Company- Energy Savings Technology

Problem- Distributor of high end energy efficiency technology was having a difficult time juggling the many tasks of sales, installation, and then maintenance of existing accounts. When sales were too high, the office became too busy to prospect new accounts any further, and once the current deals closed, since no prospecting had been going on…the company went into a dry spell of new closings.

Goal-Create a consistent prospecting program to achieve a higher and more regular revenue stream. Use outsourcing to ascertain correct contacts at large corporations. Salespeople at the company were wasting huge amounts of time since data sources like InfoUSA and Dunn and Brad were so inaccurate. Create a fast and organized method of handling leads from trade shows to capitalize quickly. .

Follow-up Fanatic Solution- FUF (Follow-Up Fanatic) combined the clients existing list with new names FUF provided by ascertaining which standard industrial classification codes were most successful. After merging the two lists into one master, FUF went about concurrently cleaning up the list at the same time new prospecting calls were being made. All pertinent lead data and updates went into the FUF online system and could be viewed and utilized 24/7 by all at the company who had the password.

Strong leads were sent marketing materials immediately upon initiation of conversation and then handed over to the client to move to the next higher level, with the ultimate goal of closing. Leads that were not willing to talk yet and or learn more, other than by email, were presented to client however FUF continued to nurture and market and call those prospects until they were ready to talk.

Client utilized the “Stryker” level of 400 businesses called each month for only $99 per week. The weekly cost was miniscule compared to the organization and new lead generation provided. With weekly cost of their sales staff running $980 weekly per person when taxes and health care/employee benefits were included, the 10% addition of a $99 program helped grow total sales by over 25% annually to date.

Results- The goal of a more consistent revenue stream with fewer lows is being realized thanks to outsourcing the prospecting and follow up to FUF. The goal of improving the list of contacts so that higher paid sales staff were not wasting their time with the menial tasks of data base clean up and countless wasted time trying to get through to the correct decision maker was a huge success and added greatly to the bottom line. The ability to throw names into the hands of FUF callers to quickly jump on and move through trade show leads pleased everyone at the company and appears to be another boost to end of year ROI.