The following is a case study of a campaign we have recently completed.
It is a Telecom related profiling campaign.
A profiling campaign
that is regularly done by us starts of with using purchased or existing
data. The data is verified to be correct of contact details. The
main information gathering process starts off at the receptionist
level and can proceed through to the decision maker. The usual questions
asked include:
- Could you tell me the name of the person in charge of maintaining
your telephone systems?
- Could you tell me the make and model of your existing system?
- Could you tell approximately how many lines and extensions are
in your office?
- Do you know the approximate age of your current telephone system?
- Do you know whether your system is bought or leased?
- Do you know whether your company plans to upgrade or update
your current system (maybe an office move), now or within the
next 12 months?
As a standard part of our profiling process we will aim to contact
each prospect 3 to 5 times in the cases where we get busy, voicemail
or ring-out responses. If the decision maker is not available, we
will also call them back.
The cost of running this telemarketing profiling campaign is only
around £1400. If we are required to purchase data on your behalf,
we will supply the data at near cost price, around £200 per
1000 records. That’s an all in cost of only around £1600.
The work normally takes around 2 weeks to complete once confirmation
is agreed. In the numerous campaigns we have done in the telecoms
arena, the typical results we have been getting from profiling campaigns,
where we have been asking 6 to 8 key questions have been:
From a database of 1000 records:
- Around 600 respondents from whom we have received completed
or partially completed data.
- Around 400 respondents we have been unable to get through due
to voicemail, engaged or ring-outs.
- Of the 600 respondents, we have been able to establish around
20 prospects who are looking to upgrade their systems due to office
expansion, actively looking for a new telephone system or looking
to move offices within the next 6 to12 months.
- The remainder were happy with their existing system, have upgraded
their systems recently, or were not interested in a new telephone
system at present.
If you are able to convert even a handful of these prospects, you
can see that your return of investment through such a campaign is
great.
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