SG-based 3PL Company Doubles Sales Appointments, Gears Up For Expansion

September 28, 2018/in /by callbox

CASE STUDY

SG-based 3PL Company Doubles Sales Appointments, Gears Up For Expansion

THE CLIENT

ABOUT
The Client is a Singapore-based third-party logistics (3PL) provider that offers warehousing, distribution, transportation, and freight management services primarily to freight forwarders and shippers. The company also provides value-added services including crating, labeling, sorting, sub-assembly, and fumigation.

TARGET INDUSTRIES
Freight Forwarders (doing cross-border trade), Shippers (for Manufacturing, Pharmaceuticals, Automotive, F&B, Electronics, Wholesale Trade, etc.)
TARGET PROSPECTS
For Freight Forwarders: Air/Sea Freight Division Manager;
For Shippers: Trade Compliance Manager, Shipping Officer, Procurement Manager, Supply Chain Manager, Controller, Persons in Charge of Imports/Exports

THE CHALLENGE

Third-party logistics (3PL) is the process of outsourcing part or all of a business’s supply chain and logistics operations to another company. As supply chains become more complex, many shippers now find it more cost-effective to work with 3PL service providers that take care of transport, warehousing, customs brokerage, and freight forwarding—instead of doing these activities in-house.

In Singapore, the 3PL market makes up over $3 billion (or 12%) of the country’s logistics industry, with the majority of providers competing in saturated segments such as automotive, retail, and electronics. For its part, the Client chiefly targets international freight forwarders and shippers from a wide range of industries.

As part of its effort to improve the company’s market position, the Client looked into expanding the outbound component of its customer acquisition program. The bulk of its lead generation initiatives were mostly tied up in inbound tactics, but the Client wanted a more proactive approach and a bigger role for outbound in its marketing mix.

The Client teamed up with Callbox to deploy an outbound prospecting program that would complement the company’s current marketing efforts. Under its existing strategy, the Client averaged 8 to 10 appointments each month, and the company wanted Callbox’s help to develop a new lead source and increase the flow of qualified prospects into their pipeline.

HIGHLIGHTS

Completed a highly-successful 3-month integrated appointment setting campaign for an SG logistics company
Enabled Client’s sales team to follow up on 2.5 times more in-person and phone meetings
Set the stage for Client’s expansion into fiercely-competitive 3PL segments

RESULTS WITHIN TWELVE WEEKS

results-CS_OTH_SG-based-3PL-Company-Doubles-Sales-Appointments-Gears-Up-For-Expansion

THE CALLBOX SOLUTION

Callbox and the Client worked out a plan for a three-month appointment setting campaign. The strategy implemented an outreach cadence that combined targeted email touches and live phone conversations with the main goal of identifying and scheduling qualified prospects for an introductory meeting with the company’s reps.

Appointment-Setting

Callbox helped the Client refine its target customer profile and ideal decision makers so that the Callbox team could compile a complete and accurate campaign contact list.
Calling agents received basic product training on the Client’s specialized logistics solutions, since the Client wanted the team to gain some level of technical familiarity with its offerings.
Callbox and the Client put together the call script which was tailored to identify fit and to generate in-person/phone meetings with qualified prospects.

Email Marketing

The campaign relied on targeted emails to initiate contact and to nurture prospects throughout the outreach cycle.
Emails helped the campaign team prioritize which prospects to engage and to maximize conversions through timely responses.
Callbox crafted and tested the templates, landing pages, and other campaign materials used in email marketing. The team maintained delivery, open, click-through, and bounce rates within the set benchmarks.

RESULTS

The three-month campaign met all the Client’s expectations, particularly in terms of the number of qualified appointments delivered and net new prospects added into the Client’s pipeline:

45 qualified appointments
193 marketing-qualified leads (MQLs)
24 sales-qualified leads (SQLs)

The first few touches in the campaign were spent warming up the target prospects and learning about their current logistics processes. Accordingly, it was only near the end of the first month when the campaign started converting prospects into leads and appointments.

The 45 total appointments generated in the three-month outbound campaign meant that the Client’s reps were now handling 2.5 times more sales meetings. The Client was very pleased with the results that they renewed for another campaign, targeting freight forwarders and shippers outside of Singapore.

At time of writing, the new campaign is in its 6th month, and the Client has added Callbox as a long-term marketing partner for its outbound prospecting initiatives.

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Callbox Seamlessly Pivots Campaign as HR Software Firm Rebrands

July 31, 2018/in /by callbox

CASE STUDY

Callbox Seamlessly Pivots Campaign as HR Software Firm Rebrands

THE CLIENT

ABOUT
The Client is the Asia-Pacific arm of a UK-based business services and software company that offers cloud-enabled solutions for recruitment and talent acquisition. The company primarily sells to mid and large-sized US and UK businesses across different industries, and is looking to increase its presence in the APAC market after carrying out a recent business pivot.

TARGET INDUSTRIES
Agriculture, Mining, Construction, Manufacturing, Transportation & Public Utilities, Wholesale and Retail Trade, Finance, Insurance, Real Estate Services, Public Administration

THE CHALLENGE

With over 20 years’ experience providing award-winning recruitment software to the likes of Morgan Stanley, NBC Universal, and other high-profile customers, the Client recently underwent a major strategic pivot. The shift in focus sought to realign the Client’s various offerings in its US, UK, and APAC divisions under a single global identity.

As part of its new business direction, the company also unveiled a new suite of enhanced talent acquisition tools. This move aimed to further strengthen the Client’s position as a key technology partner for modern HR and recruitment teams.

To support its recent refocus and product rollout, the Client planned a series of marketing initiatives designed to:

Increase awareness of its new value proposition through live events, especially in markets that still offered room for growth
Generate opportunities with companies that show a clear need and fit for the Client’s offerings through targeted marketing campaigns

The plan started out with Southeast Asia as its main priority. The company decided to look for a third-party agency that can help it quickly gain a foothold in all three markets

HIGHLIGHTS

RESULTS WITHIN TWELVE WEEKS

• Launched a 2-part, APAC-focused campaign that covered database profiling and appointment setting for a UK-based HR software company
• Kept campaign seamlessly on track as Client’s objectives shifted due to ongoing rebranding efforts
• Accelerated Client’s expansion into Singapore, Hong Kong, and Malaysia with qualified sales appointments, profiled contacts and potential accounts

results-Callbox-Seamlessly-Pivots-Campaign-as-HR-Software-Firm-Rebrands

THE CALLBOX SOLUTION

Callbox partnered with the Client and put together a campaign plan jointly with the company. The plan originally consisted of an event marketing phase and an appointment setting phase. The event marketing part of the campaign was intended to boost signups for the Client’s series of webinars scheduled for the second and third quarters.

But the company’s ongoing business pivot meant the campaign requirements could change at any time. Prior to the start of the event marketing phase, the Client decided to prioritize targeted opportunity generation through direct outreach instead of live events.

As a result, both Callbox and the Client agreed to replace event marketing with a thorough database profiling program for the campaign’s first stage. Without altering the campaign timeline or incurring delays, the Callbox team put together a revised campaign plan which the Client reviewed and approved well before the original starting date.

1. The Client submitted a list of 300 companies (100 from each target country) for Callbox to profile.

2. Callbox then identified all relevant decision makers (persons in charge of HR, recruitment, and talent acquisition) from each company, using records from Callbox’s in-house database and through desk research.

3. Callbox also provided additional contacts from other organizations that matched the Client’s target customer profile.

Appointment-Setting

1. Callbox carried out integrated appointment setting that combined email and phone calls to connect with and screen prospects for fit and purchase intent.

2. The Callbox team prepared all campaign materials in close collaboration with the Client.

3. During the first month of appointment setting activities, the Client rebranded under a new name and identity. Callbox seamlessly pivoted the whole campaign without any disruptions to the project timeline.

RESULTS

The two-part campaign has already completed the Database Profiling phase and is currently in the second month of the Appointment Setting stage. The profiling activities (which ran for one month) resulted in 565 contacts profiled and 147 potential accounts identified.

The campaign’s appointment setting leg has so far delivered 12 qualified appointments after one month of activities. Most of the appointments were generated near the end of the third week as the initial outreach and lead nurturing efforts done at the start of the program began converting.

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Expat-Focused Financial Planning Firm Expands in Niche SG Market

June 29, 2018/in /by callbox

CASE STUDY

Expat-Focused Financial Planning Firm Expands in Niche SG Market

THE CLIENT

ABOUT
The Client is a Singapore-based financial advisory firm that specializes in tax, investment, pension, and estate planning for British expatriates living in SG.

TARGET INDUSTRIES
Consumers

TARGET PROSPECTS
UK Expatriates

THE CHALLENGE

The Client offers several lines of financial planning services to expats currently working and residing in Singapore. The firm’s client portfolio primarily consists of UK expatriates, which has seen a steady year-over-year growth since its inception. The Client has also received a number of industry awards and recognition as one of Singapore’s leading and most trusted financial advisory groups.

In 2016, the firm underwent administrative and operational streamlining. One area impacted by the changes was customer acquisition. The new business development strategy assigned prospecting and nurturing responsibilities into a single in-house team, which sometimes resulted in the same individual doing the tasks of researching prospects, screening contacts, booking introductory meetings, and following up on opportunities.

The client wants its business development team to concentrate on bottom-of-funnel activities, so that they can devote more time and effort to crucial points in the conversion funnel. The firm plans to delegate most activities in its current prospecting process to a reputable third-party provider.

HIGHLIGHTS

RESULTS WITHIN EIGHT WEEKS

• Completed a highly successful campaign for an SG financial advisory group targeting a niche market
• Enhanced quality of sales conversations by enabling the Client’s in-house team to concentrate on bottom-of-funnel engagement
• Accelerated the Client’s conversion cycle through a combination of personalized emails and targeted calls

THE CALLBOX SOLUTION

The Client chose Callbox after evaluating a number of options, citing Callbox’s extensive project portfolio of Singapore campaigns along with its flexibility to seamlessly integrate into the Client’s ongoing business development workflow.

Callbox then closely collaborated with the Client to develop a campaign plan that combines personalized email touches with targeted phone calls to:

Identify UK expatriates who fit the Client’s ideal customer profile
Qualify contacts based on interest
Collect and verify prospect data

Some key campaign activities include:

1. The Client provided its own contact list to be used in the campaign, which was then thoroughly profiled by the Callbox team.

2. The Client’s list was cross-matched with records in Callbox’s in-house database as well as validated using external data sources.

3. Before being deployed, the list underwent a final round of data scrubbing where inaccurate, duplicate, and missing records were fixed. The updated list was handed over to the Client at the end of the campaign..

Email Marketing

1. The Client also provided its own outreach email template, which was then reviewed by the Callbox team.

2. Callbox prepared the rest of the templates for the campaign, including copies for follow-ups, targeted send-outs, and triggered responses.

3. The Callbox team also designed and tested the various landing pages used in the campaign, as well as optimized each email component..

Appointment-Setting

1. The Callbox team came up with a call script designed to achieve all three campaign objectives.

2. Agents qualified every prospect with probing questions that identified their suitability and willingness to schedule an initial phone appointment with one of the Client’s financial advisors.

3. The Client kept track of the campaign’s results in real-time through Pipeline, Callbox’s proprietary CRM and lead management tool.

RESULTS

Callbox carried out the campaign until all records in the Client’s list were contacted and followed up. It took the team two months to complete the project. Most of the campaign’s initial stages were spent on email outreach. Some key results of the campaign’s email marketing activities include:

98.3% delivery rate
33.8% open rate
13.0% click-through rate

The campaign’s 46 qualified appointments began trickling in near the end of the first month (17 appointments) and increased in the second month (29 appointments), as warm contacts during the email outreach phase started converting into qualified prospects.

While the Client hasn’t specified how much of the 46 phone appointments it expects to close as new customers, the Client says the quality of conversations with the Callbox-supplied opportunities has prompted an upward adjustment to its pipeline growth forecast.

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High-Growth SaaS Startup Boosts Momentum with Callbox Campaign

June 19, 2018/in /by callbox

CASE STUDY

High-Growth SaaS Startup Boosts Momentum with Callbox Campaign

THE CLIENT

ABOUT
The Client is a Singapore-based software-asa-service (SaaS) company that develops and offers a transportation operations management platform primarily for SMEs in Southeast Asia. Its subscription-based cloud service provides collaborative planning, route optimization, driver dispatch, and e-signing capabilities for fleet owners.

TARGET INDUSTRIES
Third-Party Logistics (3PL), Transporters, Delivery Services, Courier Services, Movers/Moving Services, Field Services, Field Services

THE CHALLENGE

The Client helps SMEs better manage their fleet of land transport vehicles with its cloud-based logistics operations platform. The platform automates many of the challenges that businesses face in their logistics processes, such as handling job orders, tracking vehicles, allocating routes, planning schedules, and dispatching drivers.

Founded in 2012, the Client has experienced strong growth over the last three years, with annual revenues increasing 350% year-on-year. The company says around 100 organizations (including some Fortune 500 brands) across Southeast Asia now regularly use its system to process nearly 1 million delivery and pickup tasks.

After raising its seed round, the Client rapidly expanded its user base in Singapore and also gained additional subscribers in different locations across Southeast Asia. As part of its medium-term growth outlook, the company planned to increase its market share in Singapore and Malaysia, before focusing on Indonesia and other markets in the region.

With less than 50 employees (most of whom doing engineering roles), it was clear the company needed outside help in several business areas to let the company reach and sustain its revenue growth objectives. In particular, the Client wanted to outsource the time-consuming activities of researching potential customers and contacting them one by one for a sales appointment, which typically took up almost two-thirds of their reps’ time.

HIGHLIGHTS

RESULTS WITHIN TWELVE WEEKS

• Launched an integrated appointment setting campaign for a logistics SaaS startup that targeted SG and MY SMEs
• Helped the Client sustain its years-long high-growth performance
• Provided the Client with enough pipeline boost to meet a key business milestone

THE CALLBOX SOLUTION

The Client chose Callbox as its outsourced marketing partner, citing that Callbox’s extensive experience running successful campaigns for both cloud companies and logistics service providers in the APAC region gave Callbox the needed domain knowledge to operate in the Client’s target market.

Callbox and the Client then drew up a campaign plan for a three-month appointment setting program with the following goals:

Pinpoint SMEs in Singapore and Malaysia that potentially need transport management systems (TMSs)
Connect with decision makers in these companies through targeted sales calls and emails
Introduce the Client’s subscription-based TMS and book meetings with interested prospects
Collect additional information to help the Client gauge product-market fit

Some key activities from the campaign include:

Appointment-Setting

1. Callbox prepared the list of Singapore and Malaysia contacts based on the Client’s specifications (job titles, industries, annual revenue, and employee count).

2. The Client had already drafted its own call script and asked Callbox to review and contribute to the final version.

3. The Client wanted the Callbox team to prioritize setting office meetings for Singapore prospects and phone appointments for Malaysia contacts.

Email Marketing

1. The Callbox team prepared all email templates used in the campaign, including the initial outreach email and targeted email send-outs.

2. The campaign’s email specialists handled, tracked, and tested key email components, such as subject lines, copy, design, calls-to-action, and landing pages.

3. Email touches allowed the Callbox team to warm up and nurture prospects, as well as to follow up and respond to information requests.

RESULTS

The bulk of the three-month campaign’s activities were carried out during the closing quarter of 2017 and early January the following year. Since Callbox campaigns typically start with email outreach to gauge prospects’ readiness for a one-on-one sales call, the first 2 to 3 weeks saw mostly email marketing results:

Delivery rates between 96% to 98%
Open rates of up to 17%
Reply rates of 3.8% on average

The Callbox team started handing off appointments to the Client toward the end of the first month, and continued to deliver a steady supply of meetings throughout the remaining two months:

Month 1: 19 qualified appointments
Month 2: 20 qualified appointments
Month 3: 16 qualified appointments

The Client received a total of 55 qualified appointments from the three-month campaign. While the Client did not indicate how much of these prospects are expected to convert into opportunities or customers, the company mentioned that the 55 qualified appointments provided enough boost to its pipeline to help it meet a crucial business milestone in time for its pre-series A funding round application.

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HK-Based Industrial Supplier Widens Market Lead with Callbox Help [CASE STUDY]

HK-Based Industrial Supplier Widens Market Lead with Callbox’s Help

March 28, 2018/in /by Jayden

CASE STUDY

HK-Based Industrial Supplier Widens Market Lead with Callbox’s Help

THE CLIENT

ABOUT
The Client manufactures and distributes industrial supplies such as decorative stainless steel sheets and other ornamental products used in interior fit-out projects. The company’s headquarters is located in Hong Kong, and it carries out the bulk of its manufacturing operations in Guangzhou, China.

TARGET INDUSTRIES
Roofing, Siding, and Sheet Metal Work; Fabricated Structural Metal Products; Miscellaneous Structural Metal Work; Elevators and Moving Stairways; Architectural Services; Building Construction, General Contractors, Operative Builders

THE CHALLENGE

Since 1988, the Client has been providing custom decorative building materials throughout Southeast Asia and Australia. Its products include colored stainless steel, decorative glass films, elevator decoration modules, and stainless steel fabrication. The company primarily sells to architects, designers, contractors, property developers, construction suppliers, and other industrial vendors in the region.

The Client says it relies on two key advantages to attract customers and set its products apart from competitors:

1. First is its broad sales and service network across the region, which enables prompt supply and delivery.

2. Second, the Client focuses on design customizability, so that products are tailor-made according to each customer’s specifications.

Before the campaign, the Client’s sales development model placed much of the prospecting and lead qualification burden on sales reps.

Sales was responsible for finding potential customers and booking introductory appointments with prospects, without much in the way of prior screening. Under this setup, the Client estimated that reps were spending less than a third of their time actually talking to prospects, which dragged down both sales productivity and the quality of the customer’s buying experience.

Accordingly, the company has been planning to reassign lead generation and appointment setting responsibilities to its marketing team, but this department is mostly staffed by creatives who are already on tight schedules churning out product materials and sales collaterals.

It was clear that the Client needed to outsource prospecting and lead qualification. But since the company was selling highly-customized products across different geographic markets, the Client wanted to partner with an agency that had both industry knowledge and regional experience.

HIGHLIGHTS

RESULTS WITHIN TWELVE WEEKS

• Completed successful appointment setting campaign that targeted prospects from key industries in six different APAC countries
• Helped the Client increase sales productivity by taking over most of its reps’ prospecting responsibilities time window
• Provided the Client with sales intelligence to make conversations with potential customers more relevant and personalized

THE CALLBOX SOLUTION

After a thorough selection process, the Client chose Callbox as its outsourcing partner. Callbox had an extensive project portfolio of APAC campaigns carried out on behalf of manufacturers and industrial suppliers, including campaigns that covered the Client’s target countries.

Callbox and the Client worked out a three-month appointment setting campaign with the main goal of handing off qualified leads and appointments to the Client’s sales teams based in Australia, the Philippines, and Singapore.

Appointment-Setting

1. Callbox compiled the campaign contact list based on the location, SIC codes, job titles, and annual revenues specified by the Client.

2. The call script introduced the Client’s decorative steel sheet products, and included probing questions that determined fit and need.

3. Contacts who agreed to a face-to-face or a phone meeting were handed off as qualified appointments. The Callbox team also identified and updated key decision makers and other prospect information.

1. The Callbox team prepared cold email templates that served as initial touch points before reaching out to prospects via phone.

2. The campaign also used targeted send-outs to distribute other marketing materials to contacts who wanted to know more about the Client’s products.

3. Email automation schemes were created using the Lead Nurture tool, Callbox Pipeline’s built-in drag-and-drop marketing automation platform.

RESULTS

The campaign ran for a total of three months (or 66 business days), with the first two months focusing on prospects in Australia, the Philippines and Singapore. During the third month, the campaign widened the target areas to include Indonesia, Malaysia, and Thailand.

Because Callbox follows a multi-touch, multi-channel appointment setting strategy, the first couple of weeks in this campaign are spent introducing the Client and warming up promising contacts through emails. Most appointments are generated after this initial phase, as shown in the monthly breakdown below (although the early outreach stage is repeated during the third month for the prospects in the additional target areas):

• Month 1: 14 qualified appointments
• Month 2: 22 qualified appointments
• Month 3: 12 qualified appointments

With the Client’s reps spending more time talking to qualified prospects, the company believes it can increase its lead-to-opportunity rate to 75% and its opportunity-to-close rate to 50%. Using these benchmarks, the Client expects to potentially convert 18 of the Callbox-generated appointments into new customers this year.

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Callbox Ensured Success For Health Care Provider

November 14, 2017/in /by Jayden

CASE STUDY

Callbox Ensured Success For
Health Care Provider

THE CLIENT

ABOUT
The Client is a one-size fits all health insurance provider who is driven by 3 guiding principles: technology, data and design that continues to serve SMEs and the non-employed sector.

THE CHALLENGE

The Client is unique not because they are a major health insurance provider but because their target customers are those who can hardly afford to get a good health insurance package for themselves. The Client did not start the company just for business reasons but was inspired to revolutionize the health insurance platform based on their personal experience – the loss of loved ones due to high healthcare costs.

Competition was tough so the Client opted to employ a lead generation company that has the expertise and tools needed to reach their targets – Callbox.

HIGHLIGHTS

RESULTS WITHIN TWELVE WEEKS

• Callbox’s Customer Profiling campaign built a strong database for the Client

• Most active contacts were filtered via the Pipeline Lead Nurture Tool

• Callbox’s Smart Calling system factored in generating the most qualified prospects for the Client

THE CALLBOX SOLUTION

Customer-Profiling

1. The Client, although a startup in the healthcare industry, did not hesitate to explore all marketing strategies that would help them achieve their goals. Callbox helped them build a robust database

2. With the use of the Pipeline Lead Nurture tool, the Callbox team sent initial copies of the Client’s unique healthcare products and services.

3. The copies contained an overview of the Client’s company information, downloadable PDFs of products and services, and a query box that redirects to the Client’s inbox, for them to be answered immediately.

4. The Callbox team on the other hand, tracked and saved active responses like opened emails, website visits, clicked links and queries for follow-up calls.

5. Invalid emails (bounces) and contact details were updated upon speaking with the prospect.

Appointment-Setting

1. The Callbox team utilized its in-house SMART Calling system which helped the calling agents reach the right prospects at the time.

2. The Client’s probing questions helped draw the prospects’ need for affordable healthcare packages.

3. Prospects who were both looking for fair cost health insurance and those currently in contract with other providers but in search of better offers were qualified as candidates for appointments.

4. In order to ensure a solid appointment, Callbox agents sent a calendar invite along with a short but specific email containing information about the Client’s products and services that are probable answers to the prospect’s identified issues. .

THE CHALLENGE

The first week of calling stored up much qualified contacts as the Customer Profiling campaign progressed which generated 5 office appointments. The following second and third weeks consecutively generated 6 and 8 appointments and 10 in the fourth week (3 of which were phone appointments), bringing a total of 29 appointments for the first month.

Weeks five to eight met a slight decline in the number of appointments with 25 office meetings and 2 phone meetings, 27 in total for the second month.

The final term however recouped more than what was lost in the second term, closing the campaign with a total of 37 appointments (32 office and 5 phone meetings).

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Callbox Gives HR Consulting Client Base a Boost

November 9, 2017/in /by Jayden

CASE STUDY

Callbox Gives HR Consulting
Client Base a Boost

THE CLIENT

ABOUT
The Client is a Singapore-based consulting company that provides intercultural management courses to organizations worldwide. The Client helps customers develop cross-cultural skills through customized training, coaching, workshops, and conferences.

THE CHALLENGE

Started in 2014 as a joint venture between a pioneering European cross-cultural training company and a top Southeast Asian HR solutions provider, the Client has built and grown a customer portfolio of over 150 multinational companies in various industries across Asia. The customer enjoys a clear lead in the region’s market for intercultural management training services.

But with a spate of new entrants seen to come into the growing market in the next 3 to 5 years, the Client has recently followed a more active strategic direction to protect and enlarge its market share. An important component of the new growth strategy emphasizes direct and targeted outreach to prospects in industries with high potential.

Having little outbound experience of their own, the Client needed some outside expertise to achieve many aspects of its goals. In particular, the company faced three key marketing challenges that made working with a third-party provider a more viable option:

1. Identifying the right prospects to contact in the Client’s target industries and companies

2. Qualifying and booking sales meetings with prospects that fit the target buyer profile

3. Gathering additional marketing intelligence to be used further along the sales cycle

HIGHLIGHTS

RESULTS WITHIN TWELVE WEEKS

• Launched a successful SG-wide appointment setting campaign for an HR consulting/training firm
• Leveraged live conversations with prospects reinforced with touch points via emails
• Handed off highly qualified appointments and delivered critical sales intelligence

THE CALLBOX SOLUTION

The Client partnered with Callbox after a stringent RFP process, pointing to the latter’s substantial roster of satisfied customers in Singapore as a key differentiator. The Callbox team then worked alongside representatives from the Client to plan out the objectives, activities, and timelines for an integrated appointment setting campaign.

The overall strategy centered on engaging prospects through targeted calls complemented by timely email touch points. The Client wanted the campaign
to focus only on companies operating in Singapore and excluded firms providing consulting and training services.

Some campaign activities that contributed to its success were:

1. Callbox performed a thorough data profiling program prior to starting the campaign. The team compiled a database of the key contacts from companies in the included industries. The Client then reviewed and approved the profiled list.

2. Agents contacted every prospect on the approved list. Probing questions identified fit and interest with the Client’s intercultural management training courses. Prospects who agreed to a face-to-face meeting with a consultant from the Client were tagged as qualified appointments.

3. The team used emails extensively for introduction, follow-up, and targeted send-outs throughout the campaign.

RESULTS

The campaign ran for a total of 104 days. As is typical with Callbox’s multi-channel appointment setting programs, the first couple of weeks were spent initiating contact and nurturing prospects. The number of sales appointments only began picking up near the end of the first month.

The 3-month campaign produced a total of 51 qualified appointments in the following order:

Month 1: 14 qualified appointments
Month 2: 15 qualified appointments
Month 3: 22 qualified appointments

Based on past performance, the Client expects to send proposals to around 80% of qualified face-to-face sales meetings and close anywhere between 15% to 30% of opportunities. That means the campaign can potentially add as much as 12 more deals into their customer portfolio within the next sales cycle, an increase of 8% in its current customer base.

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Choosing Callbox for Sage Lead Generation Proven to be Wise Decision

October 17, 2017/in /by Jayden

CASE STUDY

Choosing Callbox for Sage Lead Generation Proven to be Wise Decision

THE CLIENT

ABOUT
The Client is the IT services arm of its mother company which is one of the largest global accounting and consulting network in Asia and in other 120 countries.

THE CHALLENGE

The rapid growth in number of IT companies and the seemingly similar products and services offered tend to cause confusion among business owners on which IT service provider would best fit to address their IT needs, and the Client was not spared from such.

The conventional “WIIFM” (what’s in it for me) would not make any difference at all, the IT expert thought. So the “what” was replaced with “why” as (why is it for me) for their campaign to make target customers understand why they should choose the Client as their IT provider instead of simply knowing what they offer. The campaign was successfully carried out with Callbox.

HIGHLIGHTS

RESULTS WITHIN TWELVE WEEKS

• Validated contact details via Customer Profiling campaign

• Filtered most active contacts via the Pipeline Lead Nurture Tool

• Ensured solid appointments via the Smart Calling system

THE CALLBOX SOLUTION

Customer-Profiling

1. Though the Client had tried their best to keep their database in top condition, they still opted to have it validated by the Callbox team.

2. Using the Pipeline Lead Nurture tool, the Callbox team sent an initial single-page email that contained an overview of the Client’s products and services with very limited information but included teasers of a current customer’s success story to pique the prospect’s interest.

3. Active responses like opened emails, website visits, clicked links, and queries were tracked and saved for follow-up calls.

4. Invalid emails (bounces) and contact details were updated upon speaking with the prospect.

1. Callbox utilized its SMART Calling system in order to reach the right prospects at the time they are most available to talk.

2. The probing questions were not the usual that would simply draw the prospect’s needs but rather carry out realization in them what the previous strategy/provider has done to achieve their goals. Thus most prospects admitted results were below expectations.

3. Upon reaching this point of conversation, agent proposed to set appointment with the Client’s IT consultants and invite prospects to an IT seminar.

RESULTS

The first month of the campaign generated 12 appointments and 4 registrations, but as the Calbox team got more familiar with the the target market and customer profiles, appointments delivered almost tripled in the second month with 34.

In the third month, another 12 appointments were generated with 6 registrations; 16 for the fourth month and 12 on the fifth month of the campaign.

The numbers escalated once again in the sixth month with 22 appointments and decreased a bit in the seventh month with 13 appointments and 8 registrations. While the eighth month took a bit of a hit with 3 appointments. The ninth month made up for the dip in numbers with 20 appointments and the tenth month closed out with 5.

The 10-month campaign generated a total of 149 appointments and 18 registrations. It is worth noting, however, that the Client is still counting more appointments and registrations as they go into the eleventh month, or technically, the first month following the end of the 10-month campaign.

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Callbox Proved Therapeutic For Chiropractic Leader

October 10, 2017/in /by Jayden

CASE STUDY

Callbox Proved Therapeutic For Chiropractic Leader

THE CLIENT

ABOUT
The Client is a 20-year old Chiropractic Care provider with 11 specialist clinics in Singapore and 9 more in other countries in Asia and United Kingdom.

THE CHALLENGE

The Client may already be a leader in chiropractic care in Singapore but as the business evolved from a one-man clinic to an integrated chiropractic institution, the business apparently demanded for use of more advanced clinical tools and processes, as well as a healthier and broader clientele list.

With the bolting new businesses in SIngapore in the last five years, the chiropractic leader opted to outsource their lead generation with Callbox, their top choice from among the list of five and which they saw as the most experienced provider to expedite goals achievement.

HIGHLIGHTS

RESULTS WITHIN TWELVE WEEKS

• Validated and profiled contact details via Customer Profiling campaign
• Filtered most active contacts via the Pipeline Lead Nurture Tool
• Streamlined follow-up calls achieved via the Smart Calling system

THE CALLBOX SOLUTION

Customer-Profiling

1. In the period where the Client had become preoccupied with upgrading their clinical tools and processes, business development was somehow relegated to second priority which inevitably impacted the Client’s database profile.

2. Callbox provided the Client with a well-filtered list by validating the target’s information details like business names, addresses, phone numbers, email addresses, social media accounts and all other contact details.

3. Using Callbox’s Pipeline Lead Nurture Tool, initial copies of the Client’s wellness program overview were sent in order to validate accuracy of contact
details especially email addresses.

4. Responses like opened emails, website visits, clicked links, and queries were tracked via the Pipeline Lead Nurture Tool and were tagged for follow-up by the agents for appointment setting.

5. Invalid emails (bounces) and contact details were updated upon speaking with the prospect.

Appointment-Setting

1. Callbox’s SMART Calling system was then used to draw the most qualified contacts that were filtered from the Customer Profiling campaign.

2. The Callbox team was able to call the right prospects at the right time when they were most available.

3. Probing questions were contributing factors in the team’s effort to filter the targets’ need which helped them come up with a priority list for the Client.

4. The said priority list enabled the Client to profile targets and customize the wellness program for each client.

5. Prospects who agreed to discuss were set as appointments.

THE RESULTS

The chiropractic leader did not waste any time at all and wisely chose to roll out a three-month campaign. The first four weeks generated a total of 25 appointments.

In the succeeding weeks, as more active contacts were verified via the lead nurturing process, the Callbox team was able to touch base with prospects and eventually generated 28 appointments at the end of the eighth week.

Before the ninth week commenced, the team maximized the SMART calling process to reach more prospects, generating an additional 31 appointments in the last four weeks of the campaign. The three-month campaign delivered a total of 84 appointments.

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Health And Wellness Guru Energized by Callbox Success

September 8, 2017/in /by Jayden

CASE STUDY

Health And Wellness Guru Energized by Callbox Success

THE CLIENT

ABOUT
The Client is a corporate wellness provider giving quality educational trainings and programmes to boost organizational wellness.

THE CHALLENGE

Not more than a decade ago, corporate wellness was not exactly a popular program for businesses in Singapore. So when the Client started the business, it drew all the courage to pursue all possible marketing tactics that would deliver their message to target decision makers – corporate wellness will boost the business.

The Client’s search for the best marketing tools that would carry out their goals came as a challenge until one of their business partners referred a seasoned lead generation provider that carries all sales and marketing strategies and tools needed which resolved the issue – Callbox.

HIGHLIGHTS

RESULTS WITHIN TWELVE WEEKS

• Validated and profiled contact details via Customer Profiling campaign

• Filtered most active contacts via the Pipeline Lead Nurture Tool

• Streamlined follow up calls achieved via the Smart calling Process

THE CALLBOX SOLUTION

Customer-Profiling

1. In order to hit the right prospects, the Client’s database went through customer profiling campaign.

2. Company and business names, addresses, phone numbers, email addresses, social media accounts and all other contact details were validated to ensure list accuracy.

3. The Callbox team utilized the Pipeline Lead Nurture Tool to send initial copies of the Client’s program overview mainly containing teasers (discussions and questions) about issues in the business that were precisely addressable thru wellness programs.

4. Active responses like opened emails, website visits, clicked links, and queries were tracked via the Pipeline Lead Nurture Tool and saved for follow-up.

5. Invalid emails (bounces) and contact details were updated upon speaking with the decision maker.

Appointment-Setting

1. Through Callbox’s SMART Calling process, active contacts that were filtered from the Customer Profiling campaign were called by the Callbox team to share the Client’s services especially about wellness in the workplace.

2. Callers asked probing questions about underlying issues or problems that were unrecognized but may have triggered organizational differences and caused a domino effect on the business.

3. Prospects who agreed to discuss were set as appointments.

RESULTS AND RETURN OF INVESTMENT

The first four weeks brought a surprising result to the wellness guru with 13 appointments, opposing their hunch of getting only five or less. At the end of the eighth week, a slight decline on the number of leads with 12 appointments but took a big leap at the close of the twelfth week with 16 appointments. The sixteenth week topped at 18 appointments.

With the satisfactory results from the first campaign in 2014, the Client decided to run another round in 2015 and was equally impressed with the results.

The Callbox team had become very familiar with the campaign which led to better results with 21 appointments in the first four weeks. Calling activities were swerved to the Malaysia market at the start of the fifth week which brought in 25 appointments at the end of the eighth week. The course got a bit bumpy as the the twelfth week closed on 22 appointments and 13 on the sixteenth week.

Calls were back in focus on the Singapore market at the start of the seventeenth week and got on the fast track again with 28 appointments at the close of the twentieth week.

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Callbox Confirmed 600 Attendees for Events Leader

September 8, 2017/in /by Jayden

CASE STUDY

Callbox Confirmed 600 Attendees for Events Leader

THE CLIENT

ABOUT
The Client is an events specialist and one of the many fast-expanding companies in its industry that could provide resources both in and out of the APAC region.

THE CHALLENGE

The Client is a decade old events services leader in Singapore that caters to varied corporate industries by providing the target attendees for trade fairs, forums and brand launches. The successes they earned for being a strong leader in the industry were drawn out of their stringent task implementation, tip-top customer service and dedication. So when the time came that they needed manpower for an event and decided to look for a partner to finish the job, they chose no one else but the equally competitive global lead generation company, Callbox.

HIGHLIGHTS

RESULTS WITHIN TWELVE WEEKS

• Validated and profiled contacts via Customer Profiling campaign

• Well-targeted reminder calls achieved via Callbox’s SMART Calling

• Accurately tracked active responses via the Pipeline Lead Nurture Tool

THE CALLBOX SOLUTION

Customer-Profiling

1. The database records needed to be validated so a customer profiling campaign was implemented.

2. Company and business names, addresses, phone numbers, email addresses, social media accounts and all other contact details were updated to ensure list accuracy.

3. To further validate the contact information, the Callbox team sent initial copies of the Client’s reminder featuring the upcoming and past events with links to their website and query boxes.

4. Active responses like opened emails, website visits, clicked links, and queries were tracked via the Pipeline Lead Nurture Tool and saved for follow-up.

5. Invalid emails (bounces) and contact details were updated upon speaking with the decision maker.

Appointment-Setting

1. Through Callbox’s SMART Calling process, active contacts that were filtered from the Customer Profiling campaign were called to remind prospects of the event and to confirm their attendance.

2. For prospects who were still on the fence with their decisions, drip email reminders were sent to them via the Pipeline Lead Nurture Tool.

3. Prospects who confirmed attendance were sent calendar invites.

4. A day before the event, a final confirmation call to all each one who confirmed was made to keep an accurate number of expected attendees for the event.

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