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Print management company Xcaliba has a strong background looking after its customers in the retail and leisure sector.
Most of these companies have print requirements that need logistics support because they have lots of different store locations nationwide. As for most of Business Proactive’s clients, time had become an issue. Finding new clients and managing the existing client base had become hard to balance.
Business Proactive was asked to begin a lead generation campaign, with the aim of bringing in new clients. Large retail and leisure businesses within a 50-mile radius of Xcaliba with 25 sites or more were targeted. Cost, maintaining the brand, innovation and scheduling are all important factors when dealing with a print company. Xcaliba wanted Business Proactive to do some research to find out exactly what its target customers thought was the most important to them.
In the initial warm-up call, Business Proactive asked decision-makers a series of questions and recorded all of the responses within a tailor-made sales management system. Then, we sent each contact a targeted, personalised mailer promoting what was important to them. This was followed up a week later with a phone call that generated new business leads and appointments.
Business Proactive commissioned 100 contacts a month for four months. Because of the specific market research in the early process, reaching the decision-maker in the first stage was more difficult than usual in the allocated timeframe. From 100 contacts each month we sent out between 20 and 40 mailers. Even at this level, Business Proactive’s system still generated results: nine direct meetings and another nine leads to be followed up by Xcaliba in person.
Through all of the elements of our system – our process, our tenacity, the personalised mailer – xcaliba has achieved a return on its investment and generated some new clients who have developed into long-term business.
"Business Proactive: it does exactly what it says on the tin! With their tenacity and attention to detail, Business Proactive have helped us to create a very successful campaign for new business. Our client base has expanded to include new clients that fit our business needs perfectly, increasing our turnover and profitability. Xcaliba looks forward to working with Business Proactive on all of our future sales generation campaigns."
Business Proactive and Xcaliba are now looking forward to increasing the number of contacts and to restart the campaign in the next few months.
To find out what Business Proactive can do for you, please contact us. |
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