European Conference – Membership Organisation

The Brief

To secure attendees for an event in Europe for a membership organization. The target market was made up of existing members, prospective members and contacts. The contacts were based in UK and Europe, which required calling in English and/or local language.

Action

We called initially to promote the early bird offer. Once this elapsed, we then moved on to promoting the full price ticket. However, for contacts who had attended the event before or similar conferences, we offered them a discount.

If the contact didn’t want to attend, we’d ask if they were happy for the client to keep in touch and whether they’d be interested in other events, noting them down accordingly.

When the contact said they wanted to attend, we sent them a link to the sign up page. As part of the pitch, we’d ask if they had any colleagues who would also like to attend.

These potential attendees were then followed up after a few working days if they didn’t go through with ticket purchase.

At the latter part of the campaign, we called the contacts who’d purchased a ticket to check with them to see if they had any further questions, or needed any assistance ahead of the event.

Results

The campaign generated a positive ROI and the client was happy with the number of attendees we secured. In addition, we were able to cleanse and enhance their database, as well as collecting permission to market to them in the future, in line with the GDPR.

We have subsequently represented this client for a campaign targeting the UK and Europe.

 

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Global Conference Software Provider – GDPR

Brief

To conduct calls to the client’s database to acquire permission to market to them in the future, in line with GDPR. The records identified were from a list who had not responded to the client’s initial email, asking for their permission. As part of the task, we were asked to conduct a data cleanse, to confirm the best contact details for each record we spoke with. In addition, if there was an opportunity to generate a lead, we would qualify the contact and pass them to the client’s Sales team.

Action

The client specified a database they wanted us to call, which they wanted to have permission to keep in contact with.  Our objective was to speak with the contact and to ask them to declare their consent to receive future marketing material including calls and emails, by clicking a link to a landing page, which we emailed them once the call was completed.

The campaign spread across four weeks and included calling into mainland Europe in both English and the local language. We advised on the pitch and approach, and managed the follow up calls and respective e-mails.

Results

We successfully retained records for the client’s database and updated their permission levels. The campaign also served as a reliable way to reconnect with existing contacts and to identify business opportunities.

Client Comment

“I would have no hesitation in recommending Perfect Pitch. They offer a professional and friendly service and kept us informed throughout the project. Most importantly, they deliver results.”

Katie Burchell

Marketing Manager

VQ Communications

International Manufacturer of Forklift Trucks

Brief

A lead generation campaign combining email and telemarketing to generate qualified leads across the UK.

Action

The team visited the client’s Head Office for an initial training day which included live demonstrations and an overview of the company’s history. This was to ensure each agent had sufficient technical knowledge to handle any initial questions that may arise during telephone conversations.

A room was set aside for the client in our offices, including branding in the client’s colours, together with product details and messages.

We were targeting operational, facilities, and fleet job titles primarily within the Manufacturing, Automotive, Aerospace and Retail sectors, whilst working to a strict criteria of lead qualification.

Results

A very successful campaign with over 350 qualified leads generated across a 12-month period, together with a pipeline of some 800 companies for year two.

Precision Tool Manufacturer & Calibrator

Brief 

To update, cleanse, and quality check an existing database for a well-established precision tool manufacturer. This included populating contact details, purchasing history, and lead scoring based on suitability.

In addition, we were tasked with building a sales pipeline from new prospects, across the UK.

Action 

The calling agents visited the client’s office to meet the team and visually experience their product line.

The focus of the initial pilot project was to call and validate the existing database, followed by a longer-term project to uncover and identify SQLs (Sales Qualified Leads) and set meetings.

Perfect Pitch were responsible for diary management, email confirmations, and updating their database.

Results 

Following a successful pilot project, Perfect Pitch went on to deliver a further three campaigns across an 18 month period.

Battery Management System

The Brief 

Lead generation campaign targeting the military, automotive, and manufacturing sectors across EMEA – typically engineering and energy roles – with a Lithium Iron Phosphate Battery Management System, aimed at reducing costs and footprint to the sector.

Action 

The client spent considerable time with our agents, together with practical demonstrations to explain the technology and benefits of the products, along with relevant collateral for the prospects.

We managed the CRM and diarised appointments, as well as providing detailed follow up information. Campaigns were delivered in English, French, and German across 18 months. This included ongoing updates and training for the agents as the technology evolved.

Results

It was a successful campaign which resulted in opportunities with well known Car Manufacturers and Shipbuilders across Europe, with both physical and online meetings generated across the region.

European Marketing Agency

Brief

To promote an industry whitepaper for a leading Software Company to IT Professionals across the EMEA region to a TAL (Target Account List).

Action

“Working closely with the client we identified the key advantage of the Whitepaper to promote to the prospects. For Data we matched the TAL to our own database to identify the correct audience together with further research and verification across LinkedIn. The campaign spanned across twelve weeks and included calling into France/Denmark/Germany/Italy/Netherlands/Norway/Sweden/Spain/UAE, follow up E-mails were managed and translated into the relevant language. Leads were submitted in real time and de-duped against the clients existing database.”

Results

“Over 350 leads were generated and evenly paced across the campaign duration this resulted in repeat bookings for the next three quarters of the year.”

Client Comment

“A well-managed campaign with good communication throughout lead to us extending the campaign on multiple occasions and has resulted in Perfect Pitch becoming one our key partners for EMEA lead generation.”

Head of Channel Partners,
EMEA

UK Energy Management Software Company

Brief

To book qualified appointments for a successful and growing UK energy management software company for its field sales representatives across London and South East England. The target market – FTSE 100/250 companies together with public sector organisations.

Action

We invested time in understanding this client’s message and offering to ensure our telemarketing delivered maximum impact. We also concentrated on prospective clients that adhered to a strict suitability criterion, set out by our client. To achieve their brief we had to be knowledgeable of legislative changes in the sector, the intricacies of our client’s software solution and its benefits to prospective clients.
Initially we conducted an outbound campaign to establish the correct decision makers, their key needs and potential objections. This was followed up by a weekly review for learning and constant refinement of the pitch.
We were responsible for the management of client diaries, email requests for information and all diarised call backs.

Results

We made over 170 qualified appointments in a 9 month period (less than 3 hours per appointment on average).

Client Comment

“Nigel took our general specification for targeting clients, honed the process, trained up his staff and delivered consistent, excellent results week after week. We were also delighted with both Nigel’s and his staff’s easy manner – nothing was ever a problem, a pleasure to work with. Fully recommended.”

Cian Duggan
Director
Carbon Credentials

Public Sector: Energy Management Systems Provider

Brief

To organise qualified meetings with senior decision makers at councils across the UK, to discuss the implementation of our client’s energy management system, a Cisco product.

Action

•  We made calls into UK councils to identify key decision makers.
•  We called on the back of an e-marketing campaign.
•  If a new contact was established, they would be added to the CRM.
•  Appointments were set in line with qualification criteria.

Results

We outperformed expectations, and provided a reliable metric which we delivered across the duration of the campaign.

Findings

We knew that some of the contacts we needed to speak with held the same job role at several councils. Therefore, we adjusted the calling to cover all the days of the week, increasing our chances of speaking with them.

We found that in regards to implementing the energy management system, there were several contacts who would be involved with the decision. We liaised with receptionists, PA’s, gatekeepers and their colleagues to identify who we needed to speak to.

We developed a very effective and strong working relationship with the client. Ahead of the campaign they provided a clear sufficient brief. They visited our offices regularly throughout the campaign, working closely with the team, and there is no doubt this contributed towards the success of the campaign.

Design Agency Surrey

Brief

To generate new business and a network of contacts and clients in the Surrey and Hampshire area.

Action

First we considered the ‘low hanging fruit’ (i.e. who in our well established network of companies, business owners/directors and high net worth individuals could benefit and utilise the services of this agency). We set up meetings and introductions for them with potential clients and distribution partners. We also ensured follow ups took place after each initial meeting.

This was followed with an outbound telemarketing campaign. Here we identified target clients by location, turnover, industry, employee number, other agreed criteria and purchase data. Key decision makers were identified in these businesses and targeted with a telemarketing campaign to generate appointments. The campaign was also supported by benefits (tailored to the target clients) being articulated and promoted on the agency’s website and through direct mail.

Client Comment

“Gave us access to a well-established and high quality business network that would have taken us years to establish – and all in a matter of months.”

Jason McEachran
Owner
Room11

Professional Football Club

Brief

To generate increased ticket sales, corporate hospitality and sponsorship from the business community.

Action

Starting point was to identify the business size, criteria and geography, followed by a data cleanse to establish key contact and email address.
Then a targeted email campaign with an immediate outbound telemarketing follow up, firstly to all emails which were opened and clicked through thereafter to all contacts within one week of dispatch.

All prospects were then profiled to establish their exact requirements both now and across the financial year with a high volume of leads passed across to the football club for action.

Client Comment

“Perfect Pitch removed the pressures of managing such a demanding campaign in-house, and gave us access to a service we could turn up or down across the season. Consistent high volume of quality leads throughout the campaign. Highly recommended and referred.”

 

Nicky Banger
Corporate Sales Manager.
Aldershot Town Football Club.

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