SALES LEADS GENERATION
The Client
A leading mobile communications company providing a comprehensive range of affordable, convenient and easy to use wireless services.
The Case
The postpaid mobile subscription market is intense and the competition was relying heavily on traditional advertising and pricing slashing to grab market share.
The Client was reluctant to follow suit as this would impact their already razor margins. The client was exploring telecommerce as a means to cost effectively grow market share but was unsure of how to go about achieving this. Teledirect was approached and a plan was developed.
The Strategy
Teledirect designed a leads generation strategy to contact potential corporate customers and qualify them.
A multilingual team of Telesales Executives (TSEs) was recruited, trained and ready to sell within six weeks. Sales Lead was qualified and classified Hot, Warm or Cold. Leads were then passed on to the Client’s sales team for follow up and closing. TSEs work closely with the Client’s sales team to capture the sales status and close the loop to ensure the entire sales cycle was covered.
A Customer Relationship Management (CRM) tool was designed to allow the TSEs to capture sales leads information, track unclosed opportunities and e-mail information to other stakeholders in one transaction. It also contained online scripts, which standardized the leads engagement process in multiple languages.
The Result
Teledirect generated an average client return of investment of 1:20 where for every RM1 invested by our client, we generated 20 times that value in return.
The Conclusion
The success of this program showed the client how cost effective telecommerce can be and demonstrated Teledirect’s capabilities in sales generation. We work with the client on regular basis on different sales programs.
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
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