Lead generation by a telemarketing campaign - Hourly basis!

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Cheryl T. has already sent a proposal.
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Experience Level: Intermediate
Our company provides a specialist testing service to the housing development industry. The service we provide is a regulatory requirement of local government Building Regulations and is therefore necessary for the majority of new builds and converted properties.

We have carried out our own successful marketing campaign by a combination of mail shots and cold calling, demonstrating that the market is receptive to receiving information about our services. We attribute this to the fact that not only is our service a regulatory requirement but that we are also very competitive. This combination is attractive as developers are actively trying to reduce costs in the current downturn which has hit the housing development market particularly hard. The cost of our service starts at around £500, and if you can get hold of the correct person the level of interest is typically very high.

This is our first attempt at outsourcing this lead generation challenge and we are looking to build a long term working relationship. Our goal is for every development in our target area, initially London, to know of our company and request a quote for the testing required.

We can provide details of the developments in the area; typically this is the architect's details although sometimes it may be the developer. From this information the objective is to get the contact details of the person who would be responsible for commissioning the testing, this may possibly be a different company, provide them with an introductory letter or email and then follow up at a time suggested by the potential client - this may be a period of months. Spending time getting a quality introduction is the key rather than the volume of calls made.

Although this specific project usually results in a time lag between the introduction and commission of our services, we see it as an integral part of our marketing. As new developments come on to the market on a month-by-month basis, once the most efficient method of targeting the client has been established we envisage this as an ongoing project.

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