“4Marketing provide a professional telemarketing service that feels like an extension of your own business… the process has become invaluable to our business.”
Case Study: Codel Software
Codel Software Ltd specialise in providing bespoke software development, managed systems software support, system integration and a comprehensive range of cloud-based HR software solutions.
The Key Figures
Context
Traditionally, Codel Software Ltd have relied on inbound website enquiries and one internal person cold calling as part of a wider role. One of Codel Software Ltd’s main challenges was the lack of resources available in their team that could reach out to prospects, as well as the desire for their sales team to be spending their time on closing qualified opportunities, rather than on prospecting.
Why choose 4Marketing?
“4Marketing completely understood our requirements from the start, were very easy to speak to, we used the same language. The process to get started was quick, clear and easy.”
– Sian Porter-Williams, Business Development Manager
Our Approach
4Marketing ran an email and telemarketing project to reach out to decision makers within logistics, distribution and manufacturing companies. 4Marketing sourced the decision maker telephone and email data (which was licensed to Codel Software Ltd) and designed the email copy and call messaging. The tracked email campaign was sent in batches to the database from a Codel Software Ltd email address and followed up using the telemarketing hours – initially targeting the individuals who have replied, clicked and opened the email, and then moving onto the fresh data which had not yet interacted with the email. Any “Not Interested“ replies and responses are removed from the calling list and unsubscribed.
Throughout the campaigns, 4Marketing have expanded the sectors to reflect the flexibility of Activ People HR, testing sectors to understand which are most receptive to the solution
Results
A target was set of one demo appointment (face to face, Teams or telephone) booked on average every 7.5 hours throughout the campaign.
With most campaigns, a slower start is expected, as contacts are made and pipeline built. This is also where the majority of changes to the pitch and campaign strategy take place.
4Marketing book an appointment for Codel Software Ltd on average every 7.9 hours throughout the project, and have so far completed over 400 hours of telemarketing during the project.
4Marketing have a contact rate with decision makers of 8.16% across all calls made, and a conversion rate to appointment of 11.85% from decision maker calls. Codel Software Ltd’s sales team are closing 12% of appointments sat to won business.
“4Marketing are open minded to project suggestions and will also give valuable advice based on previous experiences with other similar campaigns they have worked on. Projects are discussed in depth, weekly reporting is also discussed and tweaked if required. 4Marketing are a pleasure to work with.”
Conclusion
Codel Software Ltd are continuing to work with 4Marketing for ongoing projects. When asked for overall feedback on the project, Sian said, “4Marketing provide a professional telemarketing service that feels like an extension of your own business. They are open minded to project suggestions and will also give valuable advice based on previous experiences with other similar campaigns they have worked on. Projects are discussed in depth, weekly reporting is also discussed and tweaked if required. 4Marketing are a pleasure to work with.”
What words of advice would Sian give to businesses in a similar position who are considering telemarketing?
“Do it! Dip your toe in with a small project, but from day one, monitor the progress and if it needs tweaking, do it straightaway. Small changes, even simple word changes in sentences can make a big difference. Treat 4Marketing as an extension of your own business. The telemarketer is the first person to make any sort of impression regarding your business. Give them as much info as possible to make this take as easy as possible… because cold calling is hard!”
– Sian Porter-Williams, Business Development Manager