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www.callboxinc.com
Call. . . . . . . . . . . . . . . . . . . . . . . . . . .
USA+1 888.810.7464
UK+44 207.442.5066
AUSTRALIA+61 2 9037 2248
NEW ZEALAND+64 9.9143122
SINGAPORE+65 6248.5023
MALAYSIA+60 3.2772.7370
HONG KONG+852 3.6786708
Email. . . . . . . . . . . . . . . . . . . . . . . . . . .
[email protected]@callboxinc.com
Highlights
• SeamlessCall-to-Inviteprocess,improvingleadgenerationresultsby75%
• Eliminatedeffortsonrevisingandsendingemailcopies,manualcallschedulingandlistcleansing,addedmoreopportunetimetoreachprospects
• Cleanseddatabasewithprofiledandupdatedcontactinformation,inducingdataaccuracy
• Promptlyrespondedtorealtimealertsandnotifications,maximizingcallhoursonreaching40plusdecisionmakersdaily
• Spot-ontrackingofprospect’sactionsonemailcommunications,increasingleadconversionrates
Challenge
TheClientisaSingaporepartnercompanyofaUS-basedLeadershipCurriculumproviderthatpromotestheworld’smostadvancedcurriculuminleadershippotentials.Theyconductseminarsthatdeliverextraordinaryresultsforclientsbycombiningoptimizationtechnologies,servicesandcustom-builtfacilitiesthatensuresustainedgrowth,fulfillmentandmomentumoverthelong-term.Theywereinsearchofacompetitivetelemarketingcompanythatcanmaximizebothstaffandtoolstoaddresstheirneedforasystematicandtrackableintroductionandfollowupofalltargetcontacts,andtheirsearchendedwithCallbox.
www.callboxinc.com
2How Callbox’s Marketing autoMation tool aCCelerated suCCess for singapore’s leadersHip CurriCuluM provider
Call. . . . . . . . . . . . . . . . . . . . . . . . . . .
USA+1 888.810.7464
UK+44 207.442.5066
AUSTRALIA+61 2 9037 2248
NEW ZEALAND+64 9.9143122
SINGAPORE+65 6248.5023
MALAYSIA+60 3.2772.7370
HONG KONG+852 3.6786708
Email. . . . . . . . . . . . . . . . . . . . . . . . . . .
[email protected]@callboxinc.com
The Solution
InthisCall-to-Invitecampaign,Callboxuncoveredopportunitiesforimprovement-thedatabaseandthetargetcontacts.ConcurrentwiththeCallboxagent’sdailycallscheduleistheconsistentDataProfilingfortheimprovementofthedatabasebyupdatingthecontactinformationwithcurrentandcorrectdata,verifyingthecontactdetailslikedirectlineandmobilenumbers,andfillingupblankslikeemailaddressestoensureaccuracy.
Moreover,CallboxmaximizedthePipeline’smarketingautomationfunctionviaitsLeadNurtureTooltofacilitatethesendingoutofspecificemailcopiestoprospects,notifyingthecallertofollowupacontactwhotookactiononemailcommunications,andmovinginvalidcontactsfromonelisttoanotherforvalidationandcleansing.Tocapallthesedynamicprocesses,amasterschemaofbehavior-basedactionswascreated,whichfosteredthreeeffectualworkingconcepts:
Concept 1- Send Mail
AsequenceofemailsaresenttoalluniqueentriescontainedintheTargetList.ThecallresulttaginthepipelinetriggersthestatuschangeintheLNTool,andaspecificemailcopyisautomaticallysent.Belowisareferenceofemailcopywithcorrespondingcalltag:
Email Copy Call Tag
Intro (Initialemailssentalongwiththecallingactivity)
RFI
Requested for More Information(adetailedinformationabouttheoffersenttoprospectswhorequestedforreference/materials)
FOLLOW UP DM
For Follow Up(acopysenttothedecisionmakeraftertheagentwasabletodiscusstheoffer,andwhichincludesanotescheduleofthenexttouchbase)
NOT AVAILABLENo Contact - Not Available/Try Again, VM, No Answer, etc. (noverbalcommunicationbetweentheagentandtheprospect)
NOT INTERESTED Not Interested(whereprospectsverballyexpressednon-interestofanyoffer)
www.callboxinc.com
3How Callbox’s Marketing autoMation tool aCCelerated suCCess for singapore’s leadersHip CurriCuluM provider
Call. . . . . . . . . . . . . . . . . . . . . . . . . . .
USA+1 888.810.7464
UK+44 207.442.5066
AUSTRALIA+61 2 9037 2248
NEW ZEALAND+64 9.9143122
SINGAPORE+65 6248.5023
MALAYSIA+60 3.2772.7370
HONG KONG+852 3.6786708
Email. . . . . . . . . . . . . . . . . . . . . . . . . . .
[email protected]@callboxinc.com
Note:Intheeventwheretheagentmakesafollowupcallandtheprospectwasnotavailableorthecallwasdirectedtoavoicemail,RFIandForFollowUpcopiesaresentsubsequently.
Also,iftheTriggerstatusisunchangedandthetimeframefortheWaitactionlapsed,thismeanstherewasn’tanyactionfromtheprospect,andsoIntro,RFIandForFollowUpcopieswillbesentsubsequently.
Concept 2 - Queue as Call Priority
Areminderfortheagenttocallaprospectassoonashetakesanactiononemailcommunications.Thistimelyalertgivesabetterchanceofconvertingopportunitiesintoleads.
• OPENED-theprospectopenedtheemail
• CLICKED-theprospectclickedalink/sontheemailcopy
• VISITED WEBSITE-theprospectvisitedthewebsite
• SUBMITTED A FORM -theprospectsubmittedaform(mostcommonforcall-to-invitecampaigns)
Concept 3 - Move to List
MovinginvalidcontactsfromtheTargetListtootherlistsforcleansingpurposes.Thefollowinglistsarerequiredentriesforeachschema:
• TARGET LIST-istheprimelistofuniquecontactsandresourceofemailsendouts,whichtheagentutilizesforcalling.
• SUPPORT LIST -receivesbouncedcontacts.Thesebouncedcontactsarethenvalidated/profiledbytheagentorresearchteamandsentbacktotheTargetListtobecalled.
• REPOSITORY LIST-InvalidcontactsthatweretaggedasDeadline,FaxTone,orDisconnected,contactsaremovedtothislistandundergothesameprocessaswithbounces.
www.callboxinc.com
4How Callbox’s Marketing autoMation tool aCCelerated suCCess for singapore’s leadersHip CurriCuluM provider
Call. . . . . . . . . . . . . . . . . . . . . . . . . . .
USA+1 888.810.7464
UK+44 207.442.5066
AUSTRALIA+61 2 9037 2248
NEW ZEALAND+64 9.9143122
SINGAPORE+65 6248.5023
MALAYSIA+60 3.2772.7370
HONG KONG+852 3.6786708
Email. . . . . . . . . . . . . . . . . . . . . . . . . . .
[email protected]@callboxinc.com
Benefits
Callbox’scall-to-invitecampaignschemeunleashedmorepotentialsfortheLeadershipCurriculumprovider,leveragingonsmartmarketingtechnologyandprovenprospectingprocesses.
WithintegrationofCallbox’sLeadNurtureTool,thecampaignranseamlessly.Theautomatedbehavior-basedactionslikesendingemailcopies,queuingcallpriorities,andmovinginvalidcontactsforlistcleansinghaveroundedupatotalof228registrationsfor10eventcampaigns,ofwhich79(34%)weregeneratedthroughtheLeadNurtureTool.Thetimeandeffortsavedwereinsteadutilizedinmakingmorecallstodecisionmakersthatmadeanupshotonthemonthlyaveragenumberofleadsgeneratedfrom21to28.TheDataProfilingprocessresultedtonotableimprovementondatabaseaccuracyfromanaverageof35%to75%,asdeterminedbyCallbox’sListScoringsystem.TheClientnownurturesquality,revenue-drivingleadsandmorepotentialfollowupattendeesforupcomingseminarsinBali,IndonesiaandBangkok,Thailand.