As a UKAS accredited contract research and microbiology test facility, this client has many years’ experience and technical expertise within cosmetics, personal care and biocidal products. Priding themselves on their superb customer support, they work with their customers to improve/validate the performance of their products.
As a smaller testing facility, our client didn’t have an in-house business development function, therefore engaged Network Scientific Sales and Marketing to increase and enhance sales activity for their services and to develop a pipeline of potential future business, ultimately increasing their market share.
Key campaign requirements:
- Market Research and Sales Strategy Management
- Prospect Database Creation, Cleaning and Management
- PR Services
- Appointment Making
- Account Management
- Exhibition Management and Attendance
- Email Marketing Campaigns
After working with the client to define a comprehensive brief, we identified an extensive list of relevant prospect companies and contacts, compiling a fully segmented contact database. We developed a targeted mass-email campaign, sending emails across the entire contact database and utilised the embedded analytics to build a short list of prospect companies to be contacted by telephone. Where possible we spoke with identified prospects to locate those who were interested in our client’s offering. We rigorously qualified these leads before submitting them to our client for follow up.
The overall outcome of the campaign was very positive. This client was so happy with the results of our work that they have engaged us as their long-term sales and marketing partner – essentially providing all elements of their business development function on an ongoing basis. They are still one of our current clients, using a variety of our services including lead generation and appointment setting; email marketing; design; and exhibition management and attendance.
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