The Client
This particular client is a UK developer of bespoke temperature-controlled packaging intended for use within the retail and pharmaceutical industries. The company are actively producing innovative solutions for temperature-controlled logistics and are striving to become a global leader in this field.
The Requirement
The client engaged with Network Scientific as they wanted to promote their new temperature-controlled packaging products within the pharmaceutical sector and ultimately increase their market share of the industry. Their technology is extremely pertinent within the pharmaceutical and healthcare industries, especially for drugs that are sensitive to temperature change and require consistent cooling to maintain stability.
The primary purpose of the lead generation campaign was to secure qualified leads to feed into the client’s sales pipeline, in addition to raising brand awareness in the target markets. This campaign was a telephone-based lead generation project and the client wanted us to generate as many interested prospect clients as possible.
Key campaign requirements:
- Prospect Database Creation – specifically focussed on the pharmaceutical and veterinary markets
- Telemarketing – To generate sales leads and to locate those individuals who wanted a sample of the product to test
- Appointment Setting – So that the client could further demonstrate the benefits of their products relevance to the prospects
The Delivery
Working with the client, we initially spent time compiling an extensive list of appropriate companies and contact details of relevant decision makers. These individuals were then contacted by phone on behalf of the client to make the initial company introduction. For those contacts where we were unable to make contact via phone, we sent an email from the client’s domain as if we were employees of the business, to introduce the products.
All conversations and email correspondence as part of the campaign were recorded and presented back in weekly reports before a final ‘end of campaign’ report was provided once the campaign had ended.
The Feedback
The overall outcome of the campaign was incredibly positive, and the client was very happy with the results. The knowledge of the pharmaceutical sector housed within Network Scientific, along with the extensive awareness of the clients offering, was essential in determining the success of this sales campaign. The standout metric from this project was the number of leads and expressions of interest per conversation; at 0.55 this is very high and indicates that more than half of the organisations we spoke to felt that the products may be of use to them, either now or in the future.