Lead Generation & Appointment Making
The Client – Datawright (Kingfisher)
Datawright is a company specialising in developing software systems for large engineering and manufacturing companies to run their operations from factory floor to accounting department.
The Objective
To build information and leads on target companies throughout the UK through a steady regular contact programme to create understanding, long term relationships and develop their company and brand as helpful and reliable.
The Approach
The client supplies regular new records to add to a working database for an ongoing programme of calling into this list of validated prospects. We gather all information on these organisations from basic company details held on their existing software systems to the names of decision makers and influencers. Mailings and electronic information are sent on request to illustrate the Kingfisher product followed by further calls to determine interest and identify and develop the full potential.
As much information as possible on each and every company is logged so that companies can be approached in a variety of different subtle methods. A set number of hours each week are planned into calling each day to make contact at correct times and the information and hot leads are passed daily into the client’s own CRM system for actioning.
The Result
A database has been built with increasing information being added on the target audience, with contact being kept up from time to time with all prospects to keep the relationship both solid and ever-present. Appointments are when requested only, as with the high value of the products, it happens only when a buying opportunity becomes within budgetary agreements of the senior executives.