CULTIVATING NEW BUSINESS

As a new business agency, we know that B2B lead generation needs drive, energy and tenacity – and don’t worry – we’ve got these by the bucket load. But to be really effective, it also needs pinpoint accuracy, consistency, integrity and subtlety.

Our unique outbound telemarketing database ensures our team work with accurate, up-to-the-minute data. With regular database cleansing, we identify the right contacts, even within large and complex organisations. The appointment setting approaches by our inside sales team are therefore highly targeted and relevant.

So how do we help our clients discover new high-quality, qualified business opportunities? In a nutshell, here’s how:

• Understanding our client’s 3Cs - that’s credentials, capability and credibility. A unique methodology allows us to do this quickly and effectively
• Agree objectives and target criteria for your sales campaign (for example, if you’re open to introductory meetings or only qualified meetings where briefs and budgets are in place) and tailor a campaign specifically to your objectives
• Research and identify prospects and contacts using our own database and in-house researchers. Also review our news scanning services and market intelligence for potential clients

• Based on the targeted contacts list, we make phone calls – and we’re very good at getting round gatekeepers and speaking directly to senior decision-makers – in both large and small organisations
• Follow up with emails and mass email campaigns – tailored correspondence to confirm details of a phone call, and targeted emails that keep our clients top of mind with their prospects
• Set up meetings – we arrange qualified meetings with prospects or introductory meetings, where clients are open to a speculative approach

Even then our work isn’t done, because we also build long-term relationships. So even if there’s not a specific brief available today, it doesn’t mean there won’t be one in the future.