CROSS SELLING/UP SELLING
The Client
The Client is a leading one-stop insurance solution provider with a comprehensive range of products.
The Case
The Client was looking for a credible telecommerce partner to sell more financial products onto an existing customer base to obtain stronger customer ownership and increase it’s ‘share of the wallet’. It approached Teledirect and a partnership was born.
The Strategy
A highly trained telecommerce team was assembled to work closely with the client and its banking partner in developing and implementing a comprehensive customer cross sell strategy that was profitable.
Using our in-house CRM system, constant improvements were incorporated to automate data collection and analysis of key result indicators.
The Outcome
Teledirect generated an average client return of investment of 1:3 where for every dollar invested by our client into the program, we generated 3 times that value in return.
The Conclusion
The close collaboration with our client combined with our in-depth knowledge of Financial Institutions product distribution, flexibility and keen eye on the bottom line was critical to the success of this project. How happy is the client?
The client now works with Teledirect on an ongoing basis!
Our Key Measurement of Success:
- Revenue-cost ratio
- Cost per sale
- Agent productivity
- Sales agent conversion rate
- Contact rate of database
- Analysis by customer segments
- Decision maker contact
|