Manufacturer of Therapeutic Heating Solutions – Appointment Setting & Market Intelligence – Case Study 2017-09-21T05:51:50+00:00

Target Audience

Skilled nursing, intermediate care and assisted living facilities

Decision Maker Titles

Rehabilitation Managers, Directors of Purchasing, Directors of Clinical Affairs

Program Objectives

  • Set phone appointments with the facility decision makers for the client’s sales force
  • Identify future interest leads
  • Capture pertinent profiling information and update the database to support sales & marketing efforts

Solution
Outbound calling campaign with five maximum call attempts per facility

Results

  • 28% of the time Volkart May reached an appropriate contact, a phone appointment was scheduled
  • 10% of the time Volkart May reached an appropriate contact, a future interest lead was identified or an information request fulfilled
  • 58% of records in the database were updated with new contact information
  • More effective sales prospecting strategies especially for targeted accounts using competitors
  • Time and resources focused on qualified accounts