responded to real time alerts and notifications, maximizing call hours on reaching 40 plus prospects daily
  • Spot-on tracking of prospect’s actions on email communications, increasing lead conversion rates

THE CLIENT



ABOUT
The Client is a Singapore partner company of a US-based Leadership Curriculum provider that promotes the world’s most advanced curriculum in leadership potentials.They conduct seminars that deliver extraordinary results for clients by combining optimization technologies, services and custom-built facilities that ensure sustained growth, fulfillment and momentum over the long-term. They were in search of a competitive telemarketing company that can maximize both staff and tools to address their need for a systematic and trackable introduction and follow up of all target contacts, and their search ended with Callbox.

PRODUCT / SERVICE
US-based Leadership Curriculum Provider

CAMPAIGN TYPE
Call-to-Invite


THE CHALLENGE



A top Leadership Curriculum provider wants to maximize its manpower and software to improve its lead generation rates, cleanse its database, and increase lead conversion. It found the perfect partner in Callbox and its trusted marketing automation platform and lead nurture tool.

Between its efficient data profiling efforts and successful event telemarketing, Callbox helped reach more prospects and ultimately increase the client’s lead conversion rates. The best part? The client now nurtures its own quality leads, thanks to the model Callbox provided.


THE CALLBOX SOLUTION



In this Call-to-Invite campaign, Callbox uncovered opportunities for improvement – the database and the target contacts. Concurrent with the Callbox agent’s daily call schedule is the consistent Data Profiling for the improvement of the database by updating the contact information with current and correct data, verifying the contact details like direct line and mobile numbers, and filling up blanks like email addresses to ensure accuracy.

Moreover, Callbox maximized the Pipeline’s marketing automation function via its Lead Nurture Tool to facilitate the sending out of specific email copies to prospects, notifying the caller to follow up a contact who took action on email communications, and moving invalid contacts from one list to another for validation and cleansing. To cap all these dynamic processes, a master schema of behavior-based actions was created, which fostered three effectual working concepts:

Concept 1- Send Mail

A sequence of emails are sent to all unique entries contained in the Target List. The call result tag in the pipeline triggers the status change in the LN Tool, and a specific email copy is automatically sent. Below is a reference of email copy with corresponding call tag:

Note:

In the event where the agent makes a follow up call and the prospect was not available or the call was directed to a voicemail, RFI and For Follow Up copies are sent subsequently.

Also, if the Trigger status is unchanged and the timeframe for the Wait action lapsed, this means there wasn’t any action from the prospect, and so Intro, RFI and For Follow Up copies will be sent subsequently.

Concept 2 – Queue as Call Priority

A reminder for the agent to call a prospect as soon as he takes an action on email communications. This timely alert gives a better chance of converting opportunities into leads.

OPENED – the prospect opened the email
CLICKED – the prospect clicked a link/s on the email copy
VISITED WEBSITE – the prospect visited the website
SUBMITTED A FORM – the prospect submitted a form (most common for call-to-invite campaigns)

Concept 3 – Move to List

Moving invalid contacts from the Target List to other lists for cleansing purposes. The following lists are required entries for each schema:

TARGET LIST – is the prime list of unique contacts and resource of email send outs, which the agent utilizes for calling.

SUPPORT LIST – receives bounced contacts. These bounced contacts are then validated/profiled by the agent or research team and sent back to the Target List to be called.

REPOSITORY LIST – Invalid contacts that were tagged as Deadline, Fax Tone, or Disconnected, contacts are moved to this list and undergo the same process as with bounces.


RESULTS



Callbox’s call-to-invite campaign scheme unleashed more potentials for the Leadership Curriculum provider, leveraging on smart marketing technology and proven prospecting processes. With integration of Callbox’s Lead Nurture Tool, the campaign ran seamlessly. The automated behavior-based actions like sending email copies, queuing call priorities, and moving invalid contacts for list cleansing have rounded up a total of 228 registrations for 10 event campaigns, of which 79 (34%) were generated through the Lead Nurture Tool. The time and effort saved were instead utilized in making more calls to decision makers that made an upshot on the monthly average number of leads generated from 21 to 28. The Data Profiling process resulted to notable improvement on database accuracy from an average of 35% to 75%, as determined by Callbox’s List Scoring system. The Client now nurtures quality, revenue-driving leads and more potential follow up attendees for upcoming seminars in Bali, Indonesia and Bangkok, Thailand.


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Callbox: Clear Connection to Leads for Managed Telco [CASE STUDY]

Callbox: Clear Connection to Leads for Managed Telco

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The Client

Originally established as a Systems Integrator in 1996, the Client has evolved to become a leading business telecommunications technology provider. Leveraging their strong technology based background, the company began to offer managed telecommunications services in 2005, becoming a top provider of end-to-end technology solutions for a wide range of businesses and industries.

The Challenge

The mid 1990s marked the rapid shift of technology towards virtual work practices, where organisations across the globe sought more flexible, secure and dynamic managed telephony solutions.

The Client’s strategic vision was to help customers keep up with technology by providing end-to-end telephony products and services that allowed users to take advantage of the very latest in enterprise IP communications solutions without the need for significant upfront capital investment.

Years prior to partnering with Callbox, the Client had implemented a number of different marketing strategies, which included both in-house and outsourced channels. But it eventually became clear that the company needed to focus on core business areas and farm out many of its marketing activities including prospecting.

The Callbox Solution

After uncovering the Client’s targets and requirements, Callbox then crafted a campaign plan which mainly consisted of multi-channel lead generation that maximized voice, email, web, mobile and social media through the behavior-based tracking capabilities of Callbox’s Lead Nurturing (LN) Tool.

The workflow which Callbox designed was seamless and aligned with the Client’s goal – to widen its market reach and offer its managed telecommunications services to the Singapore market. So Callbox had the LN Tool send out intro email copies to verify that the contact details were all accurate and up-to-date.

Using the LN Tool’s “Send Email” and “Move to List” features, the team was able to properly handle bounced and invalid emails, automatically sending them to suppression lists or revalidated by the research team. With the database accurately profiled, the team reached more prospects throughout the campaign, while the custom drip email helped establish clear communication between the agent and the prospects, enabling the Client to speak with the prospects at the right time.

Overall, the strategic use of Callbox’s marketing capabilities led to a higher lead conversion rate for the campaign.

Results

The campaign was able to achieve the following conversion rates and other KPIs: 40% closed sales, 20% hot leads expected to close this year, and 32% pipeline boost.

From the 6-month lead generation program powered by the Lead Nurturing Tool, the Callbox team generated a total of 89 leads, 59 of which were converted via the LN Tool. The campaign was able to achieve the following conversion rates and other KPIs: 40% closed sales, 20% hot leads expected to close this year, and 32% pipeline boost.

Callbox’s multi-channel lead generation program was one of the factors that helped widen the Client’s market and scale up its sales numbers. And as of this writing, another round of a 3-month campaign is currently on the discussion table.

The Client is now enjoying several long-term benefits of the 6-month campaign that Callbox ran for them: keeping a cleansed and accurate database, managing a good number of customers, and nurturing contacts tagged as “follow-up” which they forecast as future customers.