Appointment Setting for Enterprise Management Company
About the Client
The client helps garment manufacturer cut down wastage directly from the acquisition of the texture to preparing the piece of clothing. The customer’s cloud based material planning and improvement arrangement gauges, predicts, and advances material usage and profitability for the sewn products industry, including attire, footwear, automotive, home furnishing, etc.
The Working Challenge
The client needed a cost effective way to broaden its sales reach with new prospects and in new markets. The key to success would be to build brand recognition so prospects would think of of them when they had a specific need. Our agents needed to understand the industry well enough for prospects to be comfortable talking with them. This created a challenge for Webinar to staff and message the effort successfully
The client turned to Webinar to streamline an outsourced lead generation campaign to set sales appointments.
Webinar initially built up a benchmark rate of profitability (ROI) study to decide whether the mission would convey a sensible ROI and to set up measurements to quantify its prosperity. The benchmark indicated that Webinar expected to convey speedy outcomes, a marginally higher than normal reaction rate and a high close rate all together for the program to convey a satisfactory ROI.
Webinar trained every agent on the client’s specific solution, messaging so that they were confident to respond to calls and technically sound to solve customer queries. In addition, Webinar agents gathered information during the appointment setting calls, which was passed to the client’s sales team before they go into a meeting, making the meeting more productive.
The client who initially was skeptical of using outsourced lead generation for appointment setting now were fully on-board.
With the 2 month appointment setting program coming to an end, there was a 25-30% conversion rate; more than three-times the anticipated benchmark rate.
Even more important, the client’s sales pipeline became very strong, and they anticipated achieving ROI on the program shortly after the program ends.
Webinar brought down the ramp up from 6 weeks to 2 weeks in appointment setting with rapid training, robust framework and timely reporting tools. The framework also allowed the sales team to prepare for each appointment.
The association with Webinar had a tremendous impact on the business of the customer, and was extremely appreciative to the boost to their sales pipeline. They even have plans to expand and want Webinar to handle their appointment setting in new markets.