Telemarketing Case Study – B2B Wholesale to Retail

Background
A call came in for me from a prospective client looking for a freelance telemarketing expert.  He told me that he was in the double glazing business and my heart sank.  I thought “If he thinks I’m calling residential properties in the evening, he can find someone else”, but I was wrong.

The chap who called me was a Managing Director of a Double Glazing Manufacturer.  As with many a business, his first clients were people that he’d known from working in the industry.  As time went by he gained further business via word of mouth.  Whilst the business grew nicely in the early days, the sales eventually peaked.

Marketing Dilemma
The company grew from a one-man-band to a team of about 5 people.  The company then reached stagnation point in terms of new business.  Apart from the current orders and a very occasional referral, no new business was coming in.  The MD tried a number of ideas in terms of Marketing but to no avail.  Mail-shots, Local advertising and Google Pay-Per-Click were expensive but getting him nowhere.  So the MD Googled “Freelance Telemarketing Expert” and he found my website.

Telemarketing Targeting
The MD explained his predicament to me and his plans to grow the company.  His budget for marketing was small, but he was convinced that the right telemarketing person could solve his problem.

Without any historical data to work on the MD simply sent me a large envelope stuffed with letters he’d mailed out and some photocopies from Yellow Pages.  Using my vast database, I ran a search for local double glazing installers that he could sell to.  I honed in on buyers and company directors and started to build a database.

Marketing Collateral for Telemarketing
I looked at the marketing collateral for my client which was virtually none existent.  My client had business stationery but no brochures and no website.  After much deliberation, I asked my client to postpone the work until he had built at least a one-page website.  From there, I constructed an HTML supporting email with all the right reasons why someone should buy.  With the new website and the follow-through email completed, we were ready to rock and roll.

Highly Effective Telemarketing
This project was an unknown quantity for the client and for me, so we started with a 4-day pilot-test spread over 4-weeks.  The results of this Telemarketing Case Study were astonishing.  My client was meeting prospective customers within a matter of days.  By the end of the 4 x weeks, my client had signed up enough business to keep him busy for 6 months!

Telemarketing Case Study Conclusion
I cannot say that it’s possible to create 6 months work for every client in only 4 days of my time.  Yet it proves a point that my Telemarketing methods can achieve astonishing results and can be applied to almost any market sector.

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