Content and Motion is an Online PR & Social Media Agency
The challenge
Having recently gained a number of high profile contracts, the company’s resources were tied up in delivering a high quality service for their clients. With the team’s priorities in other areas, gaps were emerging in the sales pipeline. Content and Motion needed to find a way of generating new business appointments without eating into the time dedicated to present client projects.
The solution
Pay on results appointment setting; Qualifa provided C&M with a cost effective, low risk alternative to hiring a full time sales person. Qualifa would arrange 10 face-to-face meetings with agreed target companies and sectors. These meetings would only be chargeable if they were the right type of introductions with identified senior management level contacts.
Qualifa worked closely with Content and Motion to understand their business proposition in-depth.
- We planned a sustainable outbound prospecting campaign through specific research on individual target companies.
- We articulated a compelling proposition message aimed at senior level targets.
- Senior management level contacts were identified.
- Individually targeted emails and follow-up phone calls were used to communicate C&M’s unique proposition.
- All activity was recorded, monitored and fine tuned to ensure high quality results with daily reviews at Director Level.
- C&M were provided with weekly activity reporting, detailing pipeline and prospect activity, meeting dates and revenue potential.
The results
- C&M attended 10 introduction meetings with senior executives.
- 14 further meetings diarised.
- Future follow-up activity diarised.
Business Conversions:
- Projects with Hogg Robinson and Truprint achieved from prospects and appointments set through Qualifa
Content and Motion continue to work with Qualifa .
What they said:
“Qualifa’s approach fits right in line with our business. Using social media to prospect is such a no-brainer. We had a classic case of Cobbler’s Shoes – time and resources meant we couldn’t pursue what we do so well for our clients… So James and the team stepped in. Success so far has been outstanding. They’re delivering Blue Chip prospects and we love them for it.”
Roger Warner, Managing Director at Content and Motion
