SalesNet includes among its clients a company that supplies security products to the retail industry. Our job is lead generation and appointment setting with loss prevention departments of high street stores on behalf of our clients sales team. Despite the doom and gloom stories about the retail sector that we read in the press, the B2B Telemarketing campaign is a successful one.
Product Launch
Our client has recently launched a new energy savings product into the B2B market, targetting their traditional sectors of retail as well as schools and colleges. The product itself includes an energy management system that allows users to monitor and then manage how they use electricity by creating their own energy schedules. Individual appliances, whole circuits and ring mains can be accessed remotely from a desk top and switched off if necessary. Users are already reporting a reduction in electricity usage of between 20% - 40% (that really is loss prevention).
Our client's MD recently sent us an email that contained a photograph of a local university library block. He had taken the photgraph shortly after 6.00am the same morning. The building looked like a lighthouse in the gloom. Almost every light in the building was switched on and had been on all night long.
Sales Strategy
Our client rightly complained in the email of a waste of electricity and of tax payers money and requested that we try to book an appointment with whoever was responsible for operations within this particular university.
Our knowledge of the product lead us to creating a spur of the moment sales strategy. A quick internet search lead us to the head of finance at the university and so we put in a call to him with the aim of shocking him with the information that the photgraph revealed. On average 40% of electricity used by businesses is consumed out of working hours, (no wonder the energy companies continue to rake in huge profits).
Appointment Setting
As anticipated, the University's head of finance was horrified to learn how much money they were literally burning and supplied us with the name and contact details of the person responsible for energy savings intiatives and the permission to pass on the instruction that a demonstration of the product should be arranged at the earliest possible opportunity.
The whole process from receiving the initial email from our client to setting the appointment took no more than 20 minutes. It demonstrates the benefits of maintaining a close working relationship with clients, the importance of product knowledge and the power of a compelling sales story that is tailored to a specific situation.
Posted on
Mon, February 20, 2012
by admin
filed under
- SalesNet,
- retail industry,
- lead generation,
- appointment setting,
- sales team,
- B2B Telemarketing,
- B2B,
- sales story,
- sales strategy,
- setting the appointment,
- Client Maintenance,